Exam 14: Conflict and Negotiation

Stratford Inc. is a company that hires culturally diverse people to perform Shakespearean plays for high school students. The company employs actors and actresses from all over the world. The actors and actresses have joined together to ask the company for higher salaries. The employees are struggling over deciding who will negotiate for them. Which of the following statements is true pertaining to the effect of individual differences on negotiations?

Assertiveness indicates the degree to which ________.

The two parties eventually agree to ask Sam Spade, an attorney and trusted friend, to help them informally to solve their problem. Sam's role is that of a(n) ________.

In the case of distributive bargaining, the ________ point marks the lowest outcome that is acceptable-the point below which the party would break off negotiations rather than accept a less favorable settlement.

Which of the following conflict-handling intentions involves accepting a solution that provides incomplete satisfaction of both parties' concerns?

Discuss the effectiveness of teams versus individuals in negotiations in collectivist cultures.

Matt works as a sales representative at Tandem Industries, which manufactures and sells bicycles. He's the best salesman on the floor, but he also receives the highest number of customer complaints for late deliveries. Which of the following, if true, best explains this situation?

Conflict is dysfunctional when it ________.

Describe the first step of the negotiation process. How does this step affect negotiating parties' relationship? How does the negotiating parties' relationship help determine the kind of bargaining that will be done (integrative or distributive)?

Gwyn is struggling with personal issues of control within her team. Her outbursts and underhanded nature of functioning within the team is destructive. This could be considered ________.

Which of the following terms best describes the process that occurs when two or more parties decide how to allocate scarce resources?

Conflict between two people is called ________ conflict.

Which of the following statements is true regarding integrative bargaining?

Scholars generally agree that task and process conflicts are functional.

Labor and management at Leo Trucking cannot seem to agree upon a contract for the truck drivers. As each side contends that they are bargaining fairly, no agreement seems to be possible. The drivers are threatening to go on strike, and management knows that such a strike would prove to be costly. -In terms of intraorganizational behavior, all things being equal, integrative bargaining is preferable to distributive bargaining.

Describe a functional conflict and dysfunctional conflict that could exist because of structure.

A party who seeks to appease an opponent may be willing to place the opponent's interests above his or her own, sacrificing to maintain the relationship. We refer to this conflict-handling intention as ________.

Relationship conflicts are almost always functional.

A review that examined the effects of the four sets of behaviors across multiple studies found that openness and collaborating were both associated with superior group performance.

Megatron wants to bring in a neutral third party who will facilitate a negotiated solution by using reasoning, persuasion, suggesting alternatives, and the like. This person is known as a(n) ________.