Question 1

Which of the following is the first step in the negotiation process?

Accepted Answer

A)  definition of ground rules 
B)  clarification and justification 
C)  preparation and planning 
D)  bargaining and problem solving 
E)  closure and implementation 
A)  definition of ground rules 
B)  clarification and justification 
C)  preparation and planning 
D)  bargaining and problem solving 
E)  closure and implementation

Question 2

Luke's cubicle neighbor Leia, though an understanding and great co-worker, talks loudly on the phone. Luke gets annoyed every time Leia's phone rings, but he has decided it's simply not worth the trouble to talk to her about it. Luke's conflict-handling intention is called ________.

Accepted Answer

A)  competing 
B)  avoiding 
C)  accommodating 
D)  compromising 
E)  collaborating 
A)  competing 
B)  avoiding 
C)  accommodating 
D)  compromising 
E)  collaborating

Question 3

Discuss the effects of moods and emotions on effectiveness of negotiations.

Accepted Answer

In distributive negotiations, it appears

Question 4

Conservationists have had a perpetual conflict with the government of the United States over the fast and rampant depletion of Earth's natural resources. They argue that the United States must reduce its consumption level significantly to rectify this problem. Which of the following, if true, would most strengthen the conservationists' argument?

Accepted Answer

A)  The United States has been conserving forests for several years. 
B)  Most countries have not taken any measures to reduce their consumption levels of natural resources. 
C)  There are several countries that have more requirements for resources than the United States. 
D)  The United States accounts for one-third of the total world resource consumption. 
E)  New resource deposits are constantly being discovered. 
A)  The United States has been conserving forests for several years. 
B)  Most countries have not taken any measures to reduce their consumption levels of natural resources. 
C)  There are several countries that have more requirements for resources than the United States. 
D)  The United States accounts for one-third of the total world resource consumption. 
E)  New resource deposits are constantly being discovered.

Question 5

Karl is the labor union negotiator. Today, he is meeting with the top management to discuss the new five-year contract, including wages and benefits. This labor-management negotiation over wages is most likely to use ________ bargaining.

Accepted Answer

A)  integrative 
B)  reflective 
C)  distributive 
D)  evaluative 
E)  associative 
A)  integrative 
B)  reflective 
C)  distributive 
D)  evaluative 
E)  associative

Question 6

Explain how self-efficacy impacts negotiation outcomes.

Accepted Answer

Self-efficacy is one individual-differen

Question 7

All of the following are benefits of conflict in organizations except ________.

Accepted Answer

A)  increased self-evaluation and change 
B)  increased groupthink 
C)  increased creativity and innovation 
D)  increased curiosity among group members 
E)  increased opportunity to air problems 
A)  increased self-evaluation and change 
B)  increased groupthink 
C)  increased creativity and innovation 
D)  increased curiosity among group members 
E)  increased opportunity to air problems

Question 8

Which of the following statements is true regarding negotiation that takes place in a collectivist culture?

Accepted Answer

A)  Collectivists are less likely to seek to preserve relationships and promote the good of the group as a whole than individualists. 
B)  Collectivists are more likely to confront differences of opinion directly and openly than individualists. 
C)  Collectivist cultures see people as autonomous, not as people deeply embedded in social situations. 
D)  Compared to individualists, collectivists are less likely to see offers from their counterparts as unfair and to reject them. 
E)  The method of conflict management preferred by collectivist managers is competing. 
A)  Collectivists are less likely to seek to preserve relationships and promote the good of the group as a whole than individualists. 
B)  Collectivists are more likely to confront differences of opinion directly and openly than individualists. 
C)  Collectivist cultures see people as autonomous, not as people deeply embedded in social situations. 
D)  Compared to individualists, collectivists are less likely to see offers from their counterparts as unfair and to reject them. 
E)  The method of conflict management preferred by collectivist managers is competing.

Question 9

Studies demonstrate that in work settings, relationship conflicts are almost always dysfunctional. Why?

Accepted Answer

It appears that the friction and interpe

Question 10

Mike and Keith are on the same team; they work well with other people in the same team but don't get along with each other. This type of conflict can best be described as ________.

Accepted Answer

A)  intragroup 
B)  bilateral 
C)  intergroup 
D)  dyadic 
E)  dual 
A)  intragroup 
B)  bilateral 
C)  intergroup 
D)  dyadic 
E)  dual

Question 11

In a negotiation process, which of the following activities is most likely to be included in the definition of ground rules step?

Accepted Answer

A)  determining your best alternative to a negotiated agreement 
B)  determining time constraints, if any, applicable to negotiation 
C)  justifying your original demands 
D)  formalizing the agreement that has been worked out 
E)  determining the history leading up to the negotiation 
A)  determining your best alternative to a negotiated agreement 
B)  determining time constraints, if any, applicable to negotiation 
C)  justifying your original demands 
D)  formalizing the agreement that has been worked out 
E)  determining the history leading up to the negotiation

Question 12

It seems that your work group is in conflict much of the time. One colleague has suggested that you, as the supervisor, are responsible for eliminating the conflict so that your work group can function harmoniously. Another colleague has suggested that conflict is good for stimulating creativity and productivity within the work environment. You are unsure about whether you should try to eliminate the conflict within your group or learn to deal with it positively.
-When your work group disagrees, the disagreements usually concern how the group's work should be accomplished. The type of conflict experienced by your group is known as a ________ conflict.

Accepted Answer

A)  task 
B)  relationship 
C)  process 
D)  traditional 
E)  reactive 
A)  task 
B)  relationship 
C)  process 
D)  traditional 
E)  reactive

Question 13

In which stage of the conflict process does conflict become visible?

Accepted Answer

A)  outcomes 
B)  intentions 
C)  incompatibility 
D)  behavior 
E)  personalization 
A)  outcomes 
B)  intentions 
C)  incompatibility 
D)  behavior 
E)  personalization

Question 14

Bill is negotiating for the labor union. Today, he is presenting the evidence and papers that demonstrate the average wages in the area, the cost of healthcare for the average worker, and a pie graph demonstrating how these costs affect the new salary request. Which phase of the negotiation process is Bill currently in?

Accepted Answer

A)  preparation and planning 
B)  definition of ground rules 
C)  clarification and justification 
D)  bargaining and problem solving 
E)  closure and implementation 
A)  preparation and planning 
B)  definition of ground rules 
C)  clarification and justification 
D)  bargaining and problem solving 
E)  closure and implementation

Question 15

According to a newly added office smoking regulation, only employees who have an enclosed office may smoke at their desks. This leads to a major conflict between various employees as virtually all employees with enclosed offices are higher-level managers and all other employees lack enclosed offices. Therefore, the lower-level employees who smoke argue that they should be offered enclosed offices. Which of the following, if true, strengthens the employees' argument?

Accepted Answer

A)  The company is a zealous supporter of the "Kick the Butt" campaign-a corporate anti-smoking campaign. 
B)  Higher-level managers, who have enclosed offices, are willing to share their offices with-lower level employees. 
C)  The smoking regulations allow all employees who smoke an equal opportunity to do so, regardless of an employee's job level. 
D)  Employees at the higher level, who do not smoke, do not have enclosed offices. 
E)  The company has a limited budget for infrastructure modifications. 
A)  The company is a zealous supporter of the "Kick the Butt" campaign-a corporate anti-smoking campaign. 
B)  Higher-level managers, who have enclosed offices, are willing to share their offices with-lower level employees. 
C)  The smoking regulations allow all employees who smoke an equal opportunity to do so, regardless of an employee's job level. 
D)  Employees at the higher level, who do not smoke, do not have enclosed offices. 
E)  The company has a limited budget for infrastructure modifications.

Question 16

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.
-The management has decided to try to find a win-win solution to help both parties resolve their differences. Management is attempting to engage in ________ bargaining.

Accepted Answer

A)  integrative 
B)  reflective 
C)  surface 
D)  distributive 
E)  reformatory 
A)  integrative 
B)  reflective 
C)  surface 
D)  distributive 
E)  reformatory

Question 17

In a negotiation process, which of the following activities is included in the closure and implementation step?

Accepted Answer

A)  determining your best alternative to a negotiated agreement 
B)  justifying your original demands 
C)  formalizing the agreement that has been worked out 
D)  determining time constraints, if any, applicable to negotiation 
E)  exchange of the initial proposals or demands 
A)  determining your best alternative to a negotiated agreement 
B)  justifying your original demands 
C)  formalizing the agreement that has been worked out 
D)  determining time constraints, if any, applicable to negotiation 
E)  exchange of the initial proposals or demands

Question 18

Studies demonstrate that ________ conflicts are almost always ________.

Accepted Answer

A)  relationship; formal 
B)  relationship; informal 
C)  relationship; dysfunctional 
D)  relationship; functional 
E)  task; reactive 
A)  relationship; formal 
B)  relationship; informal 
C)  relationship; dysfunctional 
D)  relationship; functional 
E)  task; reactive

Question 19

Conditions that can create conflicts can be classified into three categories. Which of the following is one of these three categories that includes variables such as jurisdictional clarity, member-goal compatibility, and leadership styles?

Accepted Answer

A)  communication 
B)  structure 
C)  personal variables 
D)  group interactions 
E)  process variables 
A)  communication 
B)  structure 
C)  personal variables 
D)  group interactions 
E)  process variables

Question 20

Macy does not like a few of the standard operating procedures adapted for the new project. However, she discussed the items with the team and told them that she realized she was in the minority and that she would adapt the new procedures to maintain smooth operations within the team. This type of conflict-handling intention is called ________.

Accepted Answer

A)  negotiating 
B)  accommodating 
C)  collaborating 
D)  compromising 
E)  competing 
A)  negotiating 
B)  accommodating 
C)  collaborating 
D)  compromising 
E)  competing

Which of the following is the first step in the negotiation process?

Luke's cubicle neighbor Leia, though an understanding and great co-worker, talks loudly on the phone. Luke gets annoyed every time Leia's phone rings, but he has decided it's simply not worth the trouble to talk to her about it. Luke's conflict-handling intention is called ________.

Discuss the effects of moods and emotions on effectiveness of negotiations.

Karl is the labor union negotiator. Today, he is meeting with the top management to discuss the new five-year contract, including wages and benefits. This labor-management negotiation over wages is most likely to use ________ bargaining.

Explain how self-efficacy impacts negotiation outcomes.

All of the following are benefits of conflict in organizations except ________.

Which of the following statements is true regarding negotiation that takes place in a collectivist culture?

Studies demonstrate that in work settings, relationship conflicts are almost always dysfunctional. Why?

Mike and Keith are on the same team; they work well with other people in the same team but don't get along with each other. This type of conflict can best be described as ________.

In a negotiation process, which of the following activities is most likely to be included in the definition of ground rules step?

In which stage of the conflict process does conflict become visible?

In a negotiation process, which of the following activities is included in the closure and implementation step?

Studies demonstrate that conflicts are almost always .

Conditions that can create conflicts can be classified into three categories. Which of the following is one of these three categories that includes variables such as jurisdictional clarity, member-goal compatibility, and leadership styles?

What Is Organizational Behavior?

Diversity in Organizations

Attitudes and Job Satisfaction

Emotions and Moods

Personality and Values

Perception and Individual Decision Making

Motivation Concepts

Motivation: From Concepts to Applications

Foundations of Group Behavior

Understanding Work Teams

Communication

Leadership

Power and Politics

Foundations of Organization Structure

Organizational Culture

Human Resource Policies and Practices

Organizational Change and Stress Management

Filters

Exam 14: Conflict and Negotiation

Which of the following is the first step in the negotiation process?

Luke's cubicle neighbor Leia, though an understanding and great co-worker, talks loudly on the phone. Luke gets annoyed every time Leia's phone rings, but he has decided it's simply not worth the trouble to talk to her about it. Luke's conflict-handling intention is called ________.

Discuss the effects of moods and emotions on effectiveness of negotiations.

Karl is the labor union negotiator. Today, he is meeting with the top management to discuss the new five-year contract, including wages and benefits. This labor-management negotiation over wages is most likely to use ________ bargaining.

Explain how self-efficacy impacts negotiation outcomes.

All of the following are benefits of conflict in organizations except ________.

Which of the following statements is true regarding negotiation that takes place in a collectivist culture?

Studies demonstrate that in work settings, relationship conflicts are almost always dysfunctional. Why?

Mike and Keith are on the same team; they work well with other people in the same team but don't get along with each other. This type of conflict can best be described as ________.

In a negotiation process, which of the following activities is most likely to be included in the definition of ground rules step?

In which stage of the conflict process does conflict become visible?

In a negotiation process, which of the following activities is included in the closure and implementation step?

Studies demonstrate that ________ conflicts are almost always ________.

Conditions that can create conflicts can be classified into three categories. Which of the following is one of these three categories that includes variables such as jurisdictional clarity, member-goal compatibility, and leadership styles?

What Is Organizational Behavior?

Diversity in Organizations

Attitudes and Job Satisfaction

Emotions and Moods

Personality and Values

Perception and Individual Decision Making

Motivation Concepts

Motivation: From Concepts to Applications

Foundations of Group Behavior

Understanding Work Teams

Communication

Leadership

Power and Politics

Foundations of Organization Structure

Organizational Culture

Human Resource Policies and Practices

Organizational Change and Stress Management

Filters

Studies demonstrate that conflicts are almost always .