Exam 14: Conflict and Negotiation

Identify the three basic types of conflict from the perspective of where the conflict occurs and discuss why it is important to understand the loci of conflict in order to address conflict in the workplace.

During which phase of the negotiation process do the parties have the actual discussion to hash out an agreement?

The division manager at Xperience Inc. wants to replace the SAP ERP currently used in his division with Epicor ERP as it costs 30 percent less to train new staff in Epicor ERP. But this leads to a conflict with the general manager, who insists that they can simply hire only people who already know how to use SAP ERP. Which of the following, if true, weakens the general manager's objection to the replacement of SAP ERP with Epicor ERP?

Explain how gender affects negotiating, and describe what this means to the outcomes of the negotiation process.

Explain the conflict resolution strategies used by collectivist cultures.

Negotiators who consistently act in a way that demonstrates competence, honesty, and integrity will usually have better outcomes in the long run.

Collectivists are more interested in demonstrations of concern and working through third parties to resolve disputes, whereas individualists are more likely to confront differences of opinion directly and openly.

The conflict-handling intention of accommodating is ________.

Which of the following is not true regarding gender differences in negotiations?

In the case of a distributive bargaining, the ________ point indicates what a person would like to achieve out of the negotiation.

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. -Distributive bargaining attempts to create a win-win solution for both the parties.