Exam 17: Managing Conflict, Politics, and Negotiation

When a third-party negotiator acts as a(n) _____, his or her role in the negotiation process is to facilitate an effective negotiation between the two parties; these negotiators do not force either party to make concessions.

The tactics that managers use to increase their power and to use it to gain the support of others within an organization are known as:

Define functional conflict resolution. Describe the two strategies organizations can use to accomplish functional conflict resolution.

Which of the following is true of managers using the political strategy of being in a central position?

Which of the following is a threat for individuals, groups, and whole organizations and can interfere with effective performance and goal attainment?

Kevin, the production manager at Hexavex Systems, prefers long production runs of thousands of units in order to drive the cost per unit down. However, Andrea, the marketing manager, prefers shorter production runs of a few hundred units in order to deliver the product more quickly to a key customer. Which of the following is the source of conflict between the two managers?

In integrative bargaining, conflicts are handled through collaboration and _____.

The marketing department needs the production department to manufacture the goods it attempts to sell, while the production department needs the marketing department to find customers for the goods it produces. Which of the following is a source of conflict between the marketing and the production departments?

Collaboration involves engaging in a give-and-take exchange and making concessions until a reasonable resolution of the conflict is reached.

By making everyone a winner, a manager risks being perceived as a person who pursues his own interests.

Which of the following political strategies helps managers increase and maintain their power?

Under which of the following circumstances does accommodation take place between parties involved in a conflict?

Which of the following strategies should be used to resolve conflicts that arise when individuals do not understand the work demands that others face?

The structure of an organization should not be changed to resolve conflicts.

Which of the following is a functional way of resolving conflicts?

Which of the following strategies should be used to resolve conflicts that arise out of communication problems when interacting with people, groups, and organizations in other countries?

Which of the following is true of the political strategy that emphasizes relying on objective information?

Controlling the agenda is an obtrusive strategy for exercising power.

What is integrative bargaining? Why should managers prefer integrative bargaining over distributive negotiation?

Dan and Scott head the production and marketing departments, respectively, at KYP Solutions Inc. Dan wants to extend the roll-out date of a new product by two months in order to cash in on an impending decrease in the prices of raw materials. Scott, on the other hand, fears losing out to competition and wants Dan to start production immediately. In an attempt to resolve their conflict, Dan and Scott decide to produce a smaller number of units initially and scale up production once the prices of raw materials have decreased. This method of conflict resolution is known as _____.