Question 1

Which of the following is a skill to effectively create value in negotiations?

Accepted Answer

A) Know your BATNA. 
B) Manage your time wisely. 
C) Prepare and set goals. 
D) All of the above. 
E) None of the above creating value in negotiations. 
A) Know your BATNA. 
B) Manage your time wisely. 
C) Prepare and set goals. 
D) All of the above. 
E) None of the above creating value in negotiations. E

Question 2

Relationship conflict is also known as psychoemotional conflict.

Accepted Answer

A) True 
 B)False  False

Question 3

Why should leaders of culturally diverse teams be more mindful about which conflict handling style they use?

Accepted Answer

An increasingly diverse workforce requires more effort to manage potential conflict resulting from the greater differentiation and communication problems that exist among employees in this type of workforce.Employees with different backgrounds have difficulty understanding or accepting each other's beliefs and values towards organizational decisions and events.With respect to communication problems,people tend to feel uncomfortable or awkward interacting with colleagues with different beliefs,values and expectations.Consequently,they are less motivated to engage in dialogue with them.This is one reason why minorities are often excluded from key organizational information and are less willing to disclose their own ideas and opinions to others.With limited communication,people rely more on stereotypes to fill in missing information.They also tend to misunderstand each other's verbal and non-verbal signals,further escalating the conflict.

Question 4

An important rule in negotiations is to make several major concessions early in the proceedings to communicate your willingness to resolve the conflict.

Accepted Answer

A) True 
 B)False

Question 5

Arbitration has a high level of process control but a low level of decision control.

Accepted Answer

A) True 
 B)False

Question 6

If the parties cannot resolve their differences through direct dialogue and negotiation,the process that seems to work best is to:

Accepted Answer

A) go to court seeking damages. 
B) arbitrate the dispute. 
C) involve a mediator. 
D) rely on inquisition. 
E) try to bury the problem. 
A) go to court seeking damages. 
B) arbitrate the dispute. 
C) involve a mediator. 
D) rely on inquisition. 
E) try to bury the problem.

Question 7

Two team members who disagree over their work schedule approach their team leader to help resolve the conflict.Based on your knowledge of third-party conflict resolution,to avoid feelings of unfairness by the team member,the team leader should:

Accepted Answer

A) help the employees resolve their own conflict,with the team leader serving as a mediator to help them clarify their differences and common interests in the dispute. 
B) ask the employees to avoid the conflict and move on. 
C) tell each employee to present a solution,then the team leader would randomly choose one of them. 
D) refuse to allow the conflict and ignore both employees. 
E) tell the employees that their personal leave has been cancelled this year because they couldn't agree on such a trivial issue. 
A) help the employees resolve their own conflict,with the team leader serving as a mediator to help them clarify their differences and common interests in the dispute. 
B) ask the employees to avoid the conflict and move on. 
C) tell each employee to present a solution,then the team leader would randomly choose one of them. 
D) refuse to allow the conflict and ignore both employees. 
E) tell the employees that their personal leave has been cancelled this year because they couldn't agree on such a trivial issue.

Question 8

Avoiding is usually the best interpersonal conflict management style when the issue is trivial to everyone involved.

Accepted Answer

A) True 
 B)False

Question 9

Negotiators implicitly or explicitly consider three bargaining positions,including:

Accepted Answer

A) win-win,win-lose,lose-lose 
B) resistance,concessions,time 
C) win-win,timely,target 
D) initial,concessions,final 
E) initial,target,resistance 
A) win-win,win-lose,lose-lose 
B) resistance,concessions,time 
C) win-win,timely,target 
D) initial,concessions,final 
E) initial,target,resistance

Question 10

Which third-party conflict resolution strategy manages the process and context of interaction between the disputing parties but does not impose a solution on the parties?

Accepted Answer

A) Inquisition 
B) Arbitration 
C) Mediation 
D) All of these 
E) None of these 
A) Inquisition 
B) Arbitration 
C) Mediation 
D) All of these 
E) None of these

Question 11

Jane has just been appointed as purchasing manager of Tacoma Technologies Corp.The previous purchasing manager,who recently retired,was known for his "winner-take-all" approach to suppliers.He continually fought for more discounts and was skeptical about any special deals that suppliers would propose.A few suppliers refused to do business with Tacoma Technologies,but senior management was confident that the former purchasing manager's approach minimized the company's costs.Jane wants to try a more problem-solving approach to working with suppliers.Contrast Jane's and her predecessor's approach to negotiations in terms of the dimensions of interpersonal conflict management style.Then explain whether Jane's approach will be effective or not.

Accepted Answer

This question begins by asking students

Question 12

In the conflict process,what immediately follows conflict perceptions and emotions?

Accepted Answer

A) Sources of conflict 
B) Manifest conflict 
C) Conflict outcomes 
D) Conflict management 
E) Both conflict outcomes and conflict management immediately follow conflict perceptions and emotions 
A) Sources of conflict 
B) Manifest conflict 
C) Conflict outcomes 
D) Conflict management 
E) Both conflict outcomes and conflict management immediately follow conflict perceptions and emotions

Question 13

A major game software firm experienced conflict between the young Internet-savvy employees who designed the games and the older computer-illiterate executives who ran the company.The company hired coordinators who could work with the executives but were computer literate and therefore respected by the development staff members.By hiring these coordinators as liaisons between the executives and employees,the company would:

Accepted Answer

A) increase conflict between developers and executives by reducing communication. 
B) reduce conflict by clarifying rules and procedures. 
C) increase conflict by increasing task interdependence. 
D) reduce conflict by creating superordinate goals. 
E) reduce conflict by using integrators. 
A) increase conflict between developers and executives by reducing communication. 
B) reduce conflict by clarifying rules and procedures. 
C) increase conflict by increasing task interdependence. 
D) reduce conflict by creating superordinate goals. 
E) reduce conflict by using integrators.

Question 14

The best alternative to a negotiated agreement (BATNA)helps estimate your opponent's power in the negotiations because it represents the estimated cost if you walk away from the relationship.

Accepted Answer

A) True 
 B)False

Question 15

Buffers tend to resolve conflict by reducing the level of interdependence between the conflicting parties.

Accepted Answer

A) True 
 B)False

Question 16

Combining two jobs to reduce conflict is a:

Accepted Answer

A) way to reduce task interdependence. 
B) form of job enrichment. 
C) strategy of avoidance. 
D) downsizing strategy 
E) 'A' and 'B' only. 
A) way to reduce task interdependence. 
B) form of job enrichment. 
C) strategy of avoidance. 
D) downsizing strategy 
E) 'A' and 'B' only.

Question 17

Mediation has a high level of process control but a low level of decision control.

Accepted Answer

A) True 
 B)False

Question 18

Although constructive conflict can degenerate into relationship conflict,it is easy to prevent this from happening.

Accepted Answer

A) True 
 B)False

Question 19

Conflict is sometimes apparent by the style each side uses to resolve the conflict.

Accepted Answer

A) True 
 B)False

Question 20

Constructive conflict exists:

Accepted Answer

A) when the conflict is viewed as a personal attack on each person in the relationship. 
B) when an employee disagrees with,and loses respect for,his or her supervisor. 
C) when the conflict is emotionally charged. 
D) when all of these exist. 
E) when none of these exists. 
A) when the conflict is viewed as a personal attack on each person in the relationship. 
B) when an employee disagrees with,and loses respect for,his or her supervisor. 
C) when the conflict is emotionally charged. 
D) when all of these exist. 
E) when none of these exists.

Which of the following is a skill to effectively create value in negotiations?

Relationship conflict is also known as psychoemotional conflict.

Why should leaders of culturally diverse teams be more mindful about which conflict handling style they use?

An important rule in negotiations is to make several major concessions early in the proceedings to communicate your willingness to resolve the conflict.

Arbitration has a high level of process control but a low level of decision control.

If the parties cannot resolve their differences through direct dialogue and negotiation,the process that seems to work best is to:

Two team members who disagree over their work schedule approach their team leader to help resolve the conflict.Based on your knowledge of third-party conflict resolution,to avoid feelings of unfairness by the team member,the team leader should:

Avoiding is usually the best interpersonal conflict management style when the issue is trivial to everyone involved.

Negotiators implicitly or explicitly consider three bargaining positions,including:

Which third-party conflict resolution strategy manages the process and context of interaction between the disputing parties but does not impose a solution on the parties?

In the conflict process,what immediately follows conflict perceptions and emotions?

The best alternative to a negotiated agreement (BATNA)helps estimate your opponent's power in the negotiations because it represents the estimated cost if you walk away from the relationship.

Buffers tend to resolve conflict by reducing the level of interdependence between the conflicting parties.

Combining two jobs to reduce conflict is a:

Mediation has a high level of process control but a low level of decision control.

Although constructive conflict can degenerate into relationship conflict,it is easy to prevent this from happening.

Conflict is sometimes apparent by the style each side uses to resolve the conflict.

Constructive conflict exists:

Introduction to the Field of Organizational Behavior

Individual Behavior, Personality, and Values

Perceiving Ourselves and Others in Organizations

Workplace Emotions, Attitudes, and Stress

Foundations of Employee Motivation

Applied Performance Practices

Decision Making and Creativity

Team Dynamics

Communicating in Teams and Organizations

Power and Influence in the Workplace

Leadership in Organizational Settings

Designing Organizational Structures

Organizational Culture

Organizational Change

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Exam 11: Conflict and Negotiation in the Workplace

Which of the following is a skill to effectively create value in negotiations?

Relationship conflict is also known as psychoemotional conflict.

Why should leaders of culturally diverse teams be more mindful about which conflict handling style they use?

An important rule in negotiations is to make several major concessions early in the proceedings to communicate your willingness to resolve the conflict.

Arbitration has a high level of process control but a low level of decision control.

If the parties cannot resolve their differences through direct dialogue and negotiation,the process that seems to work best is to:

Two team members who disagree over their work schedule approach their team leader to help resolve the conflict.Based on your knowledge of third-party conflict resolution,to avoid feelings of unfairness by the team member,the team leader should:

Avoiding is usually the best interpersonal conflict management style when the issue is trivial to everyone involved.

Negotiators implicitly or explicitly consider three bargaining positions,including:

Which third-party conflict resolution strategy manages the process and context of interaction between the disputing parties but does not impose a solution on the parties?

In the conflict process,what immediately follows conflict perceptions and emotions?

The best alternative to a negotiated agreement (BATNA)helps estimate your opponent's power in the negotiations because it represents the estimated cost if you walk away from the relationship.

Buffers tend to resolve conflict by reducing the level of interdependence between the conflicting parties.

Combining two jobs to reduce conflict is a:

Mediation has a high level of process control but a low level of decision control.

Although constructive conflict can degenerate into relationship conflict,it is easy to prevent this from happening.

Conflict is sometimes apparent by the style each side uses to resolve the conflict.

Constructive conflict exists:

Introduction to the Field of Organizational Behavior

Individual Behavior, Personality, and Values

Perceiving Ourselves and Others in Organizations

Workplace Emotions, Attitudes, and Stress

Foundations of Employee Motivation

Applied Performance Practices

Decision Making and Creativity

Team Dynamics

Communicating in Teams and Organizations

Power and Influence in the Workplace

Leadership in Organizational Settings

Designing Organizational Structures

Organizational Culture

Organizational Change

Filters