Exam 11: Managing Conflict and Negotiations

When a group is engaged in intergroup conflict,_______________.

Conformity to group norms becomes less important in conflict situations.

The conflict potential in _______________ is relatively low.

Too little conflict leads to apathy and lethargy and provides little or no impetus for change and innovation.

How are reciprocal and sequential interdependence different?

The same level of stress and conflict that creates a healthy and positive movement toward goals in one group may prove disruptive and dysfunctional in another.

Inaccurate _______________ often cause one group to develop stereotypes about other groups.

A _______________ conflict is any confrontation or interaction between groups that harms the organization or hinders the achievement of organizational goals.

_______________ interdependence requires one group to complete its task before another group can complete its task.

_______________ conflict is conflict that is deliberately and systematically created,even when no real differences appear to exist.

What is the role or purpose of the devil's advocate?

When a party to a negotiation suggests a split the difference early in the process _____________.

You can improve your cross-cultural negotiation by __________________________.

The final outcome of negotiations is almost always directly related to the power and dependency relationships between the negotiators.

The use of incentives has no impact or effect on conflict among groups.

Even dysfunctional conflict can enhance and benefit an organization's performance.

When a group is in conflict,it becomes _______ task-oriented.

What is meant by win-win negotiating?

Explain the impact that intergroup conflict has on groups.

Think about the last time you had to negotiate something (e.g.,a higher grade,the purchase of a new or used car,etc.).Which negotiation tactic did you use and or the other party? Identify which tactic was introduced and explain how it was introduced.