Exam 17: Managing Conflict, Politics, and Negotiation

Managers can effectively resolve conflicts by decreasing levels of integration in an organization.

By controlling the agenda, managers influence which alternatives are considered or even whether a decision is made.

Conflict that takes place between members of the same department is known as:

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 reduced. This method of conflict resolution is known as _____.

Managers at Delaware Appliances feel that an advertisement of one of their major competitors is false and tarnishes the reputation of Delaware Appliances. This can lead to which of the following types of conflict?

When a manager is responsible for activities that are directly connected to the organizational goals and sources of competitive advantage, he/she is:

Which of the following is an advantage of managers exercising power unobtrusively?

Managers often engage in organizational politics to resolve conflicts in their favor.

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:

Discuss the five strategies that managers can use to facilitate integrative bargaining and avoid distributive negotiation.

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

Which of the following is a strategy used to encourage integrative bargaining?

When differences are resolved by compromise or collaboration between the parties in disagreement, it is known as _____.

Discuss the two conflict management strategies focused on the whole organization that managers can use to reduce or eliminate conflict within organizations. Give a specific business example of how each of these strategies could be used by a manager.

Two parties in conflict focusing on each other's shortcomings rather than solving the source of the conflict is an example of:

The activities that managers engage in an organization in order to increase their power and to use power effectively to achieve their goals are known as:

Handling conflicts through accommodation, avoidance, or competition is ineffective from an organizational point of view because the parties do not cooperate with each other.

Discord arising from the incompatibility of goals of different individuals and their attempts to thwart each other's pursual of objectives is known as:

Which of the following is true of emphasizing superordinate goals?

Third-party negotiators who can impose what they believe is a fair solution to a dispute that both parties are obligated to abide by are referred to as _____.