Exam 14: Conflict and Negotiation

Jennifer has come to realize that conflict has both functional, as well as dysfunctional, outcomes. She has observed examples of both in her organization. Last month, Jennifer's department experienced constructive conflict during a meeting. Which of the following is not an outcome of this functional conflict?

In a negotiation process, which of the following activities is most likely to be included in the "preparation and planning" step?

You are a marketing director for a large food manufacturer. Lately, you have noticed that you are spending a great deal more time at work, sometimes 14 hours a day, because your best friend, who is head of product development, continues to ask you to serve on taste test panels for new products. Which type(s) of conflict are you experiencing?

The ________ stage of the conflict process is important because it's where conflict issues tend to be defined.

Based on the dimensions of cooperativeness and assertiveness, the conflict-handling intentions are classified into five categories. Which of the following is not one of these five conflict-handling intentions?

According to the traditional view of conflict, conflict is ________.

Which of the following outcomes is not a dysfunctional consequence of conflict?

During a negotiation, making an initial offer leads to the ________ bias.

Which of the following terms best describes the process that occurs when two or more parties decide how to allocate scarce resources?

Caleb, a manager, always displays anger when he negotiates with his team members. Which type of bargaining is Caleb employing to induce concessions from his team?

The conflict-handling techniques are characterized by two dimensions, cooperativeness and assertiveness. Cooperativeness indicates the degree to which ________.

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

All things being equal, ________ bargaining is preferable to distributive bargaining because the former builds long-term relationships.

What can managers do to manage conflicts effectively in their organizations?

Which of the following is a characteristic of distributive bargaining?

A Chinese manager is more likely to use which of the following techniques for conflict management?

According to the interactionist view, ________ conflicts support the goals of the group and improve its performance.

Which of the following is not an individual factor that influences the effectiveness of a negotiator?

Stage II of the conflict process deals with the conflict being ________.

The interactionist view of conflict proposes that all conflicts are good.