Question 1

The best alternative to a negotiated agreement (BATNA) determines the conflict-handling technique to be used during the negotiation process.

Accepted Answer

A) True 
 B)False

Question 2

Carisa is negotiating for the labor union. Today, she is presenting the evidence and papers that demonstrate the average wages in the area, the cost of health care for the average worker, and a pie graph demonstrating how these costs affect the new salary request. Which phase of the negotiation process is Carisa currently in?

Accepted Answer

A)  preparation and planning 
B)  definition of ground rules 
C)  clarification and justification 
D)  bargaining and problem solving 
E)  closure and implementation 
A)  preparation and planning 
B)  definition of ground rules 
C)  clarification and justification 
D)  bargaining and problem solving 
E)  closure and implementation

Question 3

The terms negotiation and ________ are used interchangeably.

Accepted Answer

A)  mediation 
B)  bargaining 
C)  collaboration 
D)  accommodating 
E)  arbitration 
A)  mediation 
B)  bargaining 
C)  collaboration 
D)  accommodating 
E)  arbitration

Question 4

Leah has found some ethical problems with the healthcare policy of her organization. She knows she is right in considering this as a vital issue to her organization's welfare. She finds that others are taking advantage of her noncompetitive behavior. Which conflict-handling strategy should Leah select in this situation?

Accepted Answer

A)  competition 
B)  collaboration 
C)  avoidance 
D)  accommodation 
E)  compromise 
A)  competition 
B)  collaboration 
C)  avoidance 
D)  accommodation 
E)  compromise

Question 5

Fonda is the owner of a popular farm-to-table restaurant in the community. Josue owns a sustainable farm and often supplies Fonda with fresh vegetables on a daily basis. Recently a second restaurant with a similar farm-to-table mission has opened and Josue is also working with this restaurant to supply vegetables; thus, the amount of vegetables that Fonda has been able to purchase has been lower. Josue just wants to help as many people as he can. Which of the third-party roles would you suggest to resolve this conflict between Fonda and Josue.

Accepted Answer

Responses to this question will vary and

Question 6

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

Accepted Answer

A)  resistance 
B)  clarification 
C)  target 
D)  closure 
E)  focus 
A)  resistance 
B)  clarification 
C)  target 
D)  closure 
E)  focus

Question 7

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

Accepted Answer

A)  one party attempts to satisfy his or her own concerns 
B)  one party attempts to suppress the conflict 
C)  the parties attempt to find a win-win solution 
D)  one party attempts to satisfy the other party's concerns 
E)  the parties are willing to involve third-party conflict resolution techniques 
A)  one party attempts to satisfy his or her own concerns 
B)  one party attempts to suppress the conflict 
C)  the parties attempt to find a win-win solution 
D)  one party attempts to satisfy the other party's concerns 
E)  the parties are willing to involve third-party conflict resolution techniques

Question 8

Which of the following statements is true regarding negotiation that takes place in a collectivist culture?

Accepted Answer

A)  Collectivists are less likely to seek to preserve relationships and promote the good of the group as a whole than individualists. 
B)  Collectivists are more likely to confront differences of opinion directly and openly as compared to individualists. 
C)  Competing tactics are the most preferred methods of conflict management in China. 
D)  As compared to individualists, collectivists are less likely to see offers from their counterparts as unfair and to reject them. 
E)  The methods of conflict management preferred by United States managers are avoiding and compromising. 
A)  Collectivists are less likely to seek to preserve relationships and promote the good of the group as a whole than individualists. 
B)  Collectivists are more likely to confront differences of opinion directly and openly as compared to individualists. 
C)  Competing tactics are the most preferred methods of conflict management in China. 
D)  As compared to individualists, collectivists are less likely to see offers from their counterparts as unfair and to reject them. 
E)  The methods of conflict management preferred by United States managers are avoiding and compromising.

Question 9

________ is defined as a process that begins when one party perceives another party has or is about to negatively affect something the first party cares about.

Accepted Answer

A)  Problem solving 
B)  Assessment 
C)  Conflict 
D)  Negotiation 
E)  Collective bargaining 
A)  Problem solving 
B)  Assessment 
C)  Conflict 
D)  Negotiation 
E)  Collective bargaining

Question 10

For process conflict to be productive, it must be kept at moderate-to-high levels.

Accepted Answer

A) True 
 B)False

Question 11

What are the various characteristics of integrative bargaining?

Accepted Answer

Integrative bargaining attempts to creat

Question 12

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

Accepted Answer

A)  dissolution of common ties 
B)  reassessment of group goals 
C)  destruction of the group 
D)  poor communication 
E)  reduced group cohesiveness 
A)  dissolution of common ties 
B)  reassessment of group goals 
C)  destruction of the group 
D)  poor communication 
E)  reduced group cohesiveness

Question 13

Task conflicts can provide positive outcomes only when all members share the same goals and have high levels of trust.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following statements is true regarding task conflicts?

Accepted Answer

A)  Task conflicts relate to how the work gets done. 
B)  Task conflicts are almost always dysfunctional. 
C)  Groups performing routine tasks won't benefit from task conflict. 
D)  Task conflict focuses on interpersonal relationships. 
E)  Task conflicts hinder creativity and innovation. 
A)  Task conflicts relate to how the work gets done. 
B)  Task conflicts are almost always dysfunctional. 
C)  Groups performing routine tasks won't benefit from task conflict. 
D)  Task conflict focuses on interpersonal relationships. 
E)  Task conflicts hinder creativity and innovation.

Question 15

Describe the various dysfunctional outcomes of a conflict.

Accepted Answer

Dysfunctional conflicts can reduce group

Question 16

What are the various causes of conflict?

Accepted Answer

The three general categories of conditio

Question 17

Studies have shown that there are some cultural differences in negotiation styles. Negotiators of which country are reported to have less trust in their negotiation counterparts?

Accepted Answer

A)  United States 
B)  Japan 
C)  Hong Kong 
D)  India 
E)  Germany 
A)  United States 
B)  Japan 
C)  Hong Kong 
D)  India 
E)  Germany

Question 18

________ in a negotiation process opens the door to many forms of integrative negotiation strategies that benefit both parties.

Accepted Answer

A)  Knowledge 
B)  Trust 
C)  Communication skills 
D)  Secret information 
E)  Alliances 
A)  Knowledge 
B)  Trust 
C)  Communication skills 
D)  Secret information 
E)  Alliances

Question 19

A party who seeks to appease an opponent may be willing to place the opponent's interests above his or her own, sacrificing to maintain the relationship. We refer to this intention as ________.

Accepted Answer

A)  collaborating 
B)  avoiding 
C)  compromising 
D)  competing 
E)  accommodating 
A)  collaborating 
B)  avoiding 
C)  compromising 
D)  competing 
E)  accommodating

Question 20

Which of the following is not a step in the negotiation process?

Accepted Answer

A)  definition of ground rules 
B)  clarification and justification 
C)  bargaining and problem solving 
D)  process evaluation 
E)  preparation and planning 
A)  definition of ground rules 
B)  clarification and justification 
C)  bargaining and problem solving 
D)  process evaluation 
E)  preparation and planning

The best alternative to a negotiated agreement (BATNA) determines the conflict-handling technique to be used during the negotiation process.

The terms negotiation and ________ are used interchangeably.

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

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

Which of the following statements is true regarding negotiation that takes place in a collectivist culture?

________ is defined as a process that begins when one party perceives another party has or is about to negatively affect something the first party cares about.

For process conflict to be productive, it must be kept at moderate-to-high levels.

What are the various characteristics of integrative bargaining?

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

Task conflicts can provide positive outcomes only when all members share the same goals and have high levels of trust.

Which of the following statements is true regarding task conflicts?

Describe the various dysfunctional outcomes of a conflict.

What are the various causes of conflict?

Studies have shown that there are some cultural differences in negotiation styles. Negotiators of which country are reported to have less trust in their negotiation counterparts?

________ in a negotiation process opens the door to many forms of integrative negotiation strategies that benefit both parties.

A party who seeks to appease an opponent may be willing to place the opponent's interests above his or her own, sacrificing to maintain the relationship. We refer to this intention as ________.

Which of the following is not a step in the negotiation process?

What Is Organizational Behavior

Diversity in Organizations

Attitudes and Job Satisfaction

Emotions and Moods

Personality and Values

Perception and Individual Decision Making

Motivation Concepts

Motivation: From Concepts to Applications

Foundations of Group Behavior

Understanding Work Teams

Communication

Leadership

Power and Politics

Foundations of Organization Structure

Organizational Culture

Organizational Change and Stress Management

Filters

Exam 14: Conflict and Negotiation

The best alternative to a negotiated agreement (BATNA) determines the conflict-handling technique to be used during the negotiation process.

The terms negotiation and ________ are used interchangeably.

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

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

Which of the following statements is true regarding negotiation that takes place in a collectivist culture?

________ is defined as a process that begins when one party perceives another party has or is about to negatively affect something the first party cares about.

For process conflict to be productive, it must be kept at moderate-to-high levels.

What are the various characteristics of integrative bargaining?

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

Task conflicts can provide positive outcomes only when all members share the same goals and have high levels of trust.

Which of the following statements is true regarding task conflicts?

Describe the various dysfunctional outcomes of a conflict.

What are the various causes of conflict?

Studies have shown that there are some cultural differences in negotiation styles. Negotiators of which country are reported to have less trust in their negotiation counterparts?

________ in a negotiation process opens the door to many forms of integrative negotiation strategies that benefit both parties.

A party who seeks to appease an opponent may be willing to place the opponent's interests above his or her own, sacrificing to maintain the relationship. We refer to this intention as ________.

Which of the following is not a step in the negotiation process?

What Is Organizational Behavior

Diversity in Organizations

Attitudes and Job Satisfaction

Emotions and Moods

Personality and Values

Perception and Individual Decision Making

Motivation Concepts

Motivation: From Concepts to Applications

Foundations of Group Behavior

Understanding Work Teams

Communication

Leadership

Power and Politics

Foundations of Organization Structure

Organizational Culture

Organizational Change and Stress Management

Filters