Exam 14: Conflict and Negotiation

Which of the following statements is true regarding distributive bargaining?

In case of distributive bargaining, the ________ point marks the lowest outcome that is acceptable-the point below which the party would break off negotiations rather than accept a less favorable settlement.

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

Labor and management at DJ Trucking cannot agree upon a contract for the truck drivers. The drivers are threatening to strike, and management knows that such a strike would be very costly. Each side contends that they are bargaining fairly, but no agreement seems to be possible. -You have decided to try to find a win-win situation to help labor and management resolve their differences. You are attempting to engage in ________.

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?

What are the various characteristics of integrative bargaining?

Playbill, Inc. is a company that hires culturally diverse people to perform Shakespearean plays for high school students. The company employs actors and actresses from all over the world. The actors and actresses have joined together to ask Playbill for higher salaries. The employees are struggling over deciding who will negotiate for them. -Relationship conflicts are almost always dysfunctional.

Which of the following statements is true regarding the effect of emotion and gender on negotiation?

Which of the following conflict-handling intentions is unassertive and uncooperative?

Conditions that can create conflicts can be classified into three categories. Which of the following is one of these three categories that includes variables such as jurisdictional clarity, member-goal compatibility, and leadership styles?

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

________ is an antidote for groupthink.

Angelina feels that her cubicle neighbor talks loudly on the phone, but in other ways she is a great neighbor. Angelina gets annoyed every time her neighbor's phone rings, but she has decided it's simply not worth the trouble to talk to her neighbor. Angelina's conflict-handling intention is called ________.

Describe the various dysfunctional outcomes of a conflict.

What is BATNA? Discuss the significance of BATNA.

________ is the third stage in the conflict process and it intervenes between people's perceptions and their overt behavior.

Playbill, Inc. is a company that hires culturally diverse people to perform Shakespearean plays for high school students. The company employs actors and actresses from all over the world. The actors and actresses have joined together to ask Playbill for higher salaries. The employees are struggling over deciding who will negotiate for them. -For process conflict to be productive, it must be kept at moderate-to-high levels.

Individuals who bargain in teams reach fewer integrative agreements than those who bargain individually.

What are the various causes of conflict?

Discuss the effects of personality traits on effectiveness of negotiations.