Exam 14: Conflict and Negotiation

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. -At first, the disputing parties resist your offer to help create a win-win situation for both groups. They are each highly focused on their demands in the negotiation, otherwise known as their ________.

People scoring high on the dimensions of agreeableness and extraversion are the best distributive bargainers.

Emma is the labor union negotiator. Today, she is meeting with management to discuss the new five-year contract, including wages and benefits. This example of labor-management negotiations over wages exemplifies ________.

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

________ bargaining is negotiation that seeks to divide a "fixed pie."

In terms of intraorganizational behavior, all things being equal, integrative bargaining is preferable to distributive bargaining.

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

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

In which of the five steps of the negotiation process do both parties have to undoubtedly make concessions?

One common ingredient in organizations that successfully create functional conflict is that they reward dissent and punish conflict avoiders.

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?

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. -Both sides agree that they are competing over a fixed amount of resources. Each side feels that what one side wins, the other loses. Based on this information we can say that the two sides are engaged in ________.

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

During the intentions stage of the conflict process, the parties decide what the conflict is about.

Discuss distributive bargaining.

Define and describe the interactionist view of conflict.

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

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?

Which of the following statements is true regarding conflict?

According to the interactionist's perspective, a group that functions without conflict is ________.