Question 1

When you are engaged in distributive bargaining, research consistently shows one of the best things you can do is make the first offer.

Accepted Answer

A) True 
 B)False

Question 2

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 3

It seems that your work group is in conflict much of the time. One colleague has suggested that you, as the supervisor, are responsible for eliminating the conflict so that your work group can function harmoniously. Another colleague has suggested that conflict is good for stimulating creativity and productivity within the work environment. You are unsure about whether you should try to eliminate the conflict within your group or learn to deal with it positively.
-When your work group disagrees, the disagreements usually concern how the group's work should be accomplished. The type of conflict experienced by your group is ________.

Accepted Answer

A)  task conflict 
B)  relationship conflict 
C)  process conflict 
D)  traditional conflict 
E)  reactive conflict 
A)  task conflict 
B)  relationship conflict 
C)  process conflict 
D)  traditional conflict 
E)  reactive conflict

Question 4

Which of the following statements is true regarding integrative bargaining?

Accepted Answer

A)  Integrative bargaining leaves one party a loser. 
B)  Integrative bargaining makes the first offer, and makes it an aggressive one. 
C)  Integrative bargaining focuses on long-term relationships. 
D)  Integrative bargaining operates under zero-sum conditions. 
E)  Integrative bargaining involves low information sharing. 
A)  Integrative bargaining leaves one party a loser. 
B)  Integrative bargaining makes the first offer, and makes it an aggressive one. 
C)  Integrative bargaining focuses on long-term relationships. 
D)  Integrative bargaining operates under zero-sum conditions. 
E)  Integrative bargaining involves low information sharing.

Question 5

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 6

Irma does not agree with the standard operating procedures adapted for the new project. However, she discusses the items with the team and comes to know that she was in the minority. She has, therefore, decided to accept the new procedures to maintain smooth operations within the team. This type of intention is called ________.

Accepted Answer

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

Question 7

Which of the following conflict-handling intentions involves attempting to find a win-win solution?

Accepted Answer

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

Question 8

Supporting someone else's opinion despite your reservations about it, is an example of collaborating.

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

A)  mediation 
B)  conflict management 
C)  negotiation 
D)  unionization 
E)  arbitration 
A)  mediation 
B)  conflict management 
C)  negotiation 
D)  unionization 
E)  arbitration

Question 10

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.
-Which of the following statements is true pertaining to the effect of individual differences on negotiations?

Accepted Answer

A)  Women tend to negotiate better outcomes than men. 
B)  Extraverts tend to be very successful in distributive bargaining. 
C)  People who are highly interested in having positive relationships with other people are poor negotiators. 
D)  Individuals who score high on agreeableness dimension tend to be very successful in distributive bargaining. 
E)  Positive moods and emotions negatively affect integrative bargaining. 
A)  Women tend to negotiate better outcomes than men. 
B)  Extraverts tend to be very successful in distributive bargaining. 
C)  People who are highly interested in having positive relationships with other people are poor negotiators. 
D)  Individuals who score high on agreeableness dimension tend to be very successful in distributive bargaining. 
E)  Positive moods and emotions negatively affect integrative bargaining.

Question 11

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 12

Tyler has often been seen to be employing accommodation as his conflict-handling strategy. In which of the following situations would Tyler's strategy be most suitable?

Accepted Answer

A)  when he perceives no chance of satisfying his concerns 
B)  when an issue is trivial or symptomatic of other issues 
C)  when gathering information supersedes immediate decision 
D)  when others can resolve the conflict more effectively 
E)  when harmony and stability are especially important 
A)  when he perceives no chance of satisfying his concerns 
B)  when an issue is trivial or symptomatic of other issues 
C)  when gathering information supersedes immediate decision 
D)  when others can resolve the conflict more effectively 
E)  when harmony and stability are especially important

Question 13

The conflict-handling intention of collaborating is ________.

Accepted Answer

A)  assertive and uncooperative 
B)  assertive and cooperative 
C)  unassertive and uncooperative 
D)  unassertive and cooperative 
E)  affective and reflective 
A)  assertive and uncooperative 
B)  assertive and cooperative 
C)  unassertive and uncooperative 
D)  unassertive and cooperative 
E)  affective and reflective

Question 14

The conflict-handling techniques are characterized by two dimensions, cooperativeness and assertiveness. Assertiveness 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 15

The two general approaches to bargaining are known as ________ bargaining.

Accepted Answer

A)  emotional and rational 
B)  affective and reflective 
C)  distributive and integrative 
D)  formal and informal 
E)  reflexive and restrictive 
A)  emotional and rational 
B)  affective and reflective 
C)  distributive and integrative 
D)  formal and informal 
E)  reflexive and restrictive

Question 16

In a negotiation process, which of the following activities is most likely to be included in the "definition of ground rules" step?

Accepted Answer

A)  determining your best alternative to a negotiated agreement 
B)  determining time constraints, if any, applicable to negotiation 
C)  justifying your original demands 
D)  formalizing the agreement that has been worked out 
E)  determining the history leading up to the negotiation 
A)  determining your best alternative to a negotiated agreement 
B)  determining time constraints, if any, applicable to negotiation 
C)  justifying your original demands 
D)  formalizing the agreement that has been worked out 
E)  determining the history leading up to the negotiation

Question 17

Which of the following statements is true regarding the effects of personality traits on negotiation?

Accepted Answer

A)  Negotiation outcomes are not related to personality traits. 
B)  Extraverts tend to be very successful in distributive bargaining. 
C)  People who are highly interested in having positive relationships with other people are great negotiators. 
D)  Individuals who score high on agreeableness dimension tend to be very successful in distributive bargaining. 
E)  Disagreeable introverts are the best distributive bargainers. 
A)  Negotiation outcomes are not related to personality traits. 
B)  Extraverts tend to be very successful in distributive bargaining. 
C)  People who are highly interested in having positive relationships with other people are great negotiators. 
D)  Individuals who score high on agreeableness dimension tend to be very successful in distributive bargaining. 
E)  Disagreeable introverts are the best distributive bargainers.

Question 18

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

Accepted Answer

A)  determining your best alternative to a negotiated agreement 
B)  justifying your original demands 
C)  formalizing the agreement that has been worked out 
D)  determining time constraints, if any, applicable to negotiation 
E)  exchange of the initial proposals or demands 
A)  determining your best alternative to a negotiated agreement 
B)  justifying your original demands 
C)  formalizing the agreement that has been worked out 
D)  determining time constraints, if any, applicable to negotiation 
E)  exchange of the initial proposals or demands

Question 19

Compared to Japanese negotiators, their United States counterparts are less likely to see offers from their counterparts as unfair and to reject them.

Accepted Answer

A) True 
 B)False

Question 20

The conflict-handling intention of compromising involves finding out a solution that allows both parties' goals to be completely achieved.

Accepted Answer

A) True 
 B)False

When you are engaged in distributive bargaining, research consistently shows one of the best things you can do is make the first offer.

Which of the following statements is true regarding task conflicts?

Which of the following statements is true regarding integrative bargaining?

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

Which of the following conflict-handling intentions involves attempting to find a win-win solution?

Supporting someone else's opinion despite your reservations about it, is an example of collaborating.

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

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

Tyler has often been seen to be employing accommodation as his conflict-handling strategy. In which of the following situations would Tyler's strategy be most suitable?

The conflict-handling intention of collaborating is ________.

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

The two general approaches to bargaining are known as ________ bargaining.

In a negotiation process, which of the following activities is most likely to be included in the "definition of ground rules" step?

Which of the following statements is true regarding the effects of personality traits on negotiation?

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

Compared to Japanese negotiators, their United States counterparts are less likely to see offers from their counterparts as unfair and to reject them.

The conflict-handling intention of compromising involves finding out a solution that allows both parties' goals to be completely achieved.

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 Organizational Structure

Organizational Culture

Organizational Change and Stress Management

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Exam 14: Conflict and Negotiation

When you are engaged in distributive bargaining, research consistently shows one of the best things you can do is make the first offer.

Which of the following statements is true regarding task conflicts?

Which of the following statements is true regarding integrative bargaining?

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

Which of the following conflict-handling intentions involves attempting to find a win-win solution?

Supporting someone else's opinion despite your reservations about it, is an example of collaborating.

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

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

Tyler has often been seen to be employing accommodation as his conflict-handling strategy. In which of the following situations would Tyler's strategy be most suitable?

The conflict-handling intention of collaborating is ________.

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

The two general approaches to bargaining are known as ________ bargaining.

In a negotiation process, which of the following activities is most likely to be included in the "definition of ground rules" step?

Which of the following statements is true regarding the effects of personality traits on negotiation?

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

Compared to Japanese negotiators, their United States counterparts are less likely to see offers from their counterparts as unfair and to reject them.

The conflict-handling intention of compromising involves finding out a solution that allows both parties' goals to be completely achieved.

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 Organizational Structure

Organizational Culture

Organizational Change and Stress Management

Filters