Exam 14: Conflict and Negotiation

Luke's cubicle neighbor Leia, though an understanding and great co-worker, talks loudly on the phone. Luke gets annoyed every time Leia's phone rings, but he has decided it's simply not worth the trouble to talk to her about it. Luke's conflict-handling intention is called ________.

________ bargaining is negotiation that seeks to divide a fixed amount of goods or services.

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

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

A conflict-intensity continuum has "annihilatory conflict" at the upper end and "no conflict" at the lower end. In the context of this conflict-intensity continuum, which of the following statements is true of conflict intensities?

Which of the following methods of third-party negotiation always results in a settlement?

The two general approaches to negotiation are ________ bargaining and ________ bargaining.

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 ________.

Discuss the effects of moods and emotions on effectiveness of negotiations.

Xanadu Industries manufactures and sells the same calipers as Utopia Industries. Employee wages account for thirty-five percent of the cost of manufacturing calipers at both Xanadu Industries and Utopia Industries. Xanadu Industries is seeking a competitive advantage over Utopia Industries. Richard, the manager put in charge of devising a strategy to meet this end, suggests lowering employee wages. This leads to a grave conflict between Richard and the labor union. Which of the following, if true, would suggest that the labor union will accept Richard's suggestion to lower the wages?

________ 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.

Megatron Construction is having a dispute with a home buyer about some of the terms of their building contract. Both the company and the home buyer want to avoid the expenses and trouble of going to court, but they cannot agree on how to settle their disagreement. -The home buyer wants to bring in a third party who will have the authority to dictate an agreement. This person will be a(n) ________.

Which of the following is the first step in the negotiation process?

In which stage of the conflict process does conflict become visible?

Conflict is dysfunctional when it ________.

The conflict-handling intention of collaborating is ________.

What are the various causes of conflict?

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

Explain how gender and personality affect negotiating, and describe the types of bargaining that are best for each gender and personality type.

A popular stereotype is that men are more cooperative and pleasant in negotiations than are women.