Question 1

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 2

During which phase of the negotiation process do the parties exchange their initial proposals or demands?

Accepted Answer

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

Question 3

The potential for conflict increases when too much communication takes place.

Accepted Answer

A) True 
 B)False

Question 4

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.
-If you support the idea that conflict should be eliminated, you are supporting which of the following views of conflict?

Accepted Answer

A)  the traditional view 
B)  the human relations view 
C)  the interactionist view 
D)  the moderated acceptance view 
E)  the optimistic view 
A)  the traditional view 
B)  the human relations view 
C)  the interactionist view 
D)  the moderated acceptance view 
E)  the optimistic view

Question 5

If the aspiration ranges of two parties overlap, then a settlement range for the conflict exists.

Accepted Answer

A) True 
 B)False

Question 6

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)  Collectivist cultures see people as autonomous, not as people deeply embedded in social situations. 
D)  As compared to individualists, collectivists are less likely to see offers from their counterparts as unfair and to reject them. 
E)  The method of conflict management preferred by collectivist managers is competing. 
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)  Collectivist cultures see people as autonomous, not as people deeply embedded in social situations. 
D)  As compared to individualists, collectivists are less likely to see offers from their counterparts as unfair and to reject them. 
E)  The method of conflict management preferred by collectivist managers is competing.

Question 7

When one person seeks to satisfy his or her own interests regardless of the impact on the other parties to the conflict, that person is using the conflict-handling intention of ________.

Accepted Answer

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

Question 8

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?

Accepted Answer

A)  communication 
B)  structure 
C)  personal variables 
D)  group interactions 
E)  process variables 
A)  communication 
B)  structure 
C)  personal variables 
D)  group interactions 
E)  process variables

Question 9

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

Accepted Answer

A)  formal 
B)  informal 
C)  functional 
D)  evaluative 
E)  reactive 
A)  formal 
B)  informal 
C)  functional 
D)  evaluative 
E)  reactive

Question 10

Define and describe the traditional view of conflict.

Accepted Answer

The traditional view of conflict argues

Question 11

Your ________ determines the lowest value acceptable to you for a negotiated agreement.

Accepted Answer

A)  BATNA 
B)  margin of error 
C)  bid price 
D)  asking price 
E)  hidden value 
A)  BATNA 
B)  margin of error 
C)  bid price 
D)  asking price 
E)  hidden value

Question 12

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

Accepted Answer

A)  Potential for opposition 
B)  Intention 
C)  Cognition 
D)  Attribution 
E)  Behavioral manifestation 
A)  Potential for opposition 
B)  Intention 
C)  Cognition 
D)  Attribution 
E)  Behavioral manifestation

Question 13

During which phase of the negotiation process do the parties have the actual discussion to hash out an agreement?

Accepted Answer

A)  preparation and planning 
B)  definition of ground rules 
C)  closure and implementation 
D)  bargaining and problem-solving 
E)  integration of preferences 
A)  preparation and planning 
B)  definition of ground rules 
C)  closure and implementation 
D)  bargaining and problem-solving 
E)  integration of preferences

Question 14

The conflict-handling intention of accommodating is assertive and cooperative.

Accepted Answer

A) True 
 B)False

Question 15

In which of the following situations is mediation most likely to be effective?

Accepted Answer

A)  The conflict between the parties involved in mediation is at a moderate level. 
B)  One of the parties involved in the negotiation perceives the mediator as biased. 
C)  There is a large gap between the target points of both the parties. 
D)  One of the parties involved in the negotiation perceives the mediator as coercive. 
E)  None of the parties is willing to disclose its BATNA. 
A)  The conflict between the parties involved in mediation is at a moderate level. 
B)  One of the parties involved in the negotiation perceives the mediator as biased. 
C)  There is a large gap between the target points of both the parties. 
D)  One of the parties involved in the negotiation perceives the mediator as coercive. 
E)  None of the parties is willing to disclose its BATNA.

Question 16

Which of the following conflict handling intentions is assertive and uncooperative?

Accepted Answer

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

Question 17

During a negotiation, making an initial offer leads to the ________ bias.

Accepted Answer

A)  self-serving 
B)  framing 
C)  attributional 
D)  anchoring 
E)  belief 
A)  self-serving 
B)  framing 
C)  attributional 
D)  anchoring 
E)  belief

Question 18

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)  Task conflict focuses on interpersonal relationships. 
D)  Task conflict won't benefit groups performing routine tasks. 
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)  Task conflict focuses on interpersonal relationships. 
D)  Task conflict won't benefit groups performing routine tasks. 
E)  Task conflicts hinder creativity and innovation.

Question 19

Which of the following statements is true regarding distributive bargaining?

Accepted Answer

A)  It operates under zero-sum conditions. 
B)  It focuses on long-term relationships. 
C)  It involves high information sharing. 
D)  It attempts to create a win-win solution. 
E)  It is rarely used in labor-management negotiations. 
A)  It operates under zero-sum conditions. 
B)  It focuses on long-term relationships. 
C)  It involves high information sharing. 
D)  It attempts to create a win-win solution. 
E)  It is rarely used in labor-management negotiations.

Question 20

Which of the following statements is true regarding the managed conflict perspective?

Accepted Answer

A)  It argues that all conflicts are bad and should be eliminated. 
B)  It proposes that some conflict is absolutely necessary for a group to perform effectively. 
C)  It classifies conflicts into functional and dysfunctional conflicts. 
D)  It is based on the view that conflicts reduce the long-term viability of the group. 
E)  It argues that conflicts improve creativity of the group. 
A)  It argues that all conflicts are bad and should be eliminated. 
B)  It proposes that some conflict is absolutely necessary for a group to perform effectively. 
C)  It classifies conflicts into functional and dysfunctional conflicts. 
D)  It is based on the view that conflicts reduce the long-term viability of the group. 
E)  It argues that conflicts improve creativity of the group.

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

During which phase of the negotiation process do the parties exchange their initial proposals or demands?

The potential for conflict increases when too much communication takes place.

If the aspiration ranges of two parties overlap, then a settlement range for the conflict exists.

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

When one person seeks to satisfy his or her own interests regardless of the impact on the other parties to the conflict, that person is using the conflict-handling intention of ________.

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?

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

Define and describe the traditional view of conflict.

Your ________ determines the lowest value acceptable to you for a negotiated agreement.

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

During which phase of the negotiation process do the parties have the actual discussion to hash out an agreement?

The conflict-handling intention of accommodating is assertive and cooperative.

In which of the following situations is mediation most likely to be effective?

Which of the following conflict handling intentions is assertive and uncooperative?

During a negotiation, making an initial offer leads to the ________ bias.

Which of the following statements is true regarding task conflicts?

Which of the following statements is true regarding distributive bargaining?

Which of the following statements is true regarding the managed conflict perspective?

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

Human Resource Policies and Practices

Organizational Change and Stress Management

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Exam 14: Conflict and Negotiation

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

During which phase of the negotiation process do the parties exchange their initial proposals or demands?

The potential for conflict increases when too much communication takes place.

If the aspiration ranges of two parties overlap, then a settlement range for the conflict exists.

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

When one person seeks to satisfy his or her own interests regardless of the impact on the other parties to the conflict, that person is using the conflict-handling intention of ________.

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?

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

Define and describe the traditional view of conflict.

Your ________ determines the lowest value acceptable to you for a negotiated agreement.

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

During which phase of the negotiation process do the parties have the actual discussion to hash out an agreement?

The conflict-handling intention of accommodating is assertive and cooperative.

In which of the following situations is mediation most likely to be effective?

Which of the following conflict handling intentions is assertive and uncooperative?

During a negotiation, making an initial offer leads to the ________ bias.

Which of the following statements is true regarding task conflicts?

Which of the following statements is true regarding distributive bargaining?

Which of the following statements is true regarding the managed conflict perspective?

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

Human Resource Policies and Practices

Organizational Change and Stress Management

Filters