Exam 14: Conflict and Negotiation

Collectivists are more interested in demonstrations of concern and working through third parties to resolve disputes, whereas individualists are more likely to confront differences of opinion directly and openly.

Discuss the effects of personality traits on effectiveness of negotiations.

Identify the five stages of the conflict process, and provide an example of how a manager from the resolution-focused school of thought would apply each stage of the conflict process in the workplace.

The conflict-handling intention of accommodating is ________.

Macy does not like a few of the standard operating procedures adapted for the new project. However, she discussed the items with the team and told them that she realized she was in the minority and that she would adapt the new procedures to maintain smooth operations within the team. This type of intention is called ________.

A(n) ________ is a neutral third party who facilitates a negotiated solution by using reasoning, persuasion, and suggestions for alternatives.

Describe the five conflict-handling intentions that are based on the dimensions of cooperativeness and assertiveness.

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

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

Labor and management at Leo Trucking cannot seem to agree upon a contract for the truck drivers. As each side contends that they are bargaining fairly, no agreement seems to be possible. The drivers are threatening to go on strike, and management knows that such a strike would prove to be costly. -As 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 statements is true regarding integrative bargaining?

In third-party negotiations, a third party who provides an informal communication link between the negotiator and the opponent is known as a(n) ________.

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

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. -Megatron wants to bring in a neutral third party who will facilitate a negotiated solution by using reasoning, persuasion, suggesting alternatives, and the like. This person is known as a(n) ________.

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

The division manager at Xperience Inc. wants to replace the SAP ERP currently used in his division with Epicor ERP as it costs 30 percent less to train new staff in Epicor ERP. But this leads to a conflict with the general manager, who insists that they can simply hire only people who already know how to use SAP ERP. Which of the following, if true, weakens the general manager's objection to the replacement of SAP ERP with Epicor ERP?

Conservationists have had a perpetual conflict with the government of the United States over the fast and rampant depletion of the earth's natural resources. They argue that the United States must reduce its consumption level significantly to rectify this problem. Which of the following, if true, would most strengthen the conservationists' argument?

Relationship conflicts are almost always dysfunctional.

The two parties eventually agree to ask Sam Spade, an attorney and trusted friend, to help them informally to solve their problem. Sam's role is that of a(n) ________.

Which of the following conflict-handling intentions involves accepting a solution that provides incomplete satisfaction of both parties' concerns?