Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

Which of the following conflict-handling intentions is unassertive and uncooperative?

Accepted Answer

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

Question 3

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

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.
-You decide to do more research on the view that conflict should be encouraged as a means to achieve change and innovation. This view is termed ________.

Accepted Answer

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

Question 5

The interactionist view of conflict proposes that all conflicts are good.

Accepted Answer

A) True 
 B)False

Question 6

Stratford 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 the company 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 7

Individuals who bargain in teams reach fewer integrative agreements than those who bargain individually.

Accepted Answer

A) True 
 B)False

Question 8

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 a third party in conflict resolution 
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 a third party in conflict resolution

Question 9

The terms "negotiation" and "________" are used interchangeably.

Accepted Answer

A)  win-lose 
B)  bargaining 
C)  collaboration 
D)  accommodation 
E)  compromise 
A)  win-lose 
B)  bargaining 
C)  collaboration 
D)  accommodation 
E)  compromise

Question 10

In case of distributive bargaining, the ________ point marks the lowest outcome that is acceptable-the point below which the party would break off negotiations rather than accept a less favorable settlement.

Accepted Answer

A)  resistance 
B)  tolerance 
C)  target 
D)  focal 
E)  distribution 
A)  resistance 
B)  tolerance 
C)  target 
D)  focal 
E)  distribution

Question 11

Which of the following is a conflict-stimulation technique?

Accepted Answer

A)  expansion of resources 
B)  compromise 
C)  bringing in outsiders 
D)  exercising authoritative command 
E)  problem solving 
A)  expansion of resources 
B)  compromise 
C)  bringing in outsiders 
D)  exercising authoritative command 
E)  problem solving

Question 12

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

Accepted Answer

A)  Individuals who score high on agreeableness dimension tend to be very successful in distributive bargaining. 
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)  Negotiation outcomes are never related to personality traits. 
E)  Disagreeable introverts are the best distributive bargainers. 
A)  Individuals who score high on agreeableness dimension tend to be very successful in distributive bargaining. 
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)  Negotiation outcomes are never related to personality traits. 
E)  Disagreeable introverts are the best distributive bargainers.

Question 13

Porco Rosso, an aircraft manufacturer, develops a new engine model, PR-4, with safety features lacking in the earlier model, PR-3, which is still being manufactured. During the first year that both were sold, the PR-3 far outsold the PR-4, even after rigorous presentations and negotiations with potential customers for PR-4. Porco Rosso thus concluded that safety was not the customers' primary consideration. Which of the following, if true, would weaken Porco Rosso's conclusion?

Accepted Answer

A)  Both private plane owners and commercial airlines buy engines from Porco Rosso. 
B)  Several customers of Porco Rosso also bought engines from other manufacturers who did not provide additional safety features in their newer models. 
C)  The PR-4 model can be used in all planes in which the PR-3 model can be used. 
D)  There was no significant difference in price between the PR-3 and PR-4. 
E)  Customers prefer and find safer, earlier engine models that have been tried and tested to newer engine models. 
A)  Both private plane owners and commercial airlines buy engines from Porco Rosso. 
B)  Several customers of Porco Rosso also bought engines from other manufacturers who did not provide additional safety features in their newer models. 
C)  The PR-4 model can be used in all planes in which the PR-3 model can be used. 
D)  There was no significant difference in price between the PR-3 and PR-4. 
E)  Customers prefer and find safer, earlier engine models that have been tried and tested to newer engine models.

Question 14

Conflicts related to how the work gets done are called ________ conflicts.

Accepted Answer

A)  communication 
B)  task 
C)  job 
D)  relationship 
E)  process 
A)  communication 
B)  task 
C)  job 
D)  relationship 
E)  process

Question 15

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 a third party in conflict resolution 
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 a third party in conflict resolution

Question 16

Task conflicts can provide positive outcomes only when all members share the same goals and have high levels of trust.

Accepted Answer

A) True 
 B)False

Question 17

Describe the first step of the negotiation process. How does this step affect negotiating parties' relationship? How does the negotiating parties' relationship help determine the kind of bargaining that will be done (integrative or distributive)?

Accepted Answer

The first step of the negotiating proces

Question 18

For process conflict to be productive, it must be ________.

Accepted Answer

A)  kept high 
B)  kept low 
C)  kept at moderate-to-high levels 
D)  kept at moderate levels 
E)  subject to managerial control 
A)  kept high 
B)  kept low 
C)  kept at moderate-to-high levels 
D)  kept at moderate levels 
E)  subject to managerial control

Question 19

What is BATNA? Discuss the significance of BATNA.

Accepted Answer

BATNA stands for best alternative to a n

Question 20

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

Accepted Answer

A) True 
 B)False

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

Which of the following conflict-handling intentions is unassertive and uncooperative?

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

The interactionist view of conflict proposes that all conflicts are good.

Individuals who bargain in teams reach fewer integrative agreements than those who bargain individually.

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

The terms "negotiation" and "________" are used interchangeably.

In case of distributive bargaining, the ________ point marks the lowest outcome that is acceptable-the point below which the party would break off negotiations rather than accept a less favorable settlement.

Which of the following is a conflict-stimulation technique?

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

Conflicts related to how the work gets done are called ________ conflicts.

Assertiveness indicates the degree to which ________.

Task conflicts can provide positive outcomes only when all members share the same goals and have high levels of trust.

Describe the first step of the negotiation process. How does this step affect negotiating parties' relationship? How does the negotiating parties' relationship help determine the kind of bargaining that will be done (integrative or distributive)?

For process conflict to be productive, it must be ________.

What is BATNA? Discuss the significance of BATNA.

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

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

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

Which of the following conflict-handling intentions is unassertive and uncooperative?

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

The interactionist view of conflict proposes that all conflicts are good.

Individuals who bargain in teams reach fewer integrative agreements than those who bargain individually.

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

The terms "negotiation" and "________" are used interchangeably.

In case of distributive bargaining, the ________ point marks the lowest outcome that is acceptable-the point below which the party would break off negotiations rather than accept a less favorable settlement.

Which of the following is a conflict-stimulation technique?

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

Conflicts related to how the work gets done are called ________ conflicts.

Assertiveness indicates the degree to which ________.

Task conflicts can provide positive outcomes only when all members share the same goals and have high levels of trust.

Describe the first step of the negotiation process. How does this step affect negotiating parties' relationship? How does the negotiating parties' relationship help determine the kind of bargaining that will be done (integrative or distributive)?

For process conflict to be productive, it must be ________.

What is BATNA? Discuss the significance of BATNA.

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

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