Question 1

Which of the following conflict management techniques involves designating a critic to purposely argue against the majority positions held by the group?

Accepted Answer

A)  altering the structural variables 
B)  altering the human variable 
C)  bringing in outsiders 
D)  exercising authoritative command 
E)  appointing a devil's advocate 
A)  altering the structural variables 
B)  altering the human variable 
C)  bringing in outsiders 
D)  exercising authoritative command 
E)  appointing a devil's advocate

Question 2

Which of the following statements is true regarding conflict?

Accepted Answer

A)  The smaller the group, the greater the likelihood of conflict. 
B)  The less specialized the activities of the group, the greater the likelihood of conflict. 
C)  People low in the personality traits of disagreeableness, neuroticism, or self-monitoring are more likely to engage in a conflict. 
D)  Diversity of goals among groups is a major source of conflict. 
E)  As the ambiguity about where responsibility for actions lies decreases, the potential for conflict increases. 
A)  The smaller the group, the greater the likelihood of conflict. 
B)  The less specialized the activities of the group, the greater the likelihood of conflict. 
C)  People low in the personality traits of disagreeableness, neuroticism, or self-monitoring are more likely to engage in a conflict. 
D)  Diversity of goals among groups is a major source of conflict. 
E)  As the ambiguity about where responsibility for actions lies decreases, the potential for conflict increases.

Question 3

In third party negotiations, a conciliator is a trusted third party who provides an informal communication link between the negotiator and the opponent.

Accepted Answer

A) True 
 B)False

Question 4

Discuss distributive bargaining.

Accepted Answer

Distributive bargaining operates under z

Question 5

Negotiators who are agreeable or extraverted tend to be very successful in distributive bargaining.

Accepted Answer

A) True 
 B)False

Question 6

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.
-None of the parties involved in the dispute wants to reach a win-win agreement. They are each highly focused on their demands which they would like to achieve, otherwise known as their ________ points.

Accepted Answer

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

Question 7

Matt works as a sales representative at Tandem Industries which manufactures and sells bicycles. He's the best salesman on the floor, but he also receives the highest number of customer complaints for late deliveries. Which of the following, if true, best explains this situation?

Accepted Answer

A)  The company uses enterprise solutions to manage inventory. 
B)  The company's manufacturing facility is functioning at optimum capacity. 
C)  The company's sales and logistics functions are tightly integrated. 
D)  The company keeps inventory levels low in order to reduce costs. 
E)  The company has an efficient credit verification process. 
A)  The company uses enterprise solutions to manage inventory. 
B)  The company's manufacturing facility is functioning at optimum capacity. 
C)  The company's sales and logistics functions are tightly integrated. 
D)  The company keeps inventory levels low in order to reduce costs. 
E)  The company has an efficient credit verification process.

Question 8

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

Accepted Answer

A)  justifying your original demands 
B)  determining your best alternative to a negotiated agreement 
C)  determining where will the negotiation take place 
D)  designing procedures for implementing the agreement that has been worked out 
E)  exchange of the initial proposals or demands 
A)  justifying your original demands 
B)  determining your best alternative to a negotiated agreement 
C)  determining where will the negotiation take place 
D)  designing procedures for implementing the agreement that has been worked out 
E)  exchange of the initial proposals or demands

Question 9

According to a newly added office smoking regulation, only employees who have an enclosed office may smoke at their desks. This leads to a major conflict between various employees as virtually all employees with enclosed offices are higher level managers, and all other employees lack enclosed offices. Therefore, the lower level employees who smoke argue that they should be offered enclosed offices. Which of the following, if true, strengthens the employees' argument?

Accepted Answer

A)  The company is a zealous supporter of the "Kick the Butt" campaign - a corporate anti-smoking campaign. 
B)  Higher level managers, who have enclosed offices, are willing to share their offices with lower level employees. 
C)  The smoking regulations allow all employees who smoke an equal opportunity to do so, regardless of an employee's job level. 
D)  Employees at the higher level, who do not smoke, do not have enclosed offices. 
E)  The company has a limited budget for infrastructure modifications. 
A)  The company is a zealous supporter of the "Kick the Butt" campaign - a corporate anti-smoking campaign. 
B)  Higher level managers, who have enclosed offices, are willing to share their offices with lower level employees. 
C)  The smoking regulations allow all employees who smoke an equal opportunity to do so, regardless of an employee's job level. 
D)  Employees at the higher level, who do not smoke, do not have enclosed offices. 
E)  The company has a limited budget for infrastructure modifications.

Question 10

The traditional view of conflict recognizes that a minimal level of conflict can help keep a group viable, self-critical, and creative.

Accepted Answer

A) True 
 B)False

Question 11

What can managers do to manage conflicts effectively in their organizations?

Accepted Answer

One common ingredient in organizations t

Question 12

In a negotiation process, which of the following activities is 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 13

Describe a functional conflict and dysfunctional conflict that could exist because of structure.

Accepted Answer

Some conflicts support the goals of the

Question 14

Explain the conflict resolution strategies used by collectivist cultures.

Accepted Answer

Collectivist cultures see people as deep

Question 15

The ________ stage of the conflict process is important because it's where conflict issues tend to be defined.

Accepted Answer

A)  potential opposition 
B)  cognition and personalization 
C)  intentions 
D)  behavior 
E)  reaction and transference 
A)  potential opposition 
B)  cognition and personalization 
C)  intentions 
D)  behavior 
E)  reaction and transference

Question 16

Describe the preferred negotiating techniques that would be implemented by a manager from China. What conflict management techniques would he use? What role would a third party negotiator be likely to have if no agreement could be reached.

Accepted Answer

Collectivist cultures see people as deep

Question 17

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 known as a ________ conflict.

Accepted Answer

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

Question 18

A collectivist Chinese manager is most likely to use which of the following techniques for conflict management?

Accepted Answer

A)  direct confrontation 
B)  authoritative command 
C)  avoiding 
D)  pressurizing 
E)  competing tactics 
A)  direct confrontation 
B)  authoritative command 
C)  avoiding 
D)  pressurizing 
E)  competing tactics

Question 19

With reference to the interactionist view of conflict, conflict that relates to the content and goals of work is called ________ conflict.

Accepted Answer

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

Question 20

Karl is the labor union negotiator. Today, he is meeting with the top management to discuss the new five-year contract, including wages and benefits. This labor-management negotiation over wages is most likely to use ________ bargaining.

Accepted Answer

A)  integrative 
B)  reflective 
C)  distributive 
D)  evaluative 
E)  associative 
A)  integrative 
B)  reflective 
C)  distributive 
D)  evaluative 
E)  associative

Which of the following conflict management techniques involves designating a critic to purposely argue against the majority positions held by the group?

Which of the following statements is true regarding conflict?

In third party negotiations, a conciliator is a trusted third party who provides an informal communication link between the negotiator and the opponent.

Discuss distributive bargaining.

Negotiators who are agreeable or extraverted tend to be very successful in distributive bargaining.

Matt works as a sales representative at Tandem Industries which manufactures and sells bicycles. He's the best salesman on the floor, but he also receives the highest number of customer complaints for late deliveries. Which of the following, if true, best explains this situation?

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

The traditional view of conflict recognizes that a minimal level of conflict can help keep a group viable, self-critical, and creative.

What can managers do to manage conflicts effectively in their organizations?

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

Describe a functional conflict and dysfunctional conflict that could exist because of structure.

Explain the conflict resolution strategies used by collectivist cultures.

The ________ stage of the conflict process is important because it's where conflict issues tend to be defined.

Describe the preferred negotiating techniques that would be implemented by a manager from China. What conflict management techniques would he use? What role would a third party negotiator be likely to have if no agreement could be reached.

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 known as a ________ conflict.

A collectivist Chinese manager is most likely to use which of the following techniques for conflict management?

With reference to the interactionist view of conflict, conflict that relates to the content and goals of work is called ________ conflict.

Karl is the labor union negotiator. Today, he is meeting with the top management to discuss the new five-year contract, including wages and benefits. This labor-management negotiation over wages is most likely to use ________ bargaining.

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

Which of the following conflict management techniques involves designating a critic to purposely argue against the majority positions held by the group?

Which of the following statements is true regarding conflict?

In third party negotiations, a conciliator is a trusted third party who provides an informal communication link between the negotiator and the opponent.

Discuss distributive bargaining.

Negotiators who are agreeable or extraverted tend to be very successful in distributive bargaining.

Matt works as a sales representative at Tandem Industries which manufactures and sells bicycles. He's the best salesman on the floor, but he also receives the highest number of customer complaints for late deliveries. Which of the following, if true, best explains this situation?

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

The traditional view of conflict recognizes that a minimal level of conflict can help keep a group viable, self-critical, and creative.

What can managers do to manage conflicts effectively in their organizations?

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

Describe a functional conflict and dysfunctional conflict that could exist because of structure.

Explain the conflict resolution strategies used by collectivist cultures.

The ________ stage of the conflict process is important because it's where conflict issues tend to be defined.

Describe the preferred negotiating techniques that would be implemented by a manager from China. What conflict management techniques would he use? What role would a third party negotiator be likely to have if no agreement could be reached.

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 known as a ________ conflict.

A collectivist Chinese manager is most likely to use which of the following techniques for conflict management?

With reference to the interactionist view of conflict, conflict that relates to the content and goals of work is called ________ conflict.

Karl is the labor union negotiator. Today, he is meeting with the top management to discuss the new five-year contract, including wages and benefits. This labor-management negotiation over wages is most likely to use ________ bargaining.

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