Question 1

What is negotiation,and what impact does it have on the negotiators when they are from the same organisation?

Accepted Answer

Negotiation can be defined as a process

Question 2

The major advantage of ________ is that it always results in a settlement.

Accepted Answer

A) mediation 
B) conciliation 
C) arbitration 
D) consultancy 
A) mediation 
B) conciliation 
C) arbitration 
D) consultancy

Question 3

The point below which either negotiating party would break off negotiations rather than accept a less favourable settlement is called the ________ point.

Accepted Answer

A) negative 
B) refusal 
C) non-negotiating 
D) resistance 
A) negative 
B) refusal 
C) non-negotiating 
D) resistance

Question 4

Conflict management techniques can:

Accepted Answer

A) stimulate conflict. 
B) resolve conflict. 
C) both resolve and stimulate conflict. 
D) none of the above. 
A) stimulate conflict. 
B) resolve conflict. 
C) both resolve and stimulate conflict. 
D) none of the above.

Question 5

A process in which two or more parties exchange goods or services and attempt to agree upon the exchange rate for them is:

Accepted Answer

A) conflict management. 
B) economics. 
C) supply side economics. 
D) negotiation. 
A) conflict management. 
B) economics. 
C) supply side economics. 
D) negotiation.

Question 6

Conflict that develops through a lack of openness and trust between people is indicative of which view of conflict?

Accepted Answer

A) traditional 
B) interactionist 
C) managed 
D) modern 
A) traditional 
B) interactionist 
C) managed 
D) modern

Question 7

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 they can work harmoniously.Another colleague has suggested that conflict is good for stimulating creativity and productivity.You are unsure about whether you should try to eliminate the conflict or learn to deal with it positively. You have decided to accept conflict as a natural occurrence and deal with it.You are supporting the ________ view.

Accepted Answer

A) traditional 
B) passive 
C) behaviour modification 
D) interactionist 
A) traditional 
B) passive 
C) behaviour modification 
D) interactionist

Question 8

Studies show that relationship conflict is typically dysfunctional.

Accepted Answer

A) True 
 B)False

Question 9

If no one is aware of conflict,it is generally agreed that:

Accepted Answer

A) conflict is inevitable. 
B) conflict is subversive. 
C) employee-employer relations will be good. 
D) no conflict exists. 
A) conflict is inevitable. 
B) conflict is subversive. 
C) employee-employer relations will be good. 
D) no conflict exists.

Question 10

Josh is a prospective buyer of Ellen's property and they are currently in the midst of the negotiation process.At this point,Josh is attempting to determine how quickly Ellen needs to get the property off her hands through the questions he has asked and his observation of her verbal and non-verbal responses. What stage of the negotiation is this?

Accepted Answer

A) preparation and planning 
B) definition of ground rules 
C) clarification and justification 
D) closure and implementation 
A) preparation and planning 
B) definition of ground rules 
C) clarification and justification 
D) closure and implementation

Question 11

Which of the following is NOT a requirement in the text's definition of conflict?

Accepted Answer

A) incompatibility 
B) must be perceived 
C) opposition 
D) overt acts only 
A) incompatibility 
B) must be perceived 
C) opposition 
D) overt acts only

Question 12

Integrative bargaining is preferable to distributive bargaining because it:

Accepted Answer

A) focuses on a mutual aspiration range. 
B) negotiates within the settlement range. 
C) builds long-term relationships. 
D) is more efficient. 
A) focuses on a mutual aspiration range. 
B) negotiates within the settlement range. 
C) builds long-term relationships. 
D) is more efficient.

Question 13

Many open and violent conflicts in work groups are functional.

Accepted Answer

A) True 
 B)False

Question 14

Alpha Construction has a dispute with a home buyer about some of the terms of their building contract.Both Alpha and the home buyer want to avoid the expense of going to court,but they cannot agree on how to settle their disagreement. They have asked Sam Jones,an attorney and trusted friend of both parties,to help them informally to solve their problem.Sam's role is that of a(n):

Accepted Answer

A) conciliator. 
B) arbitrator. 
C) mediator. 
D) consultant. 
A) conciliator. 
B) arbitrator. 
C) mediator. 
D) consultant.

Question 15

Conflict implies opposition.

Accepted Answer

A) True 
 B)False

Question 16

________ intervene(s)between people's perceptions and emotions and their overt behaviour.

Accepted Answer

A) Attributions 
B) Intentions 
C) Cognition 
D) Intuition 
A) Attributions 
B) Intentions 
C) Cognition 
D) Intuition

Question 17

Which one of the following conflict-handling orientations represents an attempt to find a win-win solution?

Accepted Answer

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

Question 18

Even when their performance and outcomes are on par with that of male counterparts,women in management positions are less confident entering into negotiations and are often displeased with their overall negotiation performance.

Accepted Answer

A) True 
 B)False

Question 19

Collaborating is the preferred conflict-handling orientation:

Accepted Answer

A) when an issue is trivial. 
B) in emergencies. 
C) to gain cooperation and a mutually satisfying outcome. 
D) to build social credits for later issues. 
A) when an issue is trivial. 
B) in emergencies. 
C) to gain cooperation and a mutually satisfying outcome. 
D) to build social credits for later issues.

Question 20

Which of the following statements about personality traits and negotiation is false?

Accepted Answer

A) Negotiators who are agreeable or extraverted are not very successful in distributive bargaining. 
B) The best distributive bargainers appear to be disagreeable introverts. 
C) Research shows that intelligence strongly predicts negotiation effectiveness. 
D) We all can learn to be better negotiators. 
A) Negotiators who are agreeable or extraverted are not very successful in distributive bargaining. 
B) The best distributive bargainers appear to be disagreeable introverts. 
C) Research shows that intelligence strongly predicts negotiation effectiveness. 
D) We all can learn to be better negotiators.

What is negotiation,and what impact does it have on the negotiators when they are from the same organisation?

The major advantage of ________ is that it always results in a settlement.

The point below which either negotiating party would break off negotiations rather than accept a less favourable settlement is called the ________ point.

Conflict management techniques can:

A process in which two or more parties exchange goods or services and attempt to agree upon the exchange rate for them is:

Conflict that develops through a lack of openness and trust between people is indicative of which view of conflict?

Studies show that relationship conflict is typically dysfunctional.

If no one is aware of conflict,it is generally agreed that:

Which of the following is NOT a requirement in the text's definition of conflict?

Integrative bargaining is preferable to distributive bargaining because it:

Many open and violent conflicts in work groups are functional.

Conflict implies opposition.

________ intervene(s)between people's perceptions and emotions and their overt behaviour.

Which one of the following conflict-handling orientations represents an attempt to find a win-win solution?

Even when their performance and outcomes are on par with that of male counterparts,women in management positions are less confident entering into negotiations and are often displeased with their overall negotiation performance.

Collaborating is the preferred conflict-handling orientation:

Which of the following statements about personality traits and negotiation is false?

What Is Organisational Behaviour

The Individual

Attitudes and Job Satisfaction

Personality and Values

Emotions and Moods

Perception and Individual Decision Making

Motivation: From Concept to Application

Foundations of Group Behaviour

Understanding Work Teams

Communication

Leadership

Power and Politics

Foundations of Organisational Structure

Organisational Culture

Organisational Change and Stress Management

Filters

Exam 13: Conflict and Negotiation

What is negotiation,and what impact does it have on the negotiators when they are from the same organisation?

The major advantage of ________ is that it always results in a settlement.

The point below which either negotiating party would break off negotiations rather than accept a less favourable settlement is called the ________ point.

Conflict management techniques can:

A process in which two or more parties exchange goods or services and attempt to agree upon the exchange rate for them is:

Conflict that develops through a lack of openness and trust between people is indicative of which view of conflict?

Studies show that relationship conflict is typically dysfunctional.

If no one is aware of conflict,it is generally agreed that:

Which of the following is NOT a requirement in the text's definition of conflict?

Integrative bargaining is preferable to distributive bargaining because it:

Many open and violent conflicts in work groups are functional.

Conflict implies opposition.

________ intervene(s)between people's perceptions and emotions and their overt behaviour.

Which one of the following conflict-handling orientations represents an attempt to find a win-win solution?

Even when their performance and outcomes are on par with that of male counterparts,women in management positions are less confident entering into negotiations and are often displeased with their overall negotiation performance.

Collaborating is the preferred conflict-handling orientation:

Which of the following statements about personality traits and negotiation is false?

What Is Organisational Behaviour

The Individual

Attitudes and Job Satisfaction

Personality and Values

Emotions and Moods

Perception and Individual Decision Making

Motivation: From Concept to Application

Foundations of Group Behaviour

Understanding Work Teams

Communication

Leadership

Power and Politics

Foundations of Organisational Structure

Organisational Culture

Organisational Change and Stress Management

Filters