Question 1

What important aspects of the opposite party need to be considered in the preparation and planning stage of a negotiation?

Accepted Answer

You need to do your homework.What's the

Question 2

Your BATNA is your:

Accepted Answer

A) best and true negotiation attempt. 
B) bottom alternative to a negotiated agreement. 
C) best alternative to a negotiated agreement. 
D) base attempt to a negotiated agreement. 
A) best and true negotiation attempt. 
B) bottom alternative to a negotiated agreement. 
C) best alternative to a negotiated agreement. 
D) base attempt to a negotiated agreement.

Question 3

The presence of conflict is a reliable indicator of a poorly functioning group or organisation.

Accepted Answer

A) True 
 B)False

Question 4

A devil's advocate is a critic designated to argue against the majority position of the group.

Accepted Answer

A) True 
 B)False

Question 5

________ typically act as more than mere communication conduits.They also engage in fact-finding,interpreting messages and persuading disputants to develop agreements.

Accepted Answer

A) Mediators 
B) Consultants 
C) Arbitrators 
D) Conciliators 
A) Mediators 
B) Consultants 
C) Arbitrators 
D) Conciliators

Question 6

For process conflict to be productive,it must be kept low.

Accepted Answer

A) True 
 B)False

Question 7

A willingness to accept a raise of $2 an hour rather than $3,to acknowledge partial agreement with a specific viewpoint and to take a partial blame for an infraction are examples of:

Accepted Answer

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

Question 8

Longer-term studies show that all conflicts reduce trust,respect and cohesion in groups,which reduces their long-term viability.

Accepted Answer

A) True 
 B)False

Question 9

The conflict-handling orientation that fully combines assertiveness and cooperation is:

Accepted Answer

A) avoiding. 
B) collaborating. 
C) accommodating. 
D) competing. 
A) avoiding. 
B) collaborating. 
C) accommodating. 
D) competing.

Question 10

Intentions are not always fixed.

Accepted Answer

A) True 
 B)False

Question 11

People high in the personality trait of _______ are more prone to have conflicts with others.

Accepted Answer

A) disagreeableness 
B) neuroticism 
C) self-monitoring 
D) all of the above 
A) disagreeableness 
B) neuroticism 
C) self-monitoring 
D) all of the above

Question 12

The two dimensions of conflict-handling intentions are:

Accepted Answer

A) awareness and assertiveness. 
B) cooperativeness and assertiveness. 
C) reliability and awareness. 
D) independence and interdependence. 
A) awareness and assertiveness. 
B) cooperativeness and assertiveness. 
C) reliability and awareness. 
D) independence and interdependence.

Question 13

Negotiation is defined as a process in which two or more parties exchange goods or services and attempt to agree upon the exchange rate for them.

Accepted Answer

A) True 
 B)False

Question 14

Which is NOT one of the five conflict-handling intentions?

Accepted Answer

A) accommodating 
B) cooperating 
C) competing 
D) avoiding 
A) accommodating 
B) cooperating 
C) competing 
D) avoiding

Question 15

The settlement range is where both parties' aspiration ranges overlap.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following is a stage in the conflict process?

Accepted Answer

A) intentions 
B) functional 
C) dysfunctional 
D) hindering conflict 
A) intentions 
B) functional 
C) dysfunctional 
D) hindering conflict

Question 17

The smaller the group and the less specialised its activities,the greater the likelihood of conflict.

Accepted Answer

A) True 
 B)False

Question 18

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. Alpha 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 a(n):

Accepted Answer

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

Question 19

________ conflict hinders group performance.

Accepted Answer

A) Formal 
B) Dysfunctional 
C) Informal 
D) Functional 
A) Formal 
B) Dysfunctional 
C) Informal 
D) Functional

Question 20

The bargaining strategy that operates under zero-sum conditions is called:

Accepted Answer

A) integrative bargaining. 
B) unethical. 
C) distributive bargaining. 
D) win-win. 
A) integrative bargaining. 
B) unethical. 
C) distributive bargaining. 
D) win-win.

What important aspects of the opposite party need to be considered in the preparation and planning stage of a negotiation?

Your BATNA is your:

The presence of conflict is a reliable indicator of a poorly functioning group or organisation.

A devil's advocate is a critic designated to argue against the majority position of the group.

________ typically act as more than mere communication conduits.They also engage in fact-finding,interpreting messages and persuading disputants to develop agreements.

For process conflict to be productive,it must be kept low.

A willingness to accept a raise of $2 an hour rather than $3,to acknowledge partial agreement with a specific viewpoint and to take a partial blame for an infraction are examples of:

Longer-term studies show that all conflicts reduce trust,respect and cohesion in groups,which reduces their long-term viability.

The conflict-handling orientation that fully combines assertiveness and cooperation is:

Intentions are not always fixed.

People high in the personality trait of _______ are more prone to have conflicts with others.

The two dimensions of conflict-handling intentions are:

Negotiation is defined as a process in which two or more parties exchange goods or services and attempt to agree upon the exchange rate for them.

Which is NOT one of the five conflict-handling intentions?

The settlement range is where both parties' aspiration ranges overlap.

Which of the following is a stage in the conflict process?

The smaller the group and the less specialised its activities,the greater the likelihood of conflict.

________ conflict hinders group performance.

The bargaining strategy that operates under zero-sum conditions is called:

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 important aspects of the opposite party need to be considered in the preparation and planning stage of a negotiation?

Your BATNA is your:

The presence of conflict is a reliable indicator of a poorly functioning group or organisation.

A devil's advocate is a critic designated to argue against the majority position of the group.

________ typically act as more than mere communication conduits.They also engage in fact-finding,interpreting messages and persuading disputants to develop agreements.

For process conflict to be productive,it must be kept low.

A willingness to accept a raise of $2 an hour rather than $3,to acknowledge partial agreement with a specific viewpoint and to take a partial blame for an infraction are examples of:

Longer-term studies show that all conflicts reduce trust,respect and cohesion in groups,which reduces their long-term viability.

The conflict-handling orientation that fully combines assertiveness and cooperation is:

Intentions are not always fixed.

People high in the personality trait of _______ are more prone to have conflicts with others.

The two dimensions of conflict-handling intentions are:

Negotiation is defined as a process in which two or more parties exchange goods or services and attempt to agree upon the exchange rate for them.

Which is NOT one of the five conflict-handling intentions?

The settlement range is where both parties' aspiration ranges overlap.

Which of the following is a stage in the conflict process?

The smaller the group and the less specialised its activities,the greater the likelihood of conflict.

________ conflict hinders group performance.

The bargaining strategy that operates under zero-sum conditions is called:

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