Exam 13: Conflict and Negotiation

The conflict-handling orientation that is based on a process of give-and-take and an emphasis on 'splitting the difference' is:

In integrative negotiations,positive moods and emotions appear to lead to higher levels of joint gain.

Labour and management at DJ Trucking cannot agree upon a contract for the truck drivers.The drivers are threatening to strike and management knows that if a strike occurs,it will be very costly.Each side contends that they are bargaining fairly,but no agreement seems to be possible. Both sides have agreed that there is a fixed amount of resources.Each side feels that what one side wins,the other loses.They believe they are engaged in:

Recent reviews have shown that process conflict is usually just as disruptive as relationship conflict.

Jeff and Rachel work within a project group in their company.Rachel likes to keep things highly structured and planned.Jeff,on the other hand,prefers to take things as they come and has difficulty adhering to project plans created by Rachel.As a result,Rachel has on several occasions felt rather frustrated. This is a classic example of:

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. If you support the idea that conflict is bad and should be eliminated,you are supporting the ________ view.

As a general rule,if conflict isn't perceived,it is assumed not to exist.

Extraverted negotiators are usually on the winning end of negotiations involving distributive bargaining.

Conflicts often arise due to communication difficulties.

Dysfunctional conflicts can,in the extreme,threaten a group's survival.

Personality traits of the negotiating parties have a significant direct effect on the bargaining process and negotiation outcomes.

Target and resistance points are part of which bargaining strategy?

Which of the following is NOT a step in the negotiation process?

Emotions can cause conflicts.

Process conflict relates to the content and goals of the work.

Cognition is the preliminary stage of the conflict process.

Discuss the three general causes or sources of conflict.

The unassertive and uncooperative conflict-handling orientation is:

Groups performing routine tasks that don't require creativity benefit from task conflict the most.

________ conflict relates to how the work gets done.