Chat with AIExam 14: Conflict and Negotiation
Explain how gender and personality affect negotiating, and describe the types of bargaining that are best for each gender and personality type.
(72) 
VerifiedNegotiators who are agreeable or extroverted are not very successful in distributive bargaining, because extroverts are outgoing and friendly and they tend to share more information than they should. Agreeable people are more interested in finding ways to cooperate rather than to butt heads. These traits, while slightly helpful in integrative negotiations, are liabilities when interests are opposed. So the best distributive bargainer appears to be a disagreeable introvert, someone more interested in his or her own outcomes than in pleasing the other party and having a pleasant social exchange. People who are highly interested in having positive relationships with other people, and who are not very concerned about their own outcomes, are especially poor negotiators. These people tend to be very anxious about disagreements and plan to give in quickly to avoid unpleasant conflicts even before negotiations start.
A popular stereotype is that women are more cooperative and pleasant in negotiations than are men. The evidence doesn't support this belief. However, men have been found to negotiate better outcomes than women, although the difference is relatively small. Women do focus more on relationships and possibly place different values on the outcome because of the relationship factor. Women would be best when involved in integrative bargaining, as it is geared toward building long term relationships.
Discuss what is meant by dysfunctional outcomes of conflict.
(75) VerifiedDestructive outcomes of conflict include the following: uncontrolled opposition breeds discontent, which acts to dissolve common ties, and eventually leads to the destruction of the group. Conflict can also reduce group effectiveness. Among the most undesirable consequences are a retarding of communication, reductions in group cohesiveness, and subordination of group goals to the primacy of infighting between members. At the extreme, conflict can bring group functioning to a halt and potentially threaten the group's survival.
The first stage of the conflict process is termed ________.
(72) VerifiedC
Alpha Construction is having 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.
-The two parties eventually agree to ask Sam Jones, an attorney and trusted friend, to help them informally to solve their problem. Sam's role is that of a(n) ________.
(74) Labor and management at DJ Trucking cannot agree upon a contract for the truck drivers. The drivers are threatening to strike, and management knows that such a strike would be very costly. Each side contends that they are bargaining fairly, but no agreement seems to be possible.
-The labor group decides to make use of the "deadline" strategy to improve their leverage in the negotiations. The labor representative tells management that a deal needs to be made within twenty-four hours, or they're going on strike. Based on your understanding of bargaining tactics, is this approach likely to be successful?
(73) Labor and management at DJ Trucking cannot agree upon a contract for the truck drivers. The drivers are threatening to strike, and management knows that such a strike would be very costly. Each side contends that they are bargaining fairly, but no agreement seems to be possible.
-Both sides agree that they are competing over a fixed amount of resources. Each side feels that what one side wins, the other loses. The two sides are engaged in ________.
(84) Which of the following is not a step in the negotiation process?
(94) Angelina feels that her cubicle neighbor talks too loudly on the phone, but in other ways she is a great neighbor. Angelina gets annoyed every time her neighbor's phone rings, but she has decided it's simply not worth the trouble to talk to her neighbor. Angelina's conflict intention is called ________.
(87) Avoidance of conflict involves playing down differences while emphasizing common interests between the conflicting parties.
(73) Which of the following is not a cause of conflict, according to the traditionalist view?
(73) 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 have decided to allow the conflict to exist so long as it doesn't hinder group performance. You will try to eliminate ________ conflict.
(68) The categories of causes or sources of conflict include all of the following except ________.
(84) Which one of the following is not a term used to describe conflict in the traditional view?
(81) Which of the following is not included in the definition of conflict?
(73) Describe a functional conflict and dysfunctional conflict that could exist because of structure.
(83) Compare and contrast the three schools of thought regarding conflict in groups and organizations. Describe how your view fits or differs from these views.
(85) In third-party negotiations, a third party who provides an informal communication link between the negotiator and the opponent is known as a(n) ________.
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