Question 1

One common ingredient in organizations that successfully create functional conflict is that they reward dissent and punish conflict avoiders.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following is not a consideration during the preparation and planning phase of the negotiation process?

Accepted Answer

A)  the nature of the conflict 
B)  the history before the conflict 
C)  who is involved in the conflict 
D)  defining the ground rules 
E)  your goals for the outcome 
A)  the nature of the conflict 
B)  the history before the conflict 
C)  who is involved in the conflict 
D)  defining the ground rules 
E)  your goals for the outcome

Question 3

Distinguish between the roles of mediator, arbitrator, conciliator, and consultant.

Accepted Answer

There are four basic third-party roles:

Question 4

The traditional view of conflict is the belief that conflict is ________.

Accepted Answer

A)  harmful 
B)  natural 
C)  necessary 
D)  situationally-dependent 
E)  neutral 
A)  harmful 
B)  natural 
C)  necessary 
D)  situationally-dependent 
E)  neutral

Question 5

For process conflict to be productive, it must be active and significant.

Accepted Answer

A) True 
 B)False

Question 6

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

Accepted Answer

A)  collaborating 
B)  competing 
C)  accommodating 
D)  avoiding 
E)  resisting 
A)  collaborating 
B)  competing 
C)  accommodating 
D)  avoiding 
E)  resisting

Question 7

The two general approaches to bargaining are known as ________.

Accepted Answer

A)  emotional and rational. 
B)  affective and reflective 
C)  distributive and integrative 
D)  formal and informal. 
E)  legal and restrictive. 
A)  emotional and rational. 
B)  affective and reflective 
C)  distributive and integrative 
D)  formal and informal. 
E)  legal and restrictive.

Question 8

The ________ view of conflict argues that conflict is necessary for a group to perform effectively.

Accepted Answer

A)  human relations 
B)  interactionist 
C)  traditional 
D)  functional 
E)  reactive 
A)  human relations 
B)  interactionist 
C)  traditional 
D)  functional 
E)  reactive

Question 9

The terms negotiation and ________ are used interchangeably.

Accepted Answer

A)  win-lose 
B)  bargaining 
C)  collaboration 
D)  accommodating 
E)  arbitration 
A)  win-lose 
B)  bargaining 
C)  collaboration 
D)  accommodating 
E)  arbitration

Question 10

Which of the following personality types is generally recognized as the best type of distributive negotiator?

Accepted Answer

A)  agreeable extrovert 
B)  disagreeable extrovert 
C)  disagreeable introvert 
D)  agreeable introvert 
E)  personality does not affect negotiating 
A)  agreeable extrovert 
B)  disagreeable extrovert 
C)  disagreeable introvert 
D)  agreeable introvert 
E)  personality does not affect negotiating

Question 11

Identify the behaviors to be expected from persons who exhibit each of the five primary conflict-handling intentions.

Accepted Answer

a) When one person seeks to satisfy his

Question 12

Encouraging group leaders to maintain an ongoing minimum level of conflict is part of the ________ view of conflict.

Accepted Answer

A)  functional 
B)  traditional 
C)  human relations 
D)  interactionist 
E)  conjunctivist 
A)  functional 
B)  traditional 
C)  human relations 
D)  interactionist 
E)  conjunctivist

Question 13

According to the interactionist's perspective, a group that functions without conflict is ________.

Accepted Answer

A)  living up to behavioral ideals 
B)  prone to becoming static and apathetic 
C)  likely to be responsive to the need for change and innovation 
D)  the most productive 
E)  a rare phenomenon 
A)  living up to behavioral ideals 
B)  prone to becoming static and apathetic 
C)  likely to be responsive to the need for change and innovation 
D)  the most productive 
E)  a rare phenomenon

Question 14

Which of the following is not considered one of the potential sources of conflict?

Accepted Answer

A)  too much communication 
B)  group size and specialization 
C)  value similarities 
D)  short job tenure 
E)  too little communication 
A)  too much communication 
B)  group size and specialization 
C)  value similarities 
D)  short job tenure 
E)  too little communication

Question 15

Outline and discuss the conflict process.

Accepted Answer

The conflict process can be seen as comp

Question 16

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.
-If you support the idea that conflict should be eliminated, you are supporting which of the following views of conflict?

Accepted Answer

A)  the traditional view 
B)  the human relations view 
C)  the interactionist view 
D)  the moderated acceptance view 
E)  the positivistic view 
A)  the traditional view 
B)  the human relations view 
C)  the interactionist view 
D)  the moderated acceptance view 
E)  the positivistic view

Question 17

Your ________ determines the lowest value acceptable to you for a negotiated agreement.

Accepted Answer

A)  BATNA 
B)  margin of error 
C)  bid price 
D)  asking price 
E)  hidden value 
A)  BATNA 
B)  margin of error 
C)  bid price 
D)  asking price 
E)  hidden value

Question 18

In assessing intentions, cooperativeness is the degree to which ________.

Accepted Answer

A)  one party attempts to satisfy the other party's concerns 
B)  one party attempts to resolve conflict 
C)  both parties work toward a common goal 
D)  there is an absence of conflict 
E)  one party can empathize with the other 
A)  one party attempts to satisfy the other party's concerns 
B)  one party attempts to resolve conflict 
C)  both parties work toward a common goal 
D)  there is an absence of conflict 
E)  one party can empathize with the other

Question 19

During which phase of the negotiation process do the parties exchange their initial proposals or demands?

Accepted Answer

A)  opening and initiating 
B)  definition of ground rules 
C)  clarification and justification 
D)  bargaining and problem-solving 
E)  integration of preferences 
A)  opening and initiating 
B)  definition of ground rules 
C)  clarification and justification 
D)  bargaining and problem-solving 
E)  integration of preferences

Question 20

In which stage of the conflict process does conflict become visible?

Accepted Answer

A)  illumination 
B)  intentions 
C)  potential opposition or incompatibility 
D)  behavior 
E)  cognition and personalization 
A)  illumination 
B)  intentions 
C)  potential opposition or incompatibility 
D)  behavior 
E)  cognition and personalization

One common ingredient in organizations that successfully create functional conflict is that they reward dissent and punish conflict avoiders.

Which of the following is not a consideration during the preparation and planning phase of the negotiation process?

Distinguish between the roles of mediator, arbitrator, conciliator, and consultant.

The traditional view of conflict is the belief that conflict is ________.

For process conflict to be productive, it must be active and significant.

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

The two general approaches to bargaining are known as ________.

The ________ view of conflict argues that conflict is necessary for a group to perform effectively.

The terms negotiation and ________ are used interchangeably.

Which of the following personality types is generally recognized as the best type of distributive negotiator?

Identify the behaviors to be expected from persons who exhibit each of the five primary conflict-handling intentions.

Encouraging group leaders to maintain an ongoing minimum level of conflict is part of the ________ view of conflict.

According to the interactionist's perspective, a group that functions without conflict is ________.

Which of the following is not considered one of the potential sources of conflict?

Outline and discuss the conflict process.

Your ________ determines the lowest value acceptable to you for a negotiated agreement.

In assessing intentions, cooperativeness is the degree to which ________.

During which phase of the negotiation process do the parties exchange their initial proposals or demands?

In which stage of the conflict process does conflict become visible?

What Is Organizational Behavior

Foundations of Individual Behavior

Attitudes and Job Satisfaction

Emotions and Moods

Personality and Values

Perception and Individual Decision Making

Basic Motivation Concepts

Motivation: From Concept to Applications

Foundations of Group Behavior

Understanding Work Teams

Communication

Basic Approaches to Leadership

Power and Politics

Foundations of Organization Structure

Organizational Culture

Human Resource Policies and Practices

Organizational Change and Stress Management

Filters

Exam 14: Conflict and Negotiation

One common ingredient in organizations that successfully create functional conflict is that they reward dissent and punish conflict avoiders.

Which of the following is not a consideration during the preparation and planning phase of the negotiation process?

Distinguish between the roles of mediator, arbitrator, conciliator, and consultant.

The traditional view of conflict is the belief that conflict is ________.

For process conflict to be productive, it must be active and significant.

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

The two general approaches to bargaining are known as ________.

The ________ view of conflict argues that conflict is necessary for a group to perform effectively.

The terms negotiation and ________ are used interchangeably.

Which of the following personality types is generally recognized as the best type of distributive negotiator?

Identify the behaviors to be expected from persons who exhibit each of the five primary conflict-handling intentions.

Encouraging group leaders to maintain an ongoing minimum level of conflict is part of the ________ view of conflict.

According to the interactionist's perspective, a group that functions without conflict is ________.

Which of the following is not considered one of the potential sources of conflict?

Outline and discuss the conflict process.

Your ________ determines the lowest value acceptable to you for a negotiated agreement.

In assessing intentions, cooperativeness is the degree to which ________.

During which phase of the negotiation process do the parties exchange their initial proposals or demands?

In which stage of the conflict process does conflict become visible?

What Is Organizational Behavior

Foundations of Individual Behavior

Attitudes and Job Satisfaction

Emotions and Moods

Personality and Values

Perception and Individual Decision Making

Basic Motivation Concepts

Motivation: From Concept to Applications

Foundations of Group Behavior

Understanding Work Teams

Communication

Basic Approaches to Leadership

Power and Politics

Foundations of Organization Structure

Organizational Culture

Human Resource Policies and Practices

Organizational Change and Stress Management

Filters