Question 1

The conflict-handling intention of collaborating is ________.

Accepted Answer

A)  assertive and uncooperative 
B)  assertive and cooperative 
C)  unassertive and uncooperative 
D)  unassertive and cooperative 
E)  affective and reflective 
A)  assertive and uncooperative 
B)  assertive and cooperative 
C)  unassertive and uncooperative 
D)  unassertive and cooperative 
E)  affective and reflective

Question 2

Antonio is filling out the paperwork to select his health care benefits from a package. Meanwhile the HR manager is discussing with the department head the location of Antonio's office, which will have a window. In which phase of the negotiation process is Antonio?

Accepted Answer

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

Question 3

What factor would most likely increase the negative impact of an arbitration session?

Accepted Answer

A)  limited options of the arbitrator 
B)  heavy-handedness of the arbitrator 
C)  compulsory nature of the arbitration 
D)  voluntary nature of the arbitration 
E)  establishment of an agreement that is non-binding 
A)  limited options of the arbitrator 
B)  heavy-handedness of the arbitrator 
C)  compulsory nature of the arbitration 
D)  voluntary nature of the arbitration 
E)  establishment of an agreement that is non-binding

Question 4

Emma is the labor union negotiator. Today she is meeting with management to discuss the new five year contract, including wages and benefits. This example of labor-management negotiations over wages exemplifies which type of bargaining?

Accepted Answer

A)  integrative 
B)  reflective 
C)  distributive 
D)  restrictive 
E)  affective 
A)  integrative 
B)  reflective 
C)  distributive 
D)  restrictive 
E)  affective

Question 5

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.
-Which of the following is a characteristic of distributive bargaining?

Accepted Answer

A)  I win, you win 
B)  long-term focus 
C)  convergent or congruent interests 
D)  opposed interests 
E)  high information sharing 
A)  I win, you win 
B)  long-term focus 
C)  convergent or congruent interests 
D)  opposed interests 
E)  high information sharing

Question 6

Describe the preferred negotiating techniques that would be implemented by a manager from China. What conflict management techniques would he use? What role would a third party negotiator be likely to have if not agreement could be reached.

Accepted Answer

Collectivist cultures see people as deep

Question 7

Jennifer has come to realize that conflict has both functional, as well as dysfunctional, outcomes. She has observed examples of both in her organization.
-Jennifer's boss decides to implement a new policy whereby employees provide regular, formalized feedback to their supervisors. Employees are encouraged to evaluate and criticize their superiors. Based on your understanding of functional conflict, is this policy likely to benefit Jennifer's company?

Accepted Answer

A)  No, because the evaluations will promote relationship conflict, which is always dysfunctional. 
B)  Yes, because the evaluations will encourage groupthink, which increases turnover. 
C)  No, because the evaluations will create a climate of insecurity for the company's management. 
D)  No, because the evaluations will generate dysfunctional conflict, which breeds discontent. 
E)  Yes, because the evaluations will encourage functional conflict, which improves organizational performance. 
A)  No, because the evaluations will promote relationship conflict, which is always dysfunctional. 
B)  Yes, because the evaluations will encourage groupthink, which increases turnover. 
C)  No, because the evaluations will create a climate of insecurity for the company's management. 
D)  No, because the evaluations will generate dysfunctional conflict, which breeds discontent. 
E)  Yes, because the evaluations will encourage functional conflict, which improves organizational performance.

Question 8

The dimension of assertiveness refers to situations ________.

Accepted Answer

A)  in which one party attempts to satisfy his/her own concerns 
B)  in which there is an expression of competition 
C)  involving a major behavior change 
D)  that lead to conflict 
E)  in which one party behaves generously 
A)  in which one party attempts to satisfy his/her own concerns 
B)  in which there is an expression of competition 
C)  involving a major behavior change 
D)  that lead to conflict 
E)  in which one party behaves generously

Question 9

Once a conflict is perceived, it is automatically personalized.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following is not a conflict-resolution technique?

Accepted Answer

A)  creating superordinate goals 
B)  appointing a devil's advocate 
C)  avoiding the conflict 
D)  exercising authoritative command 
E)  generating additional resources 
A)  creating superordinate goals 
B)  appointing a devil's advocate 
C)  avoiding the conflict 
D)  exercising authoritative command 
E)  generating additional resources

Question 11

Jennifer has come to realize that conflict has both functional, as well as dysfunctional, outcomes. She has observed examples of both in her organization.
-Last month, Jennifer's department experienced constructive conflict during a meeting. Which of the following is not an outcome of this functional conflict?

Accepted Answer

A)  the quality of decisions is improved 
B)  creativity and innovation are stimulated 
C)  tensions are released 
D)  groupthink is increased 
E)  interest and curiosity are encouraged 
A)  the quality of decisions is improved 
B)  creativity and innovation are stimulated 
C)  tensions are released 
D)  groupthink is increased 
E)  interest and curiosity are encouraged

Question 12

Conflict that relates to the content and goals of work is termed ________ conflict.

Accepted Answer

A)  job 
B)  task 
C)  relationship 
D)  process 
E)  communication 
A)  job 
B)  task 
C)  relationship 
D)  process 
E)  communication

Question 13

Stage II of the conflict process deals with conflict being ________.

Accepted Answer

A)  perceived and felt 
B)  apparent and experienced 
C)  expressed and perceived 
D)  overt and covert 
E)  internalized 
A)  perceived and felt 
B)  apparent and experienced 
C)  expressed and perceived 
D)  overt and covert 
E)  internalized

Question 14

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.
-When your work group disagrees, the disagreements usually concern how the group's work should be accomplished. The type of conflict experienced by your group is ________.

Accepted Answer

A)  task conflict 
B)  relationship conflict 
C)  process conflict 
D)  traditional conflict 
E)  reactive conflict. 
A)  task conflict 
B)  relationship conflict 
C)  process conflict 
D)  traditional conflict 
E)  reactive conflict.

Question 15

Playbill, Inc. is a company that hires culturally diverse people to perform Shakespearean plays for high school students. The company employs actors and actresses from all over the world. The actors and actresses have joined together to ask Playbill for higher salaries. The employees are struggling over deciding who will negotiate for them.
-Which of the following statements is true pertaining to the role of personality traits in negotiations?

Accepted Answer

A)  Personality of the negotiators will determine, to a large extent, who prevails. 
B)  Recent research has shown that extroverts are less effective negotiators than introverts. 
C)  High risk takers will be better negotiators. 
D)  Individuals with an internal locus of control will be better negotiators. 
E)  Individuals who are concerned with appearing competent make excellent negotiators. 
A)  Personality of the negotiators will determine, to a large extent, who prevails. 
B)  Recent research has shown that extroverts are less effective negotiators than introverts. 
C)  High risk takers will be better negotiators. 
D)  Individuals with an internal locus of control will be better negotiators. 
E)  Individuals who are concerned with appearing competent make excellent negotiators.

Question 16

Discuss the three general categories of conditions which may be the sources of conflict.

Accepted Answer

The three general categories of conditio

Question 17

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.
-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)  mediator 
B)  arbitrator 
C)  conciliator 
D)  consultant 
E)  officiant 
A)  mediator 
B)  arbitrator 
C)  conciliator 
D)  consultant 
E)  officiant

Question 18

Irma does not like a few of the standard operating procedures adapted for the new project. However, she discussed the items with the team and told them that she realized she was in the minority and that she would adapt the new procedures to maintain smooth operations within the team. This type of intention is called ________.

Accepted Answer

A)  sacrificing 
B)  accommodating 
C)  collaborating 
D)  compromising 
E)  competing 
A)  sacrificing 
B)  accommodating 
C)  collaborating 
D)  compromising 
E)  competing

Question 19

The conflict-handling intention of accommodating is ________.

Accepted Answer

A)  assertive and uncooperative 
B)  assertive and cooperative 
C)  unassertive and uncooperative 
D)  unassertive and cooperative 
E)  reflective and emotional 
A)  assertive and uncooperative 
B)  assertive and cooperative 
C)  unassertive and uncooperative 
D)  unassertive and cooperative 
E)  reflective and emotional

Question 20

You are negotiating a parts contract with a foreign man who represents a foreign supplier. During the negotiation, the man constantly shakes his head "no", interrupts often, and frequently pats you on the back, or clutches your arm. From which country is the other negotiator?

Accepted Answer

A)  China 
B)  Japan 
C)  U.S. 
D)  Canada 
E)  Brazil 
A)  China 
B)  Japan 
C)  U.S. 
D)  Canada 
E)  Brazil

The conflict-handling intention of collaborating is ________.

Antonio is filling out the paperwork to select his health care benefits from a package. Meanwhile the HR manager is discussing with the department head the location of Antonio's office, which will have a window. In which phase of the negotiation process is Antonio?

What factor would most likely increase the negative impact of an arbitration session?

Emma is the labor union negotiator. Today she is meeting with management to discuss the new five year contract, including wages and benefits. This example of labor-management negotiations over wages exemplifies which type of bargaining?

Describe the preferred negotiating techniques that would be implemented by a manager from China. What conflict management techniques would he use? What role would a third party negotiator be likely to have if not agreement could be reached.

The dimension of assertiveness refers to situations ________.

Once a conflict is perceived, it is automatically personalized.

Which of the following is not a conflict-resolution technique?

Conflict that relates to the content and goals of work is termed ________ conflict.

Stage II of the conflict process deals with conflict being ________.

Discuss the three general categories of conditions which may be the sources of conflict.

The conflict-handling intention of accommodating is ________.

You are negotiating a parts contract with a foreign man who represents a foreign supplier. During the negotiation, the man constantly shakes his head "no", interrupts often, and frequently pats you on the back, or clutches your arm. From which country is the other negotiator?

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

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Exam 14: Conflict and Negotiation

The conflict-handling intention of collaborating is ________.

Antonio is filling out the paperwork to select his health care benefits from a package. Meanwhile the HR manager is discussing with the department head the location of Antonio's office, which will have a window. In which phase of the negotiation process is Antonio?

What factor would most likely increase the negative impact of an arbitration session?

Emma is the labor union negotiator. Today she is meeting with management to discuss the new five year contract, including wages and benefits. This example of labor-management negotiations over wages exemplifies which type of bargaining?

Describe the preferred negotiating techniques that would be implemented by a manager from China. What conflict management techniques would he use? What role would a third party negotiator be likely to have if not agreement could be reached.

The dimension of assertiveness refers to situations ________.

Once a conflict is perceived, it is automatically personalized.

Which of the following is not a conflict-resolution technique?

Conflict that relates to the content and goals of work is termed ________ conflict.

Stage II of the conflict process deals with conflict being ________.

Discuss the three general categories of conditions which may be the sources of conflict.

The conflict-handling intention of accommodating is ________.

You are negotiating a parts contract with a foreign man who represents a foreign supplier. During the negotiation, the man constantly shakes his head "no", interrupts often, and frequently pats you on the back, or clutches your arm. From which country is the other negotiator?

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