Exam 14: Conflict and Negotiation

Describe the first step of the negotiation process. How does the negotiating parties' relationship affect this step, and help determine the kind of bargaining that will be done (integrative or distributive)?

The traditional view of conflict argues that conflict ________.

________ conflicts are almost always dysfunctional.

________ bargaining is negotiation that seeks to divide a "fixed pie."

Beatrice is negotiating the terms of a project with a new client. Hubert is negotiating the terms for a different part of the project with the client as well. Both Beatrice and Hubert feel that the client has highly unreasonable deadline expectations. Based on gender differences in negotiating, which of the following outcomes is most likely?

In which stage are conflict issues defined?

The potential for conflict can actually be increased if too much information is communicated.

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. -At first, the disputing parties resist your offer to help create a win-win situation for both groups. They are each highly focused on their demands in the negotiation, otherwise known as their ________.

Which one of the following might not be a functional outcome of the conflict process?

________ conflict supports the goals of the group and improves its performance.