Exam 10: Conflict and Negotiations

Taking a vote among the team,or the majority rule approach,can be successful when parties believe the process is fair.

The social issues of _________ and ____ derailed the PointCast deal and are among the most difficult aspects of negotiating mergers today.

The party with the best alternative to a negotiated agreement is in the best negotiating position.

When you are uncertain about what is expected or wanted or have the sense of being inadequate to perform a task,you are experiencing _____________ conflict.

Conflict can be dysfunctional if it involves personal attacks.

The traditional "fixed-pie" approach where negotiators see the situation as a pie that has to be divided between them is an example of a(n) ______________ negotiation strategy.

The conflict handling style that is uncooperative and unassertive is

Nancy and Mary are in the same sorority.Nancy is running for the university's student government treasurer position.Mary says,"I'll never vote for her,whether she is my sister or not." Mary is experiencing what kind of conflict?

*Role ambiguity and role conflict are examples of

Antonio is preparing to negotiate his individual contract with a financial services firm.He is very nervous and does not want to shortchange himself.Provide him some advice for being successful at negotiations.

List and briefly describe each of the five conflict handling styles.

The collaborative conflict handling style is

Which conflict handling style is indicated by an individual who says,"Maybe we can both agree to give in a little."?

The process where two parties work toward an agreement is ____________.

Healthy conflict can be stimulated in a firm by having appointed individuals play "devil's advocate."

Union and management conflicts are examples of ____________ conflict.

Angelo is the new superintendent of the school district.In his first two weeks on the job he makes it a point to talk to every staff and faculty member as well as key stakeholders in the community and those who interact with the district on a regular basis.His assessment after those interviews is that the district is conflict-ridden.Seemingly everywhere he turns intrapersonal,interpersonal and intergroup conflicts are found.Discuss how he can get his arms around this situation and begin to manage some of the conflicts he is encountering.

Describe two alternative dispute resolution techniques. Mediation is the process where a neutral third party enters a stalled negotiation to assist the parties involved in getting back on track.The mediator works with both parties to reach a solution without representing either side. Arbitration is the process where a neutral third party listens to each party's side in a dispute and then renders a decision.In most cases the decision is said to be binding,which means both parties must adhere to it.

Which of the following is an example of intrapersonal conflict?

Which of the following is a middle-ground conflict handling style characterized by an individual's desire to get his or her way but respect others' goals?