Question 1

Which of the following statements regarding the bargaining phase of negotiation is correct?

Accepted Answer

A) The bargaining phase gets the least amount of attention during the negotiation process. 
B) Making concessions during the negotiation process is a sign of weakness. 
C) A key to the bargaining phase is asking questions. 
D) This is the phase of negotiation where you determine your BATNA. 
A) The bargaining phase gets the least amount of attention during the negotiation process. 
B) Making concessions during the negotiation process is a sign of weakness. 
C) A key to the bargaining phase is asking questions. 
D) This is the phase of negotiation where you determine your BATNA.

Question 2

Briefly describe the "social issues" that were identified in relation to negotiating that kept firms such as PointCast from reaching agreement.

Accepted Answer

The chapter opens with a description of

Question 3

What are two positive and two negative outcomes of conflict?

Accepted Answer

Positive conflict outcomes include: cons

Question 4

__________ is the process that involves people disagreeing.

Accepted Answer

The answer of __________ is the process that involves people...

Question 5

Which of the following is NOT a recommended step in negotiating a higher salary for yourself?

Accepted Answer

A) Overcome your fear. 
B) Begin aggressively. 
C) Get the facts. 
D) Listen more than you talk. 
A) Overcome your fear. 
B) Begin aggressively. 
C) Get the facts. 
D) Listen more than you talk.

Question 6

Americans tend to have a higher tolerance for conflict as a way of working through issues than their Japanese counterparts.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following statements regarding the process of mediation is accurate?

Accepted Answer

A) A mediator determines the BATNA for each party. 
B) A mediator makes a binding judgment. 
C) A mediator resolves the charge made in a negotiation. 
D) A mediator incorporates areas of agreement into resolutions. 
A) A mediator determines the BATNA for each party. 
B) A mediator makes a binding judgment. 
C) A mediator resolves the charge made in a negotiation. 
D) A mediator incorporates areas of agreement into resolutions.

Question 8

Research shows that when managers are dealing with conflict they prefer which conflict handling style?

Accepted Answer

A) compromising 
B) accommodating 
C) avoiding 
D) forcing 
A) compromising 
B) accommodating 
C) avoiding 
D) forcing

Question 9

Olivia and her teenage daughter,Natalie,are arguing again about whether Natalie should go to a family gathering this Sunday or attend an outing with her friends.Olivia and her daughter argue about this topic every week.This time,Olivia turns to her daughter and says,"OK,if it is that important that you go out with Jenna Sunday,then I can agree this time around." Olivia is using what conflict handling style?

Accepted Answer

A) accommodation 
B) controlling 
C) collaboration 
D) avoidance 
A) accommodation 
B) controlling 
C) collaboration 
D) avoidance

Question 10

Janice is a new manager for XYZ Corporation.She is about to attend two weeks of management training.The first topic she will examine is that of conflict and its management.You are the instructor for the conflict seminar.Describe the types of conflict Janice and other managers may face in the workplace,their underlying causes and some strategies for managing those conflicts in the workplace.

Accepted Answer

There are three types of conflict that s

Question 11

Western cultures view negotiations as a social activity while their Eastern culture counterparts view it as a business activity.

Accepted Answer

A) True 
 B)False

Question 12

*Competition,personality differences,or values beliefs could lead to

Accepted Answer

A) intergroup conflict 
B) interpersonal conflict 
C) intrapersonal conflict 
D) intragroup conflict 
A) intergroup conflict 
B) interpersonal conflict 
C) intrapersonal conflict 
D) intragroup conflict

Question 13

Nejah and Omar are two supervisors in the production department of a manufacturing firm.The two have known each other since high school intensely dislike each other and their animosity repeatedly spills over into the workplace.Kareem is the production department manager.After yesterday's five-minute shouting match between Nejah and Omar on the factory floor with the production crew looking on,Kareem is at wit's end.Using the conflict handling style grid as a focal point,discuss what style Kareem might use to handle this situation.

Accepted Answer

Kareem might have used the avoidance sty

Question 14

Ned and Michael are managers of two different departments at Beckett Corporation.The two have not gotten along well over the years.Yesterday the two attended a budget meeting for the new fiscal year.Both wanted more funding for their departments.When the finance vice president suggested an increase for Ned's department,Michael became quite agitated and made a number of accusations about the nature of the numbers that Ned had used to support his position.After the meeting,Michael cornered the finance vice president in his office and continued his spiel on why his department deserved the extra funding but Ned's did not.What style of conflict handling does Michael exhibit?

Accepted Answer

A) compromise 
B) accommodation 
C) competition 
D) avoidance 
A) compromise 
B) accommodation 
C) competition 
D) avoidance

Question 15

*Tijuan has to address the issue that Jaime has been late to work three times in two weeks.Which of these would be the best approach for Tijuan?

Accepted Answer

A) fire Jaime the fourth time she is late 
B) ask Jaime if there is a situation that is contributing to being late recently and try to help resolve the issue 
C) send Jaime to the human resources department 
D) call Jaime to his office and promise her she'll be fired the next time she is late 
A) fire Jaime the fourth time she is late 
B) ask Jaime if there is a situation that is contributing to being late recently and try to help resolve the issue 
C) send Jaime to the human resources department 
D) call Jaime to his office and promise her she'll be fired the next time she is late

Question 16

Research on effective teams indicates that they experience

Accepted Answer

A) high levels of relationship conflict. 
B) moderate levels of process conflict at the beginning of the project timeline. 
C) moderate levels of task conflict in the middle of the project timeline. 
D) moderate levels of relationship conflict and high levels of process conflict. 
A) high levels of relationship conflict. 
B) moderate levels of process conflict at the beginning of the project timeline. 
C) moderate levels of task conflict in the middle of the project timeline. 
D) moderate levels of relationship conflict and high levels of process conflict.

Question 17

Which of the following is a positive outcome of conflict in the organization?

Accepted Answer

A) increased creativity 
B) accurate assumptions 
C) enhanced volunteering behavior 
D) individual task satisfaction 
A) increased creativity 
B) accurate assumptions 
C) enhanced volunteering behavior 
D) individual task satisfaction

Question 18

Allan is a member of a union.The supervisor at the firm where he works gave Allan a three-day suspension for not wearing his protective shoes on the manufacturing floor of his firm.Allan appealed the suspension and the company's plant manager refused to rescind the suspension.The union wants to appeal this decision to a neutral third party for a ruling.What procedure does the union want to utilize?

Accepted Answer

A) mediation 
B) negotiation 
C) arbitration 
D) conflict management 
A) mediation 
B) negotiation 
C) arbitration 
D) conflict management

Question 19

Which of the following is considered a good piece of advice to offer individuals who want to engage in successful negotiations?

Accepted Answer

A) Don't establish deadlines;when the negotiations are over,they are over. 
B) Rushing negotiations can be a good tactic. 
C) Don't worry about periods of silence;just wait. 
D) Focus on disagreement first and then go back to those areas that are resolved. 
A) Don't establish deadlines;when the negotiations are over,they are over. 
B) Rushing negotiations can be a good tactic. 
C) Don't worry about periods of silence;just wait. 
D) Focus on disagreement first and then go back to those areas that are resolved.

Question 20

Negotiation refers to

Accepted Answer

A) the process that involves bringing in a third party who has the authority to act as a judge and will make a binding decision. 
B) the process that involves two people disagreeing. 
C) the process where a third party enters a situation with the goal of assisting the parties to reach an agreement. 
D) the process whereby two or more parties work toward an agreement. 
A) the process that involves bringing in a third party who has the authority to act as a judge and will make a binding decision. 
B) the process that involves two people disagreeing. 
C) the process where a third party enters a situation with the goal of assisting the parties to reach an agreement. 
D) the process whereby two or more parties work toward an agreement.

Which of the following statements regarding the bargaining phase of negotiation is correct?

Briefly describe the "social issues" that were identified in relation to negotiating that kept firms such as PointCast from reaching agreement.

What are two positive and two negative outcomes of conflict?

__________ is the process that involves people disagreeing.

Which of the following is NOT a recommended step in negotiating a higher salary for yourself?

Americans tend to have a higher tolerance for conflict as a way of working through issues than their Japanese counterparts.

Which of the following statements regarding the process of mediation is accurate?

Research shows that when managers are dealing with conflict they prefer which conflict handling style?

Western cultures view negotiations as a social activity while their Eastern culture counterparts view it as a business activity.

*Competition,personality differences,or values beliefs could lead to

*Tijuan has to address the issue that Jaime has been late to work three times in two weeks.Which of these would be the best approach for Tijuan?

Research on effective teams indicates that they experience

Which of the following is a positive outcome of conflict in the organization?

Which of the following is considered a good piece of advice to offer individuals who want to engage in successful negotiations?

Negotiation refers to

Organizational Behavior

Diversity in the Workplace

Understanding People at Work: Individual Differences and Perception

Individual Attitudes and Behaviors

Theories of Motivation

Designing a Motivating Work Environment

Managing Stress and Emotions

Communication

Managing Groups and Teams

Making Decisions

Leading People Within Organizations

Power and Politics

Organizational Structure and Change

Organizational Culture

Filters

Exam 10: Conflict and Negotiations

Which of the following statements regarding the bargaining phase of negotiation is correct?

Briefly describe the "social issues" that were identified in relation to negotiating that kept firms such as PointCast from reaching agreement.

What are two positive and two negative outcomes of conflict?

__________ is the process that involves people disagreeing.

Which of the following is NOT a recommended step in negotiating a higher salary for yourself?

Americans tend to have a higher tolerance for conflict as a way of working through issues than their Japanese counterparts.

Which of the following statements regarding the process of mediation is accurate?

Research shows that when managers are dealing with conflict they prefer which conflict handling style?

Western cultures view negotiations as a social activity while their Eastern culture counterparts view it as a business activity.

*Competition,personality differences,or values beliefs could lead to

*Tijuan has to address the issue that Jaime has been late to work three times in two weeks.Which of these would be the best approach for Tijuan?

Research on effective teams indicates that they experience

Which of the following is a positive outcome of conflict in the organization?

Which of the following is considered a good piece of advice to offer individuals who want to engage in successful negotiations?

Negotiation refers to

Organizational Behavior

Diversity in the Workplace

Understanding People at Work: Individual Differences and Perception

Individual Attitudes and Behaviors

Theories of Motivation

Designing a Motivating Work Environment

Managing Stress and Emotions

Communication

Managing Groups and Teams

Making Decisions

Leading People Within Organizations

Power and Politics

Organizational Structure and Change

Organizational Culture

Filters