Question 1

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

Accepted Answer

A) excessive personal attacks 
B) climate of distrust 
C) employee feelings of being demeaned with resulting lower morale 
D) all of the above 
A) excessive personal attacks 
B) climate of distrust 
C) employee feelings of being demeaned with resulting lower morale 
D) all of the above

Question 2

Name the three types of conflict and briefly describe each.

Accepted Answer

Conflict is the process that involves pe

Question 3

BATNA stands for ________________________________ ____________.

Accepted Answer

best alter

Question 4

Mediation is the process of bringing in a third party who has the authority to act as a judge and make a binding decision in the conflict situation.

Accepted Answer

A) True 
 B)False

Question 5

Research indicates which of the following findings regarding negotiations is correct?

Accepted Answer

A) Those who encounter anger during negotiation are likely to counter with an accommodation approach to negotiations. 
B) Though men have a greater tendency to negotiate in a salary situation,they are no more successful than women in securing an increase. 
C) Setting integrative goals is no more likely to improve the chances of arriving at an agreement than going into negotiations with adversarial goals. 
D) Individuals who were unable to negotiate a deal in previous negotiation situations tended to have lower outcomes in subsequent negotiations than those who had initially negotiated deals in the past. 
A) Those who encounter anger during negotiation are likely to counter with an accommodation approach to negotiations. 
B) Though men have a greater tendency to negotiate in a salary situation,they are no more successful than women in securing an increase. 
C) Setting integrative goals is no more likely to improve the chances of arriving at an agreement than going into negotiations with adversarial goals. 
D) Individuals who were unable to negotiate a deal in previous negotiation situations tended to have lower outcomes in subsequent negotiations than those who had initially negotiated deals in the past.

Question 6

A mediator should enter a negotiation when

Accepted Answer

A) personal differences are detected. 
B) the parties are only talking for short periods of time and tension is rising. 
C) the parties are unable to find a solution. 
D) a quick resolution is desired but not imperative. 
A) personal differences are detected. 
B) the parties are only talking for short periods of time and tension is rising. 
C) the parties are unable to find a solution. 
D) a quick resolution is desired but not imperative.

Question 7

Which of the following statements regarding to the first phase of the negotiation process,investigation,is accurate?

Accepted Answer

A) Investigation is the phase of the negotiation process that is often ignored. 
B) Focus on the party with whom you are negotiating first and then analyze yourself. 
C) The investigation phase of negotiation is designed to deliver information. 
D) The investigation phase necessitates a clear understanding of both parties' goals. 
A) Investigation is the phase of the negotiation process that is often ignored. 
B) Focus on the party with whom you are negotiating first and then analyze yourself. 
C) The investigation phase of negotiation is designed to deliver information. 
D) The investigation phase necessitates a clear understanding of both parties' goals.

Question 8

The ____________ conflict handling style has the most potential to be highly effective in many different situations.

Accepted Answer

The answer of The ____________ conflict handling style has the...

Question 9

Mark has been the teachers' union representative for contract negotiations for the past five contracts.Today the school district presented a counterproposal in which they requested that teachers make a minimal contribution for their healthcare premiums.The expiring contract makes the school district entirely responsible for the premiums.Mark is outraged.He throws the proposal given him on the floor and yells at the school district representative as he exits the negotiation room,"This is a pure and simple insult to my members and I will not sit at a table with anyone who treats them so poorly." Mark is committing what negotiation mistake?

Accepted Answer

A) having unrealistic expectations 
B) letting past negative outcomes impact the present ones 
C) getting overly emotional 
D) letting his ego get in the way 
A) having unrealistic expectations 
B) letting past negative outcomes impact the present ones 
C) getting overly emotional 
D) letting his ego get in the way

Question 10

Mario is preparing to negotiate a marketing agreement for his product with an advertising firm.What are the key steps he should prepare for in that negotiation?

Accepted Answer

At the outset,Mario needs to do some inv

Question 11

Mediation refers to

Accepted Answer

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

Question 12

With regard to conflict,which of the following statements is accurate?

Accepted Answer

A) The best solution often requires a discussion of varying opinions. 
B) A lack of disagreement may indicate employees are successfully matched. 
C) Conflict is inherently bad. 
D) A key to a healthy discussion is a focus on personalities,not tasks. 
A) The best solution often requires a discussion of varying opinions. 
B) A lack of disagreement may indicate employees are successfully matched. 
C) Conflict is inherently bad. 
D) A key to a healthy discussion is a focus on personalities,not tasks.

Question 13

Intergroup conflict

Accepted Answer

A) occurs between two individuals. 
B) occurs within the individual. 
C) occurs between two departments. 
D) occurs between team members. 
A) occurs between two individuals. 
B) occurs within the individual. 
C) occurs between two departments. 
D) occurs between team members.

Question 14

The final phase of the negotiation process,______________,is where the two parties either come to an agreement on terms or one party has found the final offer to be unacceptable and walks away from it.

Accepted Answer

The answer of The final phase of the negotiation process,______________,is...

Question 15

A person with a(n) _________ conflict handling style might say,"If it's important to you,I can go along with it."

Accepted Answer

The answer of A person with a(n) _________ conflict handling...

Question 16

Which of the following statements is true regarding the relationship between conflict and performance?

Accepted Answer

A) Low conflict leads to medium performance. 
B) Medium conflict leads to high performance. 
C) High conflict leads to high performance. 
D) Low conflict leads to high performance. 
A) Low conflict leads to medium performance. 
B) Medium conflict leads to high performance. 
C) High conflict leads to high performance. 
D) Low conflict leads to high performance.

Question 17

List and describe two common mistakes made in negotiation.

Accepted Answer

Failing to negotiate or taking the first

Question 18

Which of the following statements regarding ethics and negotiations is accurate?

Accepted Answer

A) Hardball negotiation tactics are fair game;the goal after all is to "get" all you can. 
B) If you try to destroy one party in negotiating,that party may return the favor at a future date. 
C) A party who feels you are being unfair will be more likely to make concessions. 
D) A party who feels you are dishonest may be more likely to concede. 
A) Hardball negotiation tactics are fair game;the goal after all is to "get" all you can. 
B) If you try to destroy one party in negotiating,that party may return the favor at a future date. 
C) A party who feels you are being unfair will be more likely to make concessions. 
D) A party who feels you are dishonest may be more likely to concede.

Question 19

The Challenger incident is widely recognized as a situation of groupthink at NASA.While some testing had indicated potential concerns with cold weather and the sustainability and performance of "O-rings" in the shuttle design,the desire of NASA executives to meet a timetable for budgetary and public relations reasons caused that information to not be properly presented in the debate over launch timing.What are some ways that NASA executives could stimulate conflict in such meetings to avoid future tragedies?

Accepted Answer

Conflict can be stimulated by encouragin

Question 20

The first step to an integrative approach to negotiation is

Accepted Answer

A) listening. 
B) exploring options to achieving goals. 
C) adopting a cooperative stance. 
D) adopting an adversarial stance. 
A) listening. 
B) exploring options to achieving goals. 
C) adopting a cooperative stance. 
D) adopting an adversarial stance.

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

Name the three types of conflict and briefly describe each.

BATNA stands for ____________________ .

Mediation is the process of bringing in a third party who has the authority to act as a judge and make a binding decision in the conflict situation.

Research indicates which of the following findings regarding negotiations is correct?

A mediator should enter a negotiation when

Which of the following statements regarding to the first phase of the negotiation process,investigation,is accurate?

The ____________ conflict handling style has the most potential to be highly effective in many different situations.

Mario is preparing to negotiate a marketing agreement for his product with an advertising firm.What are the key steps he should prepare for in that negotiation?

Mediation refers to

With regard to conflict,which of the following statements is accurate?

Intergroup conflict

The final phase of the negotiation process,______________,is where the two parties either come to an agreement on terms or one party has found the final offer to be unacceptable and walks away from it.

A person with a(n) _________ conflict handling style might say,"If it's important to you,I can go along with it."

Which of the following statements is true regarding the relationship between conflict and performance?

List and describe two common mistakes made in negotiation.

Which of the following statements regarding ethics and negotiations is accurate?

The first step to an integrative approach to negotiation is

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 is a negative outcome of conflict in the organization?

Name the three types of conflict and briefly describe each.

BATNA stands for ________________________________ ____________.

Mediation is the process of bringing in a third party who has the authority to act as a judge and make a binding decision in the conflict situation.

Research indicates which of the following findings regarding negotiations is correct?

A mediator should enter a negotiation when

Which of the following statements regarding to the first phase of the negotiation process,investigation,is accurate?

The ____________ conflict handling style has the most potential to be highly effective in many different situations.

Mario is preparing to negotiate a marketing agreement for his product with an advertising firm.What are the key steps he should prepare for in that negotiation?

Mediation refers to

With regard to conflict,which of the following statements is accurate?

Intergroup conflict

The final phase of the negotiation process,______________,is where the two parties either come to an agreement on terms or one party has found the final offer to be unacceptable and walks away from it.

A person with a(n) _________ conflict handling style might say,"If it's important to you,I can go along with it."

Which of the following statements is true regarding the relationship between conflict and performance?

List and describe two common mistakes made in negotiation.

Which of the following statements regarding ethics and negotiations is accurate?

The first step to an integrative approach to negotiation is

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

BATNA stands for ____________________ .