Exam 13: Managing Conflict and Negotiating Effectively

In Across Cultures Competency: German businesspeople usually focus on the personal side of business relationships when negotiating a deal.

A process conflict occurs when there is a disagreement about the content of the work.

Recall the four stages of negotiations. Assign a question that is appropriate to ask during each stage.

Which of the following is a key task for a mediator?

Charles wants at least 40% of the budget to go toward marketing the new product, but Patricia thinks this is too much because it won't leave any room in the budget for testing. What is the source of their intergroup conflict?

Beth is willing to give in to others if they are willing to meet her partway. She uses a compromising style to handle conflict.

Lisa knows her boss expects her to finish the report before she goes home but her daughter needs to get picked up from soccer practice and she is also having a party for her best friend's birthday tonight. Her boss, her daughter, and her friend are members of her

The ____ style of conflict management encompasses unassertive and uncooperative behaviors.

Breanna and Alan disagree about how to decrease the budget. They are involved in a ____ conflict.

Devin isn't sure if his manager wants him to close an account when the customer is delinquent or call the customer and try to work out the imbalance. He feels frustrated that his boss doesn't give him clear guidance. What is Devin experiencing?

In Learning from Experience: After Cathy McBroom was assaulted by federal judge, Samuel Kent, she felt comfortable filing an immediate complaint against the judge.

Being outgoing and friendly, seeking common ground despite cultural differences, and being open minded are all ways to create social empathy.

Explain principles to use when trying to achieve successful integrative negotiations.

Demonstrate the four types of role conflict that may occur as a result of incompatible messages from the role set. Provide an example of each.

Compare and contrast three types of conflict: relationship, task, and process. Provide a hypothetical example of each.

Task _____ refers to the interrelationships required between two or more groups to achieve their goals.

Conflict between individuals is called _____ conflict.

What basic guideline of effective communication should be followed when negotiating across cultures?

Nathan knows his manager wants him to personally call each of the customers who didn't receive their shipment but Nathan feels this is a job for the customer service department. This is an example of role conflict.

Uncertainty and a lack of clarity surrounding expectations about a single role is called intragroup conflict.