Question 1

Which of the following occurs when two sides may have similar goals but disagree on how to achieve them?

Accepted Answer

A)  differences over goals and priorities 
B)  differences over methods 
C)  competition for supremacy 
D)  unfulfilled expectations

Question 2

Which of the following steps in the negotiation process is an exchange of personal greetings prior to the actual bargaining process?

Accepted Answer

A)  building the relationship 
B)  preparation 
C)  bidding 
D)  gathering information

Question 3

What is defined as the process that begins when one party perceives that the other has negatively affected, or is about to negatively affect, something that he or she cares about?

Accepted Answer

A)  conflict 
B)  negotiation 
C)  cohesion 
D)  negative affect

Question 4

According to the U.S. Department of Labor, what is the leading cause of fatal injuries at work (about 1,000 per year)?

Accepted Answer

A)  equipment malfunctions 
B)  hazardous materials 
C)  workplace violence 
D)  lack of safety regulations

Question 5

All of the following are benefits of perspective taking except ______.

Accepted Answer

A)  People are more likely to empathize with the other person. 
B)  relates to positive attributions about another person's behavior 
C)  People can recognize the effects of external circumstances on what they do. 
D)  generally lead to unsatisfactory negotiation outcomes

Question 6

Compare and contrast integrative and distributive bargaining.

Accepted Answer

The answer of Compare and contrast integrative and distributive bargaining....

Question 7

Tran read a recent study focusing on self-managed work teams that improve or maintain top performance over time. Which of the following is not one of the conflict resolution strategies that these types of teams engage in?

Accepted Answer

A)  They assign work based on volunteering, default, or convenience. 
B)  They focus on the content of interactions rather than the delivery style. 
C)  They explicitly discuss reasons behind any decisions in distributing work assignments. 
D)  They assign work to members who have the relevant task expertise.

Question 8

Which of the following is not a commonly used alternative dispute resolution approach as mentioned in the text?

Accepted Answer

A)  peer review 
B)  ombudsman 
C)  counseling 
D)  conciliation

Question 9

Rachel and Heidi are coworkers who consistently have arguments. They both become angry and/or disgusted when these arguments occur. Which of the following is the type of conflict for these two?

Accepted Answer

A)  affective conflict 
B)  process conflict 
C)  substantive conflict 
D)  personality conflict

Question 10

Distributive bargaining is approached as a zero-sum game.

Accepted Answer

A) True 
 B)False

Question 11

Describe some solutions for conflict in organizations.

Accepted Answer

The answer of Describe some solutions for conflict in organizations....

Question 12

Which of the following best describes the relationship between task conflict and performance?

Accepted Answer

A)  Task conflict is never good for performance. 
B)  Too much conflict or too little conflict leads to low performance. 
C)  A high level of task conflict is best for performance. 
D)  A low level of task conflict is best for performance.

Question 13

Dylan and Kelly are having intense relationship conflict. Their leader, Brandon, intervenes to resolve the conflict. Which of the following best describes Brandon's actions?

Accepted Answer

A)  delegation 
B)  facilitation 
C)  mentoring 
D)  litigation

Question 14

What is another term for unproductive conflict?

Accepted Answer

A)  dysfunctional conflict 
B)  functional conflict 
C)  productive conflict 
D)  task conflict

Question 15

All of the following are tactics that can be used when using integrative bargaining except ______.

Accepted Answer

A)  be willing to share information 
B)  sweeten the deal 
C)  use a deadline to put pressure on the person you are bargaining with to make a decision faster 
D)  get past the fixed position of one another and discuss what their real interests are

Question 16

For integrative bargaining to work, both sides need to be willing to share information.

Accepted Answer

A) True 
 B)False

Question 17

According to a recent poll of CEOs, what was mentioned as the number one skill that CEOs are getting coaching for?

Accepted Answer

A)  persuasion skills 
B)  planning skills 
C)  listening skills 
D)  management skills

Question 18

Which of the following is a source of conflict that occurs when one person differs with another based on how he or she feels about that person?

Accepted Answer

A)  competition for supremacy 
B)  differences over goals and priorities 
C)  differences over facts 
D)  personalities

Question 19

Carol has a dominating conflict-handling style. All of the following are true of her style except ______.

Accepted Answer

A)  She is high with respect to her own concerns but low with respect to the concerns of others. 
B)  This style generally does not breed resentment among those affected by her decisions. 
C)  It may be appropriate for small decisions. 
D)  It may be appropriate when she knows the decision will be unpopular and discussion will not bring others on board.

Question 20

Which of the following conflict-handling styles reflects an inability to deal with conflict in which the person withdraws from the conflict situation?

Accepted Answer

A)  obliging 
B)  avoiding 
C)  compromising 
D)  integrating

Exam 11: Managing Conflict and Negotiation