Question 1

Every one of the situational factors involved in any conflict should be examined prior to entering the negotiation process. Why is this statement incorrect?

Accepted Answer

A)   Other factors are more important than situational factors, so those should be examined in their entirety
B)   All of the information needed may not be identified or available
C)   You only need to examine the critical factors
D)   The original statement is correct B

Question 2

All of the following are elements that negotiators should clarify and understand prior to beginning the negotiation except ________.

Accepted Answer

A)   Positions
B)   Issues
C)   Timing
D)   Interests C

Question 3

With less than two weeks to go until a critical sales presentation, progress on a very important project has ground to a halt because the group can't decide which software to use. Two people have strong preferences to use different kinds of software. The other three people in the group just want to pick one and move on. What type of conflict is happening?

Accepted Answer

A)   Process
B)   Task
C)   Latent
D)   Interpersonal A

Question 4

In the conflict process, does "Stage 2: Awareness" occur simultaneously for both involved parties? Explain and justify your answer.

Accepted Answer

The answer of In the conflict process, does "Stage 2:...

Question 5

Organizations experience ________ conflict.

Accepted Answer

A)   No
B)   Functional
C)   Dysfunctional
D)   Functional and dysfunctional

Question 6

Employees are advised to use the subordinate negotiation strategy because it focuses on building the relationship between themselves and their supervisor.

Accepted Answer

A)   True, employees should defer to the experience and decisions of the supervisor, so entering negotiations with the goal of preserving that relationship is a great idea for advancing in the company
B)   False, they should use the competitive strategy that focuses only on the issues at hand and doesn't consider the relationship between the employer and employee
C)   False, they should use the avoidance strategy so they can focus on their own work and leave the negotiations and decision making to their supervisor
D)   False, a collaborative strategy would be the better choice because the issue and relationship are both considered during the negotiation process

Question 7

Amber has always been averse to conflict and tries to avoid becoming involved at all costs both at work and in her personal life. When friends or coworkers try to pull her into a conflict, she resists and withdrawals from the situation. She has considered whether this is the best conflict management strategy and she concluded that it has worked for her thus far and that if she continues to avoid conflicts, she can stay out of them and she won't have to deal with them. Examine Amber's conflict management strategy and justify your conclusion.

Accepted Answer

The answer of Amber has always been averse to conflict...

Question 8

What is the preferred medium of communication for negotiations?

Accepted Answer

A)   Online chat
B)   Text
C)   Face-to-face
D)   Email

Question 9

Before you attempt to use any interpersonal influence technique at work or in your personal life, you should ________.

Accepted Answer

A)   Take a conflict management course
B)   Have training in counseling or related field
C)   Always involve a neutral third party
D)   None of the above

Question 10

Organizations should actively manage conflict at which level(s)?

Accepted Answer

A)   Individual
B)   Group
C)   Organizational
D)   All of the above

Question 11

Which of the following statements about cognitive framing is true?

Accepted Answer

A)   Individuals have unique cognitive frames
B)   Individuals working in the same department will have similar cognitive frames
C)   Individuals with good working relationships will have similar cognitive frames
D)   Individuals working on different teams but in the same department will have similar cognitive frames

Question 12

Which type of negotiation views resources involved in the negotiation as flexible instead of fixed?

Accepted Answer

A)   Distributive negotiation
B)   Integrative negotiation
C)   Process negotiation
D)   Expansion negotiation

Question 13

Which of the following is not a predetermined factor in negotiations?

Accepted Answer

A)   Issues involved
B)   People involved
C)   Surrounding environment
D)   Strategy choice

Question 14

Which type of conflict do mediators work to resolve?

Accepted Answer

A)   Interpersonal
B)   Process
C)   Very few conflicts with specific issues identified
D)   A broad range of conflicts

Question 15

All conflict should be approached with the ultimate goal of ________.

Accepted Answer

A)   Eliminating conflict from the workplace completely
B)   Reducing interpersonal conflict but encouraging task conflict
C)   Only having conflict that ends well
D)   Creating functional conflict while minimizing dysfunctional conflict

Question 16

The avoiding conflict style ________.

Accepted Answer

A)   Should never be used because nothing will get done
B)   Should rarely be used because it results in no action
C)   Can be effective in certain situations
D)   Should always be used if the goal is to increase cooperation

Question 17

Process conflict by definition affects the work process and results negatively. Does that mean that this type of conflict should be limited as much as possible in organizations? Explain and justify your answer.

Accepted Answer

The answer of Process conflict by definition affects the work...

Question 18

The best conflict style is ________.

Accepted Answer

A)   Competing
B)   Compromising
C)   Accommodating
D)   None of the above

Question 19

Brian is engaging in negotiations with the other department managers for resource allocations for the next fiscal year. Brian is very confident that he will get exactly what he needs for his department in this negotiation, but his boss thought he was overestimating his probability of success. Which of the below situations most likely happened?

Accepted Answer

A)   Brian will get less than what he was negotiating for
B)   Brian will get what he was negotiating for
C)   Brian will get more than what he was negotiating for
D)   Brian is more likely to enter an interpersonal conflict over values with the other managers

Question 20

The number of organizations using a team structure is increasing and more individuals are working in close proximity and working together on various projects. Given this new organizational structure, which type of conflict is likely to increase compared to the individual work structure of the past?

Accepted Answer

A)   Process conflict
B)   Task conflict
C)   Interpersonal conflict
D)   None of the above

Exam 10: Conflict and Negotiation