Exam 9: Managing Conflicts of Interest

Roger is trying for a promotion. The pay increase he will receive represents a

Explain how the dilemma of honesty and openness affects negotiation.

What did Blake and Mouton find out about the dynamics of intergroup conflict?

Social identity theory states that group members

A wise agreement includes

Les is running for public office and must maintain a congenial public image. Her avoidance of conflict is due to

A mediator is

What is ingroup-outgroup bias and why is it important to know about?

When a negotiator is worried about whether to believe the other, that is a

When controlling the occurrence of a conflict you must consider

Why is it important to describe your feelings in negotiating conflict?

In order to communicate your feelings, you need to

In fundamental attribution error, you attribute the causes of the opponent's behavior to

Explain the trust dynamics between high and low power negotiators.

Reasons a person should refuse to negotiate include

When two groups are placed in the same room and given unrelated tasks, they often begin to cooperative with each other.

Reaching a wise decision requires reconciling

If the time and place is NOT right for dealing with a conflict, it can be avoided by

Debi and Rob have a disagreement that leads to a fist fight. This is an example of

In distributive negotiations, you can use threats, if necessary.