Question 1

Negotiators who consistently act in a way that demonstrates competence, honesty, and integrity will usually have better outcomes in the long run.

Accepted Answer

A) True 
 B)False  True

Question 2

________ is the third stage in the conflict process and it intervenes between people's perceptions and their overt behavior.

Accepted Answer

A) Potential for opposition 
B) Intention 
C) Cognition 
D) Attribution 
E) Behavioral manifestation 
A) Potential for opposition 
B) Intention 
C) Cognition 
D) Attribution 
E) Behavioral manifestation B

Question 3

As both sides agree that they are competing over a fixed amount of resources, each side feels that what one side wins, the other loses. Based on this information, we can say that the two sides are engaged in ________.

Accepted Answer

A) conciliation 
B) distributive bargaining 
C) mediation 
D) integrative bargaining 
E) arbitration 
A) conciliation 
B) distributive bargaining 
C) mediation 
D) integrative bargaining 
E) arbitration B

Question 4

Discuss the effects of agreeableness on the effectiveness of negotiations.

Accepted Answer

Research shows that overall agreeablenes

Question 5

Cross-cultural negotiations have no issues of trust.

Accepted Answer

A) True 
 B)False

Question 6

The conflict-handling intention of accommodating is ________.

Accepted Answer

A) assertive and uncooperative 
B) assertive and cooperative 
C) unassertive and uncooperative 
D) unassertive and cooperative 
E) reflective and assertive 
A) assertive and uncooperative 
B) assertive and cooperative 
C) unassertive and uncooperative 
D) unassertive and cooperative 
E) reflective and assertive

Question 7

Which of the following methods of third-party negotiation always results in a settlement?

Accepted Answer

A) mediation 
B) consultancy 
C) arbitration 
D) conciliation 
E) execution 
A) mediation 
B) consultancy 
C) arbitration 
D) conciliation 
E) execution

Question 8

In terms of intraorganizational behavior, all things being equal, integrative bargaining is preferable to distributive bargaining.

Accepted Answer

A) True 
 B)False

Question 9

Explain how self-efficacy impacts negotiation outcomes.

Accepted Answer

Self-efficacy is one individual-differen

Question 10

What are the various causes of conflict?

Accepted Answer

The three general categories of conditio

Question 11

According to the interactionist's perspective, a group that functions without conflict is ________.

Accepted Answer

A) living up to behavioral standards 
B) prone to becoming static and apathetic 
C) the most productive 
D) most likely to be responsive to the need for change and innovation 
E) a rare phenomenon 
A) living up to behavioral standards 
B) prone to becoming static and apathetic 
C) the most productive 
D) most likely to be responsive to the need for change and innovation 
E) a rare phenomenon

Question 12

A conflict-intensity continuum has "annihilatory conflict" at the upper end and "no conflict" at the lower end. In the context of this conflict-intensity continuum, which of the following statements is true of conflict intensities?

Accepted Answer

A) Aggressive physical attacks fall in the lower range of the conflict-intensity continuum. 
B) Conflicts that reach the lower ranges of the conflict-intensity continuum are almost always dysfunctional. 
C) Strikes, riots, and wars fall in the lower range of the conflict-intensity continuum. 
D) In cases of annihilatory conflict, there is overt questioning or challenging of others. 
E) Functional conflicts are typically confined to the lower range of the conflict-intensity continuum. 
A) Aggressive physical attacks fall in the lower range of the conflict-intensity continuum. 
B) Conflicts that reach the lower ranges of the conflict-intensity continuum are almost always dysfunctional. 
C) Strikes, riots, and wars fall in the lower range of the conflict-intensity continuum. 
D) In cases of annihilatory conflict, there is overt questioning or challenging of others. 
E) Functional conflicts are typically confined to the lower range of the conflict-intensity continuum.

Question 13

In a negotiation process, which of the following activities is most likely to be included in the preparation and planning step?

Accepted Answer

A) justifying your original demands 
B) determining your best alternative to a negotiated agreement 
C) determining where the negotiation will take place 
D) designing procedures for implementing the agreement that has been worked out 
E) exchange of the initial proposals or demands 
A) justifying your original demands 
B) determining your best alternative to a negotiated agreement 
C) determining where the negotiation will take place 
D) designing procedures for implementing the agreement that has been worked out 
E) exchange of the initial proposals or demands

Question 14

Mike and Keith are on the same team; they work well with other people in the same team but don't get along with each other. This type of conflict can best be described as ________.

Accepted Answer

A) intragroup 
B) bilateral 
C) intergroup 
D) dyadic 
E) dual 
A) intragroup 
B) bilateral 
C) intergroup 
D) dyadic 
E) dual

Question 15

Which of the following statements is true regarding integrative bargaining?

Accepted Answer

A) Integrative bargaining leaves one party a loser. 
B) Integrative bargaining is used in labor-management negotiations most of the time. 
C) Integrative bargaining focuses on long-term relationships. 
D) Integrative bargaining operates under zero-sum conditions. 
E) Integrative bargaining involves low information sharing. 
A) Integrative bargaining leaves one party a loser. 
B) Integrative bargaining is used in labor-management negotiations most of the time. 
C) Integrative bargaining focuses on long-term relationships. 
D) Integrative bargaining operates under zero-sum conditions. 
E) Integrative bargaining involves low information sharing.

Question 16

During a negotiation, making an initial offer leads to the ________ bias.

Accepted Answer

A) self-serving 
B) framing 
C) attributional 
D) anchoring 
E) belief 
A) self-serving 
B) framing 
C) attributional 
D) anchoring 
E) belief

Question 17

According to a newly added office smoking regulation, only employees who have an enclosed office may smoke at their desks. This leads to a major conflict between various employees as virtually all employees with enclosed offices are higher-level managers and all other employees lack enclosed offices. Therefore, the lower-level employees who smoke argue that they should be offered enclosed offices. Which of the following, if true, strengthens the employees' argument?

Accepted Answer

A) The company is a zealous supporter of the "Kick the Butt" campaign-a corporate anti-smoking campaign. 
B) Higher-level managers, who have enclosed offices, are willing to share their offices with-lower level employees. 
C) The smoking regulations allow all employees who smoke an equal opportunity to do so, regardless of an employee's job level. 
D) Employees at the higher level, who do not smoke, do not have enclosed offices. 
E) The company has a limited budget for infrastructure modifications. 
A) The company is a zealous supporter of the "Kick the Butt" campaign-a corporate anti-smoking campaign. 
B) Higher-level managers, who have enclosed offices, are willing to share their offices with-lower level employees. 
C) The smoking regulations allow all employees who smoke an equal opportunity to do so, regardless of an employee's job level. 
D) Employees at the higher level, who do not smoke, do not have enclosed offices. 
E) The company has a limited budget for infrastructure modifications.

Question 18

Macy does not like a few of the standard operating procedures adapted for the new project. However, she discussed the items with the team and told them that she realized she was in the minority and that she would adapt the new procedures to maintain smooth operations within the team. This type of conflict-handling intention is called ________.

Accepted Answer

A) negotiating 
B) accommodating 
C) collaborating 
D) compromising 
E) competing 
A) negotiating 
B) accommodating 
C) collaborating 
D) compromising 
E) competing

Question 19

Outline and discuss the conflict process.

Accepted Answer

The conflict process can be seen as comp

Question 20

Open and emotionally stable teams can put task conflict in perspective and focus on how the variance in ideas can help solve the problem rather than letting it degenerate into relationship conflicts.

Accepted Answer

A) True 
 B)False

Negotiators who consistently act in a way that demonstrates competence, honesty, and integrity will usually have better outcomes in the long run.

________ is the third stage in the conflict process and it intervenes between people's perceptions and their overt behavior.

As both sides agree that they are competing over a fixed amount of resources, each side feels that what one side wins, the other loses. Based on this information, we can say that the two sides are engaged in ________.

Discuss the effects of agreeableness on the effectiveness of negotiations.

Cross-cultural negotiations have no issues of trust.

The conflict-handling intention of accommodating is ________.

Which of the following methods of third-party negotiation always results in a settlement?

In terms of intraorganizational behavior, all things being equal, integrative bargaining is preferable to distributive bargaining.

Explain how self-efficacy impacts negotiation outcomes.

What are the various causes of conflict?

According to the interactionist's perspective, a group that functions without conflict is ________.

A conflict-intensity continuum has "annihilatory conflict" at the upper end and "no conflict" at the lower end. In the context of this conflict-intensity continuum, which of the following statements is true of conflict intensities?

In a negotiation process, which of the following activities is most likely to be included in the preparation and planning step?

Mike and Keith are on the same team; they work well with other people in the same team but don't get along with each other. This type of conflict can best be described as ________.

Which of the following statements is true regarding integrative bargaining?

During a negotiation, making an initial offer leads to the ________ bias.

Outline and discuss the conflict process.

Open and emotionally stable teams can put task conflict in perspective and focus on how the variance in ideas can help solve the problem rather than letting it degenerate into relationship conflicts.

What Is Organizational Behavior?

Diversity in Organizations

Attitudes and Job Satisfaction

Emotions and Moods

Personality and Values

Perception and Individual Decision Making

Motivation Concepts

Motivation: From Concepts to Applications

Foundations of Group Behavior

Understanding Work Teams

Communication

Leadership

Power and Politics

Foundations of Organization Structure

Organizational Culture

Human Resource Policies and Practices

Organizational Change and Stress Management

Filters

Exam 14: Conflict and Negotiation

Negotiators who consistently act in a way that demonstrates competence, honesty, and integrity will usually have better outcomes in the long run.

________ is the third stage in the conflict process and it intervenes between people's perceptions and their overt behavior.

As both sides agree that they are competing over a fixed amount of resources, each side feels that what one side wins, the other loses. Based on this information, we can say that the two sides are engaged in ________.

Discuss the effects of agreeableness on the effectiveness of negotiations.

Cross-cultural negotiations have no issues of trust.

The conflict-handling intention of accommodating is ________.

Which of the following methods of third-party negotiation always results in a settlement?

In terms of intraorganizational behavior, all things being equal, integrative bargaining is preferable to distributive bargaining.

Explain how self-efficacy impacts negotiation outcomes.

What are the various causes of conflict?

According to the interactionist's perspective, a group that functions without conflict is ________.

A conflict-intensity continuum has "annihilatory conflict" at the upper end and "no conflict" at the lower end. In the context of this conflict-intensity continuum, which of the following statements is true of conflict intensities?

In a negotiation process, which of the following activities is most likely to be included in the preparation and planning step?

Mike and Keith are on the same team; they work well with other people in the same team but don't get along with each other. This type of conflict can best be described as ________.

Which of the following statements is true regarding integrative bargaining?

During a negotiation, making an initial offer leads to the ________ bias.

Outline and discuss the conflict process.

Open and emotionally stable teams can put task conflict in perspective and focus on how the variance in ideas can help solve the problem rather than letting it degenerate into relationship conflicts.

What Is Organizational Behavior?

Diversity in Organizations

Attitudes and Job Satisfaction

Emotions and Moods

Personality and Values

Perception and Individual Decision Making

Motivation Concepts

Motivation: From Concepts to Applications

Foundations of Group Behavior

Understanding Work Teams

Communication

Leadership

Power and Politics

Foundations of Organization Structure

Organizational Culture

Human Resource Policies and Practices

Organizational Change and Stress Management

Filters