Question 1

Psychological barriers often arise in negotiation.

Accepted Answer

A) True 
 B)False  True

Question 2

Assessing a conflict as positive or negative determines whether it is functional or dysfunctional in the long run.

Accepted Answer

A) True 
 B)False  True

Question 3

An individual's approach to conflict depends on:

Accepted Answer

A)  whether the individual is too afraid to seek compensation. 
B)  the individual's personality, cultural background and communication skills. 
C)  avoidance of conflict because they are trying to 'save face'. 
D)  assertiveness, empathy and active listening. 
A)  whether the individual is too afraid to seek compensation. 
B)  the individual's personality, cultural background and communication skills. 
C)  avoidance of conflict because they are trying to 'save face'. 
D)  assertiveness, empathy and active listening. B

Question 4

The purpose of negotiating is to resolve differences, solve problems and reach an agreement.

Accepted Answer

A) True 
 B)False

Question 5

Divorce is an example of a conflict requiring which of the following?

Accepted Answer

A)  Informal mediation. 
B)  Assertive mediation. 
C)  Formal mediation. 
D)  Aggressive mediation. 
A)  Informal mediation. 
B)  Assertive mediation. 
C)  Formal mediation. 
D)  Aggressive mediation.

Question 6

In a win-win negotiation strategy, both parties are satisfied with the negotiated result.

Accepted Answer

A) True 
 B)False

Question 7

The negotiators who argue according to 'only what they want' are:

Accepted Answer

A)  principled bargainers. 
B)  effective bargainers. 
C)  position-based bargainers. 
D)  effective negotiators. 
A)  principled bargainers. 
B)  effective bargainers. 
C)  position-based bargainers. 
D)  effective negotiators.

Question 8

Which of the following situations BEST represents a functional conflict approach?

Accepted Answer

A)  Fatima gathers her team together to do an ideation session on new ways of working and has created an agenda to include a session on clarifying current issues with ways of working. 
B)  Martin realises that his team are in conflict and so uses the conquest method to solve the issues. 
C)  Jordan has denied to his boss that there are any conflicts within his team. 
D)  There is a problem that affects the entire team. Orla arranges for a meeting with a select few members of the team to decide and enforce an action plan. . 
A)  Fatima gathers her team together to do an ideation session on new ways of working and has created an agenda to include a session on clarifying current issues with ways of working. 
B)  Martin realises that his team are in conflict and so uses the conquest method to solve the issues. 
C)  Jordan has denied to his boss that there are any conflicts within his team. 
D)  There is a problem that affects the entire team. Orla arranges for a meeting with a select few members of the team to decide and enforce an action plan. .

Question 9

Probing questions are used to promote conflict.

Accepted Answer

A) True 
 B)False

Question 10

In newer and flatter workplaces, where horizontal teams are used, conflict is less likely to happen.

Accepted Answer

A) True 
 B)False

Question 11

Staying alert to levels of conflict can help prevent a crisis from occurring.

Accepted Answer

A) True 
 B)False

Question 12

Submissive behaviour can promote conflict.

Accepted Answer

A) True 
 B)False

Question 13

Relationships and issues are mixed together in positional bargaining.

Accepted Answer

A) True 
 B)False

Question 14

Avoiding one-on-one difficult conversations usually leads to deteriorating relationships and conflict.

Accepted Answer

A) True 
 B)False

Question 15

The appropriate negotiation strategy is established by:

Accepted Answer

A)  cooperation, resolution of conflict and discussion. 
B)  evaluating the strength of alternatives and the importance of a long-term relationship. 
C)  determining the individual's feelings, perceptions and frame of reference. 
D)  resolving differences, solving problems and reaching agreement. 
A)  cooperation, resolution of conflict and discussion. 
B)  evaluating the strength of alternatives and the importance of a long-term relationship. 
C)  determining the individual's feelings, perceptions and frame of reference. 
D)  resolving differences, solving problems and reaching agreement.

Question 16

The method of active listening in conflict is to:

Accepted Answer

A)  relate the total message back to the speaker for confirmation. 
B)  ask questions and make brief responses. 
C)  help the listener to identify content and feelings. 
D)  use reflecting or mirroring skills. 
A)  relate the total message back to the speaker for confirmation. 
B)  ask questions and make brief responses. 
C)  help the listener to identify content and feelings. 
D)  use reflecting or mirroring skills.

Question 17

What does'Moore's pizza' relate to?

Accepted Answer

A)  The range of response types available for managing conflict. 
B)  Sources of irritations likely to further escalate conflict. 
C)  Causes of conflict. 
D)  Relationship intervention techniques. 
A)  The range of response types available for managing conflict. 
B)  Sources of irritations likely to further escalate conflict. 
C)  Causes of conflict. 
D)  Relationship intervention techniques.

Question 18

Acknowledgement of power and deference to it is based on people's perception of power.

Accepted Answer

A) True 
 B)False

Question 19

Finding out about the other party is crucial to effective negotiation.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following hinders group performance and results in negative outcomes for the individual, group or organisation?

Accepted Answer

A)  Hierarchical conflict 
B)  Dysfunctional conflict 
C)  Optimal conflict 
D)  Functional conflict 
A)  Hierarchical conflict 
B)  Dysfunctional conflict 
C)  Optimal conflict 
D)  Functional conflict

Exam 4: Negotiation and Conflict Management

Psychological barriers often arise in negotiation.

Assessing a conflict as positive or negative determines whether it is functional or dysfunctional in the long run.

An individual's approach to conflict depends on:

The purpose of negotiating is to resolve differences, solve problems and reach an agreement.

Divorce is an example of a conflict requiring which of the following?

In a win-win negotiation strategy, both parties are satisfied with the negotiated result.

The negotiators who argue according to 'only what they want' are:

Which of the following situations BEST represents a functional conflict approach?

Probing questions are used to promote conflict.

In newer and flatter workplaces, where horizontal teams are used, conflict is less likely to happen.

Staying alert to levels of conflict can help prevent a crisis from occurring.

Submissive behaviour can promote conflict.

Relationships and issues are mixed together in positional bargaining.

Avoiding one-on-one difficult conversations usually leads to deteriorating relationships and conflict.

The appropriate negotiation strategy is established by:

The method of active listening in conflict is to:

What does'Moore's pizza' relate to?

Acknowledgement of power and deference to it is based on people's perception of power.

Finding out about the other party is crucial to effective negotiation.

Which of the following hinders group performance and results in negative outcomes for the individual, group or organisation?

Communication Foundations

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Emotional Intelligence: Managing Self and Relationships

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