Exam 11: Handle Conflict, Negotiation, and Decision Making

An example of the application of the anchoring and adjustment heuristic is when Jason, an HR manager at ABC Manufacturing, selects a new member not because of any special qualities of the person but only because the individual comes from an educational institution known to have produced high performers in the past.

During a conflict situation, Kyle is cooperative but unassertive with his employees. He tries to smooth over their differences, but it only produces a false sense of harmony among them. Which type of conflict management style is Kyle using?

The type of negotiation that takes place when each party holds out to get its own way is called __________ negotiation.

If conflict is severe and recurring, the continual use of upward referral may not result in true conflict resolution.

Dysfunctional conflict works to the individual's, group's, or organization's disadvantage often diverting energies and hurting group cohesion.

Choosing the first alternative that appears to give an acceptable or satisfactory resolution of the problem is known as __________.

Conflict resolution involves a fundamental disagreement over ends or goals to be pursued and the means for their accomplishment.

All of the following are important behavioral foundations for gaining integrative agreements EXCEPT:

What is conflict? In what ways are managers involved with conflict?

Because of a __________ problem, negotiations can break down, wherein the parties do not really talk to one another, at least not in the sense of making themselves truly understood.

Heuristics is the process of choosing a course of action for dealing with a problem.

Accommodation is a conflict management strategy that may be used when an issue is trivial.

A dispute with one's boss over a plan of action to be followed, such as a marketing strategy for a new product, is an example of emotional conflict.

The __________ involves assessing an event by taking an initial value from historical precedent or an outside source and then incrementally adjusting this value to make a current assessment.

Which of the following involves interpersonal difficulties that arise over feelings of anger, mistrust, dislike, fear, resentment, and the like?

The myth of the fixed pie occurs when people become committed to their demands and are reluctant to back down.

The __________ involves assessing a current event based on past occurrences that are easily available in one's memory.

In the context of the different ways identified by Victor Vroom and his colleagues in which individual, consultative, and team decisions are made, __________ decisions are made when a manager or team leader solicits input from other people and then, based on this information and its interpretation, makes a final choice.

In the __________ approach to negotiation, participants would say, "Let's find a way to make this work for both of us."

__________ is the strength of the position that an individual or a party brings to a negotiation situation.