Exam 11: Handle Conflict, Negotiation, and Decision Making

__________ occurs when win-lose strategies fail to address the root causes of a conflict and end up burying the desires of at least one of the conflicting parties. As a result, future conflicts over the same issues are likely to occur.

The __________ is the tendency to seek confirmation for what is already thought to be true and to neglect opportunities to acknowledge or find disconfirming information.

Optimizing refers to the idea that, while individuals reason well and are logical, they have their limits with respect to interpreting and making sense of things within the context of their personal situations.

__________ deal with outcomes that relate to the "content" issues under negotiation.

__________ negotiation focuses on positions staked out or declared by the parties involved who are each trying to claim certain portions of the available pie.

The dollar amount of a wage agreement in a collective bargaining situation is an example of a(n) __________.

Which of the following is NOT one of the five basic steps involved in the rational decision model?

Principled negotiation is another name for __________.

The __________ is a form of selective perception that involves seeking only those cues in a situation that support a preexisting opinion.

In the context of common decision-making pitfalls, __________ are made when the manager or team leader uses information that he or she possesses and decides what to do without involving others.

What is the first step in the rational decision model?

Arbitration occurs whenever disagreements exist in a social situation over issues of substance, or whenever emotional antagonisms create frictions between individuals or groups.

When issues are more important to others than to yourself or when you want to build credits for use in later disagreements, __________ may be used.

In __________, a formal authority simply dictates a solution and specifies what is gained and what is lost by whom.

Conflict as it is experienced in the daily workplace involves at least two basic forms:

Conflict resolution occurs when the underlying reasons for conflict are eliminated.

Which model views decision makers as acting in a world of complete certainty?

When conflict management results in one party achieving its desires and the other party not achieving its desires, the conflict is a(n) __________ conflict.

__________ is incomplete information and time and resource constraints that limit the ability to be rational.

The behavioral decision model allows for an optimizing decision that gives the absolute best solution to a problem.