Question 1

Which of the following is the final step involved in diagnosing disagreement?

Accepted Answer

A)  Identifying the factors that may underlie the disagreement 
B)  Determining whether both parties had access to the same information 
C)  Identifying the state to which the disagreement has evolved 
D)  Determining the nature of the difference among the people involved 
A)  Identifying the factors that may underlie the disagreement 
B)  Determining whether both parties had access to the same information 
C)  Identifying the state to which the disagreement has evolved 
D)  Determining the nature of the difference among the people involved C

Question 2

Discuss negotiating in individualistic and collectivistic cultures.

Accepted Answer

Individualism versus collectivism distinguishes between cultures that place individuals' needs above the needs of the group and cultures that place the needs of the group above individuals' needs.Individualist cultures (United States,Great Britain,Canada,Italy,and Denmark,for example)promote autonomy of the individual and thereby reward individual accomplishments and protect individual rights.Collectivist cultures (Brazil,Greece,Mexico,Hong Kong,and Pakistan,for example)promote the interdependence of group members and thereby reward groups of people and support collective interests above individual rights.

Question 3

List the steps involved in an effective negotiation process.

Accepted Answer

The following nine steps can be critical to the success of a negotiation process:
1.Assessing your best alternative to a negotiated agreement
2.Calculating your reservation value
3.Assessing the other party's best alternative to a negotiated agreement
4.Calculating the other party's reservation value
5.Evaluating the zone of possible agreement
6.Identifying your multiple interests
7.Creating a scoring system
8.Calculating a package reservation value
9.Identifying the other party's multiple interests

Question 4

In many cases,interpersonal conflict arises when there is competition among groups over scarce resources.

Accepted Answer

A) True 
 B)False

Question 5

Claim value is the process of expanding the opportunities or issues that can be evaluated in a negotiation.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following situations is the best example of an intergroup conflict?

Accepted Answer

A)  Sam tends to argue a lot with his colleague Tom over minor issues and at an extreme situation both started attacking each other physically and were suspended for a weak. 
B)  The employees in an organization had a conflict with their employer for not improving their work environment which is highly hazardous and unhygienic. 
C)  Jane and Jack,executives of a firm's finance department,had a conflict with their teammate,John,who failed to submit an important report on time. 
D)  An organization's marketing team had a conflict with the production team due to the delay in the arrival of finished products. 
A)  Sam tends to argue a lot with his colleague Tom over minor issues and at an extreme situation both started attacking each other physically and were suspended for a weak. 
B)  The employees in an organization had a conflict with their employer for not improving their work environment which is highly hazardous and unhygienic. 
C)  Jane and Jack,executives of a firm's finance department,had a conflict with their teammate,John,who failed to submit an important report on time. 
D)  An organization's marketing team had a conflict with the production team due to the delay in the arrival of finished products.

Question 7

Describe affective and cognitive conflict.

Accepted Answer

Conflict in which individuals tend to at

Question 8

Conflict de-escalation occurs when:

Accepted Answer

A)  individuals who are in conflict perceive a common enemy. 
B)  one person's negative behaviors encourage another person's negative behaviors. 
C)  the teams are diverse or there is a history of antagonism among individuals. 
D)  one party perceives the other as the enemy. 
A)  individuals who are in conflict perceive a common enemy. 
B)  one person's negative behaviors encourage another person's negative behaviors. 
C)  the teams are diverse or there is a history of antagonism among individuals. 
D)  one party perceives the other as the enemy.

Question 9

Egalitarianism versus hierarchy distinguishes between hierarchical cultures that emphasize differentiated social status from egalitarian cultures that do not.

Accepted Answer

A) True 
 B)False

Question 10

Conflict de-escalation occurs when one person's negative behaviors encourage another person's negative behaviors.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following is a characteristic of an integrative negotiation?

Accepted Answer

A)  Creating value for both negotiators 
B)  Lack of interpersonal trust 
C)  What one wins,the other loses 
D)  Focus on single issue 
A)  Creating value for both negotiators 
B)  Lack of interpersonal trust 
C)  What one wins,the other loses 
D)  Focus on single issue

Question 12

As a response to conflict,accommodating involves:

Accepted Answer

A)  avoiding conflict because disagreements are perceived to create tension. 
B)  solving a problem together because the positions of both individuals involved are perceived as equally important. 
C)  trying not to upset the other person because maintaining a harmonious relationship is a top priority. 
D)  reaching an agreement quickly because prolonged conflicts can distract people from their work and cause bitter feelings. 
A)  avoiding conflict because disagreements are perceived to create tension. 
B)  solving a problem together because the positions of both individuals involved are perceived as equally important. 
C)  trying not to upset the other person because maintaining a harmonious relationship is a top priority. 
D)  reaching an agreement quickly because prolonged conflicts can distract people from their work and cause bitter feelings.

Question 13

Conflict escalation occurs when:

Accepted Answer

A)  the teams are not diverse or there is no history of antagonism among individuals. 
B)  one person's negative behaviors encourage another person's negative behaviors. 
C)  individuals who are in conflict perceive a common enemy. 
D)  time elapses and the conflict is reduced or eliminated. 
A)  the teams are not diverse or there is no history of antagonism among individuals. 
B)  one person's negative behaviors encourage another person's negative behaviors. 
C)  individuals who are in conflict perceive a common enemy. 
D)  time elapses and the conflict is reduced or eliminated.

Question 14

Tasks that are very complex are more likely to lead to cognitive conflict than tasks that are relatively simple.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following statements about negotiating across cultures is true?

Accepted Answer

A)  In high-context cultures information is explicit and meaning is clear. 
B)  People in low-context cultures prefer to communicate directly. 
C)  People in hierarchical cultures are more comfortable with confrontation. 
D)  Individualistic cultures support collective interests above individual rights. 
A)  In high-context cultures information is explicit and meaning is clear. 
B)  People in low-context cultures prefer to communicate directly. 
C)  People in hierarchical cultures are more comfortable with confrontation. 
D)  Individualistic cultures support collective interests above individual rights.

Question 16

Which of the following statements about affective and cognitive conflicts is true?

Accepted Answer

A)  Affective conflicts tend to have a positive influence on the team. 
B)  Tasks that are very complex tend to lead to cognitive conflict. 
C)  In affective conflict situations the focus is on the task at hand. 
D)  In most cases,cognitive conflicts are extremely destructive. 
A)  Affective conflicts tend to have a positive influence on the team. 
B)  Tasks that are very complex tend to lead to cognitive conflict. 
C)  In affective conflict situations the focus is on the task at hand. 
D)  In most cases,cognitive conflicts are extremely destructive.

Question 17

Collaborating is an appropriate response to conflict when both parties' views are too important to abandon.

Accepted Answer

A) True 
 B)False

Question 18

An emotional response that occurs when interests,perspectives,and behaviors of one individual or group explicitly differ from those of another individual or group is called _____.

Accepted Answer

A)  framing 
B)  conflict 
C)  satisficing 
D)  negotiation 
A)  framing 
B)  conflict 
C)  satisficing 
D)  negotiation

Question 19

Which of the following statements is true of distributive negotiation?

Accepted Answer

A)  Both parties expect to benefit by building a long-term relationship. 
B)  In these negotiations,what one person wins,the other person loses. 
C)  Each party makes trade-offs in an effort to create more value for each negotiator. 
D)  Distributive negotiations focus on multiple issues. 
A)  Both parties expect to benefit by building a long-term relationship. 
B)  In these negotiations,what one person wins,the other person loses. 
C)  Each party makes trade-offs in an effort to create more value for each negotiator. 
D)  Distributive negotiations focus on multiple issues.

Question 20

Which of the following is a symptom of groupthink?

Accepted Answer

A)  Underestimation of the group's opinion 
B)  Open-mindedness 
C)  Pressures toward uniformity 
D)  High interpersonal conflicts 
A)  Underestimation of the group's opinion 
B)  Open-mindedness 
C)  Pressures toward uniformity 
D)  High interpersonal conflicts

Which of the following is the final step involved in diagnosing disagreement?

Discuss negotiating in individualistic and collectivistic cultures.

List the steps involved in an effective negotiation process.

In many cases,interpersonal conflict arises when there is competition among groups over scarce resources.

Claim value is the process of expanding the opportunities or issues that can be evaluated in a negotiation.

Which of the following situations is the best example of an intergroup conflict?

Describe affective and cognitive conflict.

Conflict de-escalation occurs when:

Egalitarianism versus hierarchy distinguishes between hierarchical cultures that emphasize differentiated social status from egalitarian cultures that do not.

Conflict de-escalation occurs when one person's negative behaviors encourage another person's negative behaviors.

Which of the following is a characteristic of an integrative negotiation?

As a response to conflict,accommodating involves:

Conflict escalation occurs when:

Tasks that are very complex are more likely to lead to cognitive conflict than tasks that are relatively simple.

Which of the following statements about negotiating across cultures is true?

Which of the following statements about affective and cognitive conflicts is true?

Collaborating is an appropriate response to conflict when both parties' views are too important to abandon.

An emotional response that occurs when interests,perspectives,and behaviors of one individual or group explicitly differ from those of another individual or group is called _____.

Which of the following statements is true of distributive negotiation?

Which of the following is a symptom of groupthink?

Introduction to Management

The Global Business Environment

Ethics and Corporate Social Responsibility

Introduction to Strategy

Business-Level Strategy

Corporate-Level Strategy

Organizational Design

Organizational Culture

Managing Human Capital

Performance Management

Organizational Change

Leadership in Organizations

Becoming a Leader: Knowing Yourself

Power and Influence

Decision Making

Leading Teams

Motivation

Communication

Networking

Filters

Exam 16: Conflict and Negotiation

Which of the following is the final step involved in diagnosing disagreement?

Discuss negotiating in individualistic and collectivistic cultures.

List the steps involved in an effective negotiation process.

In many cases,interpersonal conflict arises when there is competition among groups over scarce resources.

Claim value is the process of expanding the opportunities or issues that can be evaluated in a negotiation.

Which of the following situations is the best example of an intergroup conflict?

Describe affective and cognitive conflict.

Conflict de-escalation occurs when:

Egalitarianism versus hierarchy distinguishes between hierarchical cultures that emphasize differentiated social status from egalitarian cultures that do not.

Conflict de-escalation occurs when one person's negative behaviors encourage another person's negative behaviors.

Which of the following is a characteristic of an integrative negotiation?

As a response to conflict,accommodating involves:

Conflict escalation occurs when:

Tasks that are very complex are more likely to lead to cognitive conflict than tasks that are relatively simple.

Which of the following statements about negotiating across cultures is true?

Which of the following statements about affective and cognitive conflicts is true?

Collaborating is an appropriate response to conflict when both parties' views are too important to abandon.

An emotional response that occurs when interests,perspectives,and behaviors of one individual or group explicitly differ from those of another individual or group is called _____.

Which of the following statements is true of distributive negotiation?

Which of the following is a symptom of groupthink?

Introduction to Management

The Global Business Environment

Ethics and Corporate Social Responsibility

Introduction to Strategy

Business-Level Strategy

Corporate-Level Strategy

Organizational Design

Organizational Culture

Managing Human Capital

Performance Management

Organizational Change

Leadership in Organizations

Becoming a Leader: Knowing Yourself

Power and Influence

Decision Making

Leading Teams

Motivation

Communication

Networking

Filters