Exam 11: Conflict and Negotiation in the Workplace

Which of the following is a common problem with BATNA?

Research has found that when negotiating pay in job offers, women are more likely than men to

Raoul knows he can take the risk of presenting "wild ideas" to the team without being ridiculed or threatened. This indicates Raoul's team has developed

Which model of negotiation depicts a purely distributive approach to negotiation because it illustrates that one side's gain will be the other's loss?

Third-party arbitrators have high control of both the process and final decision.

According to the emerging view on organizational conflict, the two types of conflict are

Which of the following statements would best illustrate task conflict?

Which third-party resolution strategy is best for common, everyday employee disagreements?

Conflict outcomes can be positive or negative. Which of the following would be seen as a negative outcome?

Negotiation is more successful when the parties start the process with little or no preparation.

Overly aggressive and emotive communication typically lead to

CommTel is a telephone company with a policy of filling positions internally through promotions, rather than hiring from outside. Until recently, the company had a strong engineering focus and tended to promote people into senior executive positions from the engineering areas. Consequently, almost all of the company's 14 senior executives joined the company over 20 years ago in junior engineering positions. There is increasing pressure on CommTel to become more marketing-and service-oriented. As a result, four people were hired last year from consumer products and retail firms to fill new senior executive positions in marketing and service management. The external hires were necessary because current employees were not sufficiently qualified. Now there are signs of tension among senior executives, particularly during budget deliberations where there is limited discretionary spending on new corporate activities. The four new hires have been frustrated in their attempts to have the company put more money into marketing and customer services instead of technology investment, and they blame the senior executives for being hard-headed. The conflict episodes are viewed by both sides as personal attacks rather than attempts to resolve the problem. -CommTel had to hire outside the company because it was felt that the internal employees lacked the skills needed. Many of the new employees were younger, which compounded the conflict due to

Female managers are more likely than male managers to use the ________ style.

Play, Incorporated, a major gaming software company, is experiencing conflict between the young Internet-savvy employees who design the games and the older, less computer-literate executives who run the company. The company has hired team leaders who could work with the executives and who are also highly computer literate. -By hiring these team leaders as liaisons between the executives and employees, the company will

People usually gravitate toward one or two conflict-handling styles that match their

Play, Incorporated, a major gaming software company, is experiencing conflict between the young Internet-savvy employees who design the games and the older, less computer-literate executives who run the company. The company has hired team leaders who could work with the executives and who are also highly computer literate. -One suggestion the team leaders have is to create smaller work units, and oversee their coordination. By doing so, the team leaders will serve as

In terms of communication, what do concessions signal in the bargaining process?

To address the pitfalls of information sharing, skilled negotiators begin the process by

Employees at Charlotte International have been frustrated with management on just about everything. The conflict episodes are viewed by both sides as personal attacks rather than attempts to resolve problems. Both sides have decided to seek third-party dispute resolution. Management prefers a third-party intervention that has high process and decision control while employees prefer a high level of process control and no decision control. -Employees at Charlotte International prefer which of the following types of third-party intervention?

One approach to conflict management is to have the parties commit to superordinate goals.