Question 1

Which of the following statements is true of the bargaining zone framework?

Accepted Answer

A)  The reservation point is the number below or above which the negotiator will not go. 
B)  In a positive bargaining zone, there is no settlement that will be acceptable to both parties. 
C)  The bargaining zone framework is a unique characteristic of integrative negotiations. 
D)  In a negative bargaining zone, negotiators' acceptable positions overlap. 
A)  The reservation point is the number below or above which the negotiator will not go. 
B)  In a positive bargaining zone, there is no settlement that will be acceptable to both parties. 
C)  The bargaining zone framework is a unique characteristic of integrative negotiations. 
D)  In a negative bargaining zone, negotiators' acceptable positions overlap. A

Question 2

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. B

Question 3

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

Accepted Answer

A) True 
 B)False  False

Question 4

Which of the following theories proposes that members of an in-group will seek to find negative aspects of an out-group to enhance their own self-image?

Accepted Answer

A)  Traits-based theory 
B)  Social identity theory 
C)  Great man theory 
D)  Realistic conflict theory 
A)  Traits-based theory 
B)  Social identity theory 
C)  Great man theory 
D)  Realistic conflict theory

Question 5

Describe affective and cognitive conflict.

Accepted Answer

When affective conflict emerges, individ

Question 6

As a result of the _______ negotiations, both Juli and Moni walked away with something they wanted and felt good about the outcome.

Accepted Answer

A)  integrative 
B)  distributive 
C)  negative bargaining 
D)  zero-sum 
A)  integrative 
B)  distributive 
C)  negative bargaining 
D)  zero-sum

Question 7

Gail made a negative comment about Vicki's suggestion, which caused Vicki to be rather abrupt and rude with her response, which caused other team members to get upset. This is an example of

Accepted Answer

A)  cognitive negotiation. 
B)  escalation. 
C)  de-escalation. 
D)  groupthink. 
A)  cognitive negotiation. 
B)  escalation. 
C)  de-escalation. 
D)  groupthink.

Question 8

The process by which a negotiator attempts to gain benefits or concessions for his or her position is called

Accepted Answer

A)  create value. 
B)  integrated negotiation. 
C)  claim value. 
D)  de-escalation. 
A)  create value. 
B)  integrated negotiation. 
C)  claim value. 
D)  de-escalation.

Question 9

Up to this point, everyone was agreeing with whatever the team leader suggested. Fearing the team was suffering from ______, Mr. Chase purposely brought up divergent perspectives and approaches and asked team members to share their thoughts on them.

Accepted Answer

A)  groupthink 
B)  affective conflict 
C)  de-escalation 
D)  cognitive conflict 
A)  groupthink 
B)  affective conflict 
C)  de-escalation 
D)  cognitive conflict

Question 10

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

Question 12

Jane is Maria's colleague, and they tend to argue with each other over minor issues. Both belong to the same team, and Jane often insults Maria by passing rude comments for no reason and Maria in turn threatens Jane. This scenario is an example of a(n) _____ conflict.

Accepted Answer

A)  cognitive 
B)  intergroup 
C)  task-related 
D)  affective 
A)  cognitive 
B)  intergroup 
C)  task-related 
D)  affective

Question 13

John and Joseph are the finance executives in an organization. They are presently working on a project together. John is task-oriented, and he works hard to complete the project on time. However, Joseph takes his time and tends to ignore the project deadline. As a result, John has a conflict with Joseph and warns him that he'll complain about him to the department head. This scenario is an example of _____ conflict.

Accepted Answer

A)  cognitive 
B)  role 
C)  affective 
D)  intergroup 
A)  cognitive 
B)  role 
C)  affective 
D)  intergroup

Question 14

List the steps involved in an effective negotiation process.

Accepted Answer

The following nine steps can be critical

Question 15

The second step in preparing to negotiate is to assess the other party's best alternative to a negotiated agreement.

Accepted Answer

A) True 
 B)False

Question 16

What is interpersonal and intergroup conflict? Outline the theories explaining intergroup conflict.

Accepted Answer

Interpersonal conflict occurs between tw

Question 17

The realistic conflict theory proposes that

Accepted Answer

A)  conflict can escalate when disagreements become personal. 
B)  limited resources will lead to conflict between groups. 
C)  intergroup conflict emerges when the other group is viewed as the enemy. 
D)  group members of an in-group will seek to find negative aspects of an out-group. 
A)  conflict can escalate when disagreements become personal. 
B)  limited resources will lead to conflict between groups. 
C)  intergroup conflict emerges when the other group is viewed as the enemy. 
D)  group members of an in-group will seek to find negative aspects of an out-group.

Question 18

Dean is dealing with an issue that must be resolved quickly or yearly goals will not be met. His team is disagreeable and uncooperative regarding the matter. Dean's appropriate response is one of

Accepted Answer

A)  avoidance. 
B)  accommodating. 
C)  compromising. 
D)  forcing. 
A)  avoidance. 
B)  accommodating. 
C)  compromising. 
D)  forcing.

Question 19

How are disagreements resolved?

Accepted Answer

After sufficiently diagnosing a disagree

Question 20

Which of the following statements is true of agreements that create value?

Accepted Answer

A)  They involve a distributive negotiation process. 
B)  They weaken the relationship between negotiators. 
C)  They involve bargaining over interests. 
D)  They often result in higher-quality agreements that strengthen the relationship between negotiators. 
A)  They involve a distributive negotiation process. 
B)  They weaken the relationship between negotiators. 
C)  They involve bargaining over interests. 
D)  They often result in higher-quality agreements that strengthen the relationship between negotiators.

Which of the following statements is true of the bargaining zone framework?

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

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

Which of the following theories proposes that members of an in-group will seek to find negative aspects of an out-group to enhance their own self-image?

Describe affective and cognitive conflict.

As a result of the _______ negotiations, both Juli and Moni walked away with something they wanted and felt good about the outcome.

Gail made a negative comment about Vicki's suggestion, which caused Vicki to be rather abrupt and rude with her response, which caused other team members to get upset. This is an example of

The process by which a negotiator attempts to gain benefits or concessions for his or her position is called

Up to this point, everyone was agreeing with whatever the team leader suggested. Fearing the team was suffering from ______, Mr. Chase purposely brought up divergent perspectives and approaches and asked team members to share their thoughts on them.

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

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

Jane is Maria's colleague, and they tend to argue with each other over minor issues. Both belong to the same team, and Jane often insults Maria by passing rude comments for no reason and Maria in turn threatens Jane. This scenario is an example of a(n) _____ conflict.

List the steps involved in an effective negotiation process.

The second step in preparing to negotiate is to assess the other party's best alternative to a negotiated agreement.

What is interpersonal and intergroup conflict? Outline the theories explaining intergroup conflict.

The realistic conflict theory proposes that

Dean is dealing with an issue that must be resolved quickly or yearly goals will not be met. His team is disagreeable and uncooperative regarding the matter. Dean's appropriate response is one of

How are disagreements resolved?

Which of the following statements is true of agreements that create value?

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 statements is true of the bargaining zone framework?

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

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

Which of the following theories proposes that members of an in-group will seek to find negative aspects of an out-group to enhance their own self-image?

Describe affective and cognitive conflict.

As a result of the _______ negotiations, both Juli and Moni walked away with something they wanted and felt good about the outcome.

Gail made a negative comment about Vicki's suggestion, which caused Vicki to be rather abrupt and rude with her response, which caused other team members to get upset. This is an example of

The process by which a negotiator attempts to gain benefits or concessions for his or her position is called

Up to this point, everyone was agreeing with whatever the team leader suggested. Fearing the team was suffering from ______, Mr. Chase purposely brought up divergent perspectives and approaches and asked team members to share their thoughts on them.

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

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

Jane is Maria's colleague, and they tend to argue with each other over minor issues. Both belong to the same team, and Jane often insults Maria by passing rude comments for no reason and Maria in turn threatens Jane. This scenario is an example of a(n) _____ conflict.

List the steps involved in an effective negotiation process.

The second step in preparing to negotiate is to assess the other party's best alternative to a negotiated agreement.

What is interpersonal and intergroup conflict? Outline the theories explaining intergroup conflict.

The realistic conflict theory proposes that

Dean is dealing with an issue that must be resolved quickly or yearly goals will not be met. His team is disagreeable and uncooperative regarding the matter. Dean's appropriate response is one of

How are disagreements resolved?

Which of the following statements is true of agreements that create value?

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