Question 1

All of the following are integrative strategies negotiators use EXCEPT:

Accepted Answer

A) gathering information. 
B) discovering priorities through offers and concessions. 
C) building relationships. 
D) using emotional intelligence to manage the other party's emotions. 
E) All of these are valid integrative strategies. 
A) gathering information. 
B) discovering priorities through offers and concessions. 
C) building relationships. 
D) using emotional intelligence to manage the other party's emotions. 
E) All of these are valid integrative strategies.

Question 2

Focusing employees on superordinate goals is particularly useful where conflict is caused by goal incompatibility and differentiation.

Accepted Answer

A) True 
 B)False

Question 3

What effect does making concessions have on negotiations?

Accepted Answer

A) Concessions enable the parties to move towards the area of potential agreement. 
B) Concessions symbolize each party's motivation to bargain in good faith. 
C) Concessions communicate to the other party the relative importance of the negotiation items. 
D) Concessions enable the parties to move towards the area of potential agreement;concessions symbolize each party's motivation to bargain in good faith;and concessions communicate to the other party the relative importance of negotiating items. 
E) Concessions have none of these effects on negotiations. 
A) Concessions enable the parties to move towards the area of potential agreement. 
B) Concessions symbolize each party's motivation to bargain in good faith. 
C) Concessions communicate to the other party the relative importance of the negotiation items. 
D) Concessions enable the parties to move towards the area of potential agreement;concessions symbolize each party's motivation to bargain in good faith;and concessions communicate to the other party the relative importance of negotiating items. 
E) Concessions have none of these effects on negotiations.

Question 4

Conflict perceptions and emotions lead to conflict sources.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following is NOT explicitly part of the conflict process model?

Accepted Answer

A) Manifest conflict 
B) Conflict perceptions 
C) Conflict emotions 
D) Conflict sources 
E) Conflict tolerance 
A) Manifest conflict 
B) Conflict perceptions 
C) Conflict emotions 
D) Conflict sources 
E) Conflict tolerance

Question 6

According to some writers,women tend to adopt the _____ style,whereas men are more likely to use the ______ style.

Accepted Answer

A) forcing;collaborative 
B) avoiding;compromising 
C) yielding;forcing 
D) compromising;forcing 
E) yielding;avoiding 
A) forcing;collaborative 
B) avoiding;compromising 
C) yielding;forcing 
D) compromising;forcing 
E) yielding;avoiding

Question 7

Two employees from different departments who are evaluated on different performance criteria and receive different reward systems are likely to experience conflict due to goal incompatibility.

Accepted Answer

A) True 
 B)False

Question 8

Conflict is best defined as:

Accepted Answer

A) any event where two parties demonstrate their dislike of each other. 
B) any occasion where both parties perceive each other as a threat to achieving the other party's goals. 
C) a process in which one party perceives that its interests are being opposed or negatively affected by another party. 
D) any event where one party acts in a way that prevents another party from achieving its goals. 
E) a process in which each party tries to learn the resistance point of the other party. 
A) any event where two parties demonstrate their dislike of each other. 
B) any occasion where both parties perceive each other as a threat to achieving the other party's goals. 
C) a process in which one party perceives that its interests are being opposed or negatively affected by another party. 
D) any event where one party acts in a way that prevents another party from achieving its goals. 
E) a process in which each party tries to learn the resistance point of the other party.

Question 9

Which of the following is a structural source of conflict in organizations?

Accepted Answer

A) Members of the organization are ultimately the source of all conflicts in organizations. 
B) Differentiation. 
C) Oversupply of resources. 
D) Human resources decisions. 
E) Conflict tends to increase with market forces. 
A) Members of the organization are ultimately the source of all conflicts in organizations. 
B) Differentiation. 
C) Oversupply of resources. 
D) Human resources decisions. 
E) Conflict tends to increase with market forces.

Question 10

Expert negotiators:

Accepted Answer

A) ask more questions. 
B) talk more than they listen. 
C) rarely make any concessions. 
D) are more forceful than average negotiators. 
E) set negotiation goals for themselves and rarely make any concessions. 
A) ask more questions. 
B) talk more than they listen. 
C) rarely make any concessions. 
D) are more forceful than average negotiators. 
E) set negotiation goals for themselves and rarely make any concessions.

Question 11

Building the relationship during the negotiation process requires emotional intelligence.

Accepted Answer

A) True 
 B)False

Question 12

Conflict is more likely to occur when parties compete for limited resources such as money.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following most likely produces the highest risk of conflict?

Accepted Answer

A) Ambiguous rules and low task interdependence 
B) Precise rules and resource scarcity 
C) Plentiful resources and high goal compatibility 
D) Scarce resources and high task interdependence 
E) None of these have any effect on the risk of conflict 
A) Ambiguous rules and low task interdependence 
B) Precise rules and resource scarcity 
C) Plentiful resources and high goal compatibility 
D) Scarce resources and high task interdependence 
E) None of these have any effect on the risk of conflict

Question 14

Which conflict management style is most appropriate when the parties do not have perfectly opposing interests and have enough trust to share information?

Accepted Answer

A) Forcing 
B) Yielding 
C) Avoiding 
D) Problem solving 
E) Compromising 
A) Forcing 
B) Yielding 
C) Avoiding 
D) Problem solving 
E) Compromising

Question 15

Expert negotiators tend to:

Accepted Answer

A) carefully think through their goals,BATNA,and their resistance point. 
B) ask probing questions and listen intently to the answers. 
C) tell the other party how lucky they are to be offered such a generous deal. 
D) do all of these. 
E) carefully think through their goals,BATNA,and their resistance point and ask probing questions and listen intently to the answers. 
A) carefully think through their goals,BATNA,and their resistance point. 
B) ask probing questions and listen intently to the answers. 
C) tell the other party how lucky they are to be offered such a generous deal. 
D) do all of these. 
E) carefully think through their goals,BATNA,and their resistance point and ask probing questions and listen intently to the answers.

Question 16

The potential for conflict between two employees would be highest under conditions of:

Accepted Answer

A) pooled interdependence. 
B) total independence. 
C) reciprocal interdependence. 
D) anticipatory interdependence. 
E) sequential interdependencE. 
A) pooled interdependence. 
B) total independence. 
C) reciprocal interdependence. 
D) anticipatory interdependence. 
E) sequential interdependencE.

Question 17

Which of the following is a third-party conflict resolution strategy with high process control and high outcome control?

Accepted Answer

A) Inquisition 
B) Arbitration 
C) Mediation 
D) Imposition 
E) All third-party conflict resolution strategies have high process and outcome control. 
A) Inquisition 
B) Arbitration 
C) Mediation 
D) Imposition 
E) All third-party conflict resolution strategies have high process and outcome control.

Question 18

The newly hired CEO of an advertising agency noticed that employees were constantly arguing and debating with each other over design and ad copy.This cantankerous behaviour was quite different from the more reserved and polite interactions that occurred in the CEO's previous organization in the consumer products industry.To correct this problem,the CEO established a new motto ('Serving Clients in Harmony')and actively discouraged employees from the spirited debates that occurred in the past.Some key staff members left the company over the next few months,saying that the company was losing its creative edge.However,the CEO was able to bring in new employees who were more discreet and subtle in their discussions with colleagues.Discuss the merits of the CEO's actions.

Accepted Answer

The first issue that students should con

Question 19

Which of the following actions does NOT emphasize superordinate goals to reduce conflict?

Accepted Answer

A) Representatives from the two departments must jointly visit a client to hear about its concerns. 
B) Hiring employees with a technical specialty and developing their career paths within that specialty. 
C) Keeping all employees informed of the company's successes and difficulties in the marketplace. 
D) Introducing profit sharing or other organizationally based rewards for all employees. 
E) The CEO speaks with employees from several departments together about current challenges from competitors. 
A) Representatives from the two departments must jointly visit a client to hear about its concerns. 
B) Hiring employees with a technical specialty and developing their career paths within that specialty. 
C) Keeping all employees informed of the company's successes and difficulties in the marketplace. 
D) Introducing profit sharing or other organizationally based rewards for all employees. 
E) The CEO speaks with employees from several departments together about current challenges from competitors.

Question 20

The problem-solving conflict management style involves a high degree of assertiveness and cooperativeness.

Accepted Answer

A) True 
 B)False

All of the following are integrative strategies negotiators use EXCEPT:

Focusing employees on superordinate goals is particularly useful where conflict is caused by goal incompatibility and differentiation.

What effect does making concessions have on negotiations?

Conflict perceptions and emotions lead to conflict sources.

Which of the following is NOT explicitly part of the conflict process model?

According to some writers,women tend to adopt the _ style,whereas men are more likely to use the __ style.

Two employees from different departments who are evaluated on different performance criteria and receive different reward systems are likely to experience conflict due to goal incompatibility.

Conflict is best defined as:

Which of the following is a structural source of conflict in organizations?

Expert negotiators:

Building the relationship during the negotiation process requires emotional intelligence.

Conflict is more likely to occur when parties compete for limited resources such as money.

Which of the following most likely produces the highest risk of conflict?

Which conflict management style is most appropriate when the parties do not have perfectly opposing interests and have enough trust to share information?

Expert negotiators tend to:

The potential for conflict between two employees would be highest under conditions of:

Which of the following is a third-party conflict resolution strategy with high process control and high outcome control?

Which of the following actions does NOT emphasize superordinate goals to reduce conflict?

The problem-solving conflict management style involves a high degree of assertiveness and cooperativeness.

Introduction to the Field of Organizational Behaviour

Individual Behaviour, Personality, and Values

Perceiving Ourselves and Others in Organizations

Workplace Emotions, Attitudes, and Stress

Foundations of Employee Motivation

Applied Performance Practices

Decision Making and Creativity

Team Dynamics

Communicating in Organizations Revised

Power and Influence in the Workplace

Leadership in Organizational Settings

Designing Organizational Structures

Organizational Culture

Organizational Change

Filters

Exam 11: Conflict and Negotiation in the Workplace Revised

All of the following are integrative strategies negotiators use EXCEPT:

Focusing employees on superordinate goals is particularly useful where conflict is caused by goal incompatibility and differentiation.

What effect does making concessions have on negotiations?

Conflict perceptions and emotions lead to conflict sources.

Which of the following is NOT explicitly part of the conflict process model?

According to some writers,women tend to adopt the _____ style,whereas men are more likely to use the ______ style.

Two employees from different departments who are evaluated on different performance criteria and receive different reward systems are likely to experience conflict due to goal incompatibility.

Conflict is best defined as:

Which of the following is a structural source of conflict in organizations?

Expert negotiators:

Building the relationship during the negotiation process requires emotional intelligence.

Conflict is more likely to occur when parties compete for limited resources such as money.

Which of the following most likely produces the highest risk of conflict?

Which conflict management style is most appropriate when the parties do not have perfectly opposing interests and have enough trust to share information?

Expert negotiators tend to:

The potential for conflict between two employees would be highest under conditions of:

Which of the following is a third-party conflict resolution strategy with high process control and high outcome control?

Which of the following actions does NOT emphasize superordinate goals to reduce conflict?

The problem-solving conflict management style involves a high degree of assertiveness and cooperativeness.

Introduction to the Field of Organizational Behaviour

Individual Behaviour, Personality, and Values

Perceiving Ourselves and Others in Organizations

Workplace Emotions, Attitudes, and Stress

Foundations of Employee Motivation

Applied Performance Practices

Decision Making and Creativity

Team Dynamics

Communicating in Organizations Revised

Power and Influence in the Workplace

Leadership in Organizational Settings

Designing Organizational Structures

Organizational Culture

Organizational Change

Filters

According to some writers,women tend to adopt the _ style,whereas men are more likely to use the __ style.