Question 1

An important rule in negotiations is to make large concessions rather than many smaller ones.

Accepted Answer

A) True 
 B)False

Question 2

The decision-making situation in which two or more interdependent parties attempt to reach an agreement refers to:

Accepted Answer

A) conflict resolution. 
B) bargaining. 
C) dialogue. 
D) mediation. 
E) negotiation. 
A) conflict resolution. 
B) bargaining. 
C) dialogue. 
D) mediation. 
E) negotiation.

Question 3

To be more effective,managers should:

Accepted Answer

A) try to increase the amount of conflict among employees. 
B) successfully remove conflict from the organization,because it saps productivity. 
C) remove manifest conflict as well as negative conflict outcomes even though the sources of conflict remain in place. 
D) convince employees that conflict should be avoideD. 
E) encourage task conflict for better decision making and minimize relationship conflict. 
A) try to increase the amount of conflict among employees. 
B) successfully remove conflict from the organization,because it saps productivity. 
C) remove manifest conflict as well as negative conflict outcomes even though the sources of conflict remain in place. 
D) convince employees that conflict should be avoideD. 
E) encourage task conflict for better decision making and minimize relationship conflict.

Question 4

The "optimal conflict" perspective of organizational conflict is that:

Accepted Answer

A) conflict should be minimized in all departments. 
B) conflict should be encouraged to increase creativity. 
C) organizations are most effective when employees experience some level of conflict,but become less effective with high levels of conflict. 
D) conflict energizes people to debate issues more thoroughly. 
E) no level of conflict is every beneficial to the organization or employees. 
A) conflict should be minimized in all departments. 
B) conflict should be encouraged to increase creativity. 
C) organizations are most effective when employees experience some level of conflict,but become less effective with high levels of conflict. 
D) conflict energizes people to debate issues more thoroughly. 
E) no level of conflict is every beneficial to the organization or employees.

Question 5

Communication and understanding interventions should be applied only after differentiation between the parties has been reduced.

Accepted Answer

A) True 
 B)False

Question 6

In a purely win-lose situation,the bargaining zone states that the opposing parties:

Accepted Answer

A) usually apply a collaborative approach to resolving their differences. 
B) begin negotiations by describing their resistance point for each item on the agenda. 
C) rarely know each other's initial point. 
D) tend to move from their target point to their initial point very quickly. 
E) try to discover the other side's resistance point so they can determine how much they can gain without breaking off negotiations. 
A) usually apply a collaborative approach to resolving their differences. 
B) begin negotiations by describing their resistance point for each item on the agenda. 
C) rarely know each other's initial point. 
D) tend to move from their target point to their initial point very quickly. 
E) try to discover the other side's resistance point so they can determine how much they can gain without breaking off negotiations.

Question 7

The two types of negotiations are:

Accepted Answer

A) distributive and integrative. 
B) competitive and distributive. 
C) cooperative and distributive. 
D) zero sum and infinite sum. 
E) interpersonal and structural. 
A) distributive and integrative. 
B) competitive and distributive. 
C) cooperative and distributive. 
D) zero sum and infinite sum. 
E) interpersonal and structural.

Question 8

In the conflict process,what immediately precedes conflict outcomes?

Accepted Answer

A) Manifest conflict 
B) Conflict emotions 
C) Sources of conflict 
D) Conflict perceptions 
E) Both conflict emotions and perceptions immediately precede conflict outcomes. 
A) Manifest conflict 
B) Conflict emotions 
C) Sources of conflict 
D) Conflict perceptions 
E) Both conflict emotions and perceptions immediately precede conflict outcomes.

Question 9

Which of the following interpersonal conflict management styles has mostly or completely a win-win orientation?

Accepted Answer

A) Forcing 
B) Yielding 
C) Problem solving 
D) Avoiding 
E) Both yielding and problem solving have mostly or completely a win-win orientation. 
A) Forcing 
B) Yielding 
C) Problem solving 
D) Avoiding 
E) Both yielding and problem solving have mostly or completely a win-win orientation.

Question 10

Which of the following statements about time deadlines and passage in negotiations is FALSE?

Accepted Answer

A) Negotiators with more power in the relationship sometimes apply time pressure through an "exploding offer." 
B) Negotiators become tired and less committed to reaching an agreement as they devote more time to it. 
C) Negotiators make more concessions as the negotiations approach an inflexible deadline. 
D) As negotiators become more committed to reaching an agreement,the tendency to make additional concessions not originally planned increases,so that the negotiations do not fail. 
E) As the amount of time invested in a negotiation increases,negotiators tend to become more motivated to settle the negotiations. 
A) Negotiators with more power in the relationship sometimes apply time pressure through an "exploding offer." 
B) Negotiators become tired and less committed to reaching an agreement as they devote more time to it. 
C) Negotiators make more concessions as the negotiations approach an inflexible deadline. 
D) As negotiators become more committed to reaching an agreement,the tendency to make additional concessions not originally planned increases,so that the negotiations do not fail. 
E) As the amount of time invested in a negotiation increases,negotiators tend to become more motivated to settle the negotiations.

Question 11

Negotiating in teams is not advisable because some team members will hear information that should be kept confidential.

Accepted Answer

A) True 
 B)False

Question 12

Two employees with incompatible goals are less likely to experience conflict.

Accepted Answer

A) True 
 B)False

Question 13

Which conflict management style has low cooperativeness and low assertiveness?

Accepted Answer

A) Forcing 
B) Inquisition 
C) Compromising 
D) Arbitration 
E) Avoiding 
A) Forcing 
B) Inquisition 
C) Compromising 
D) Arbitration 
E) Avoiding

Question 14

Although task conflict can degenerate into relationship conflict,it is easy to prevent this from happening.

Accepted Answer

A) True 
 B)False

Question 15

The approach to negotiation that employs win-lose strategies and tactics is called distributive bargaining.

Accepted Answer

A) True 
 B)False

Question 16

Although forcing is one of five interpersonal styles of conflict management,it should never be used to manage conflict.

Accepted Answer

A) True 
 B)False

Question 17

According to your text,compared to those with individualist cultures,employees in collectivist and high power distance cultures tend to be:

Accepted Answer

A) more comfortable with the practice of resolving differences through direct and open communication. 
B) less comfortable with the practice of resolving differences through direct and open communication. 
C) no more comfortable or uncomfortable with any particular practice of resolving differences. 
D) All of these are correct. 
E) There is no evidence to support a cultural dimension with respect to any differences. 
A) more comfortable with the practice of resolving differences through direct and open communication. 
B) less comfortable with the practice of resolving differences through direct and open communication. 
C) no more comfortable or uncomfortable with any particular practice of resolving differences. 
D) All of these are correct. 
E) There is no evidence to support a cultural dimension with respect to any differences.

Question 18

Claiming value during negotiations involves trying to obtain the best possible outcome for yourself and your constituents.

Accepted Answer

A) True 
 B)False

Question 19

When negotiators get closer to their time deadline,they have a tendency to make fewer concessions.

Accepted Answer

A) True 
 B)False

Question 20

Combining two jobs to reduce conflict is a:

Accepted Answer

A) way to reduce task interdependence. 
B) structural approach to conflict management. 
C) strategy of avoidance. 
D) downsizing strategy. 
E) way to reduce task interdependence and a structural approach to conflict management. 
A) way to reduce task interdependence. 
B) structural approach to conflict management. 
C) strategy of avoidance. 
D) downsizing strategy. 
E) way to reduce task interdependence and a structural approach to conflict management.

An important rule in negotiations is to make large concessions rather than many smaller ones.

The decision-making situation in which two or more interdependent parties attempt to reach an agreement refers to:

To be more effective,managers should:

The "optimal conflict" perspective of organizational conflict is that:

Communication and understanding interventions should be applied only after differentiation between the parties has been reduced.

In a purely win-lose situation,the bargaining zone states that the opposing parties:

The two types of negotiations are:

In the conflict process,what immediately precedes conflict outcomes?

Which of the following interpersonal conflict management styles has mostly or completely a win-win orientation?

Which of the following statements about time deadlines and passage in negotiations is FALSE?

Negotiating in teams is not advisable because some team members will hear information that should be kept confidential.

Two employees with incompatible goals are less likely to experience conflict.

Which conflict management style has low cooperativeness and low assertiveness?

Although task conflict can degenerate into relationship conflict,it is easy to prevent this from happening.

The approach to negotiation that employs win-lose strategies and tactics is called distributive bargaining.

Although forcing is one of five interpersonal styles of conflict management,it should never be used to manage conflict.

According to your text,compared to those with individualist cultures,employees in collectivist and high power distance cultures tend to be:

Claiming value during negotiations involves trying to obtain the best possible outcome for yourself and your constituents.

When negotiators get closer to their time deadline,they have a tendency to make fewer concessions.

Combining two jobs to reduce conflict is a:

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

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Exam 11: Conflict and Negotiation in the Workplace Revised

An important rule in negotiations is to make large concessions rather than many smaller ones.

The decision-making situation in which two or more interdependent parties attempt to reach an agreement refers to:

To be more effective,managers should:

The "optimal conflict" perspective of organizational conflict is that:

Communication and understanding interventions should be applied only after differentiation between the parties has been reduced.

In a purely win-lose situation,the bargaining zone states that the opposing parties:

The two types of negotiations are:

In the conflict process,what immediately precedes conflict outcomes?

Which of the following interpersonal conflict management styles has mostly or completely a win-win orientation?

Which of the following statements about time deadlines and passage in negotiations is FALSE?

Negotiating in teams is not advisable because some team members will hear information that should be kept confidential.

Two employees with incompatible goals are less likely to experience conflict.

Which conflict management style has low cooperativeness and low assertiveness?

Although task conflict can degenerate into relationship conflict,it is easy to prevent this from happening.

The approach to negotiation that employs win-lose strategies and tactics is called distributive bargaining.

Although forcing is one of five interpersonal styles of conflict management,it should never be used to manage conflict.

According to your text,compared to those with individualist cultures,employees in collectivist and high power distance cultures tend to be:

Claiming value during negotiations involves trying to obtain the best possible outcome for yourself and your constituents.

When negotiators get closer to their time deadline,they have a tendency to make fewer concessions.

Combining two jobs to reduce conflict is a:

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