Exam 10: Managing Conflict and Negotiations

The best thing a manager can do to create functional conflict is to urge coworkers to hunker down and slog through,to simply persist.

Conflict is considered to be dysfunctional when

Harry,Marsha,Eve,and Don are discussing ways to increase sales.Harry and Eve want to stick with the current sales promotion plan created four months ago.They say it needs more time to show results.Marsha and Don disagree; they feel sales have continued to decline and will not turn around.As the discussion progresses,various alternatives are proposed.Harry then suggests a modification to the current sales promotion plan that meets with everyone's approval.This is an example of the benefits of ______ conflict.

Teddy is a project manager at a consulting firm.He travels a lot and works very long hours.When he's home,he is always checking e-mail.He has a three-year-old son and a brand-new daughter,and his wife is upset that he doesn't help more.He is experiencing

_______ is a give-and-take decision-making process involving two or more parties with different preferences.For example,labor-management negotiations over wages,hours,and working conditions.

A study conducted in two prisons showed that the more contact white inmates experienced with African American inmates,the more positive their attitudes toward the African American inmates became.This is an example of the ________ hypothesis.

Laura is head of ABC Systems.She needs to allocate a fixed amount of funds to various projects.There are two top projects that Laura believes hold the most promise.She decides to arrange a structured debate for the two top proposals.Importantly,the assumptions of each proposal are identified,and a conflicting counterproposal is generated based on a different set of assumptions.Advocates of each position present and debate the merits of their proposal before Laura makes her decision.Which technique is Laura using to help her make a better decision?

Describe the role that emotions can and should take in negotiation.How should a person prepare emotionally for an upcoming negotiation?

The ________ conflict handling style is a give-and-take approach.

Nate is a manager at a small appliance store.He is working with an unhappy customer who is yelling at him.Nate's policy on handling customer complaints is to give the customer what they want even at a cost to the company.This represents the _________ handling style.

Jamil is a new member of a group that evaluates student activities on campus.He wants to focus on bringing more foreign students into the mainstream activities.The president of the group seems to have her own ideas and virtually everyone supports her.When Jamil opposes one of her suggestions,everyone looks uncomfortable.This is an example of a psychological safety climate.

What are the two basic types of negotiation? Define each.Describe the factors to consider when choosing which approach to take.

Which of the following is not a result of escalation of conflict?

Norm and Quinn have been arguing over role responsibilities.The atmosphere in their small office is increasingly negative and tense.Petra,a manager from another department,informally urges them to deal directly with each other in a positive and constructive manner.This easy form of ADR is

The contact hypothesis states that the more members of different groups interact,the more intergroup conflict they will experience.

The first step of added-value negotiation is to

Ellen and George work for the same company.Ellen,a Gen Xer,really appreciates the flextime opportunities,while George,a baby boomer,takes advantage of the free computer training offered at the company.These policies are examples of

Donna is highly agreeable.That means she is well suited for integrative negotiations.

As a manager of two employees who are having a personality conflict,one step you should take is to document the conflict.

Functional conflict is also known as constructive or cooperative conflict.