Exam 13: Conflict and Negotiation in the Workplace

What effect does making concessions have on negotiations?

Negotiators tend to be more competitive and less willing to give concessions when their audience directly observes the negotiations.

The yielding conflict management style should be used:

Avoiding is usually the best interpersonal conflict management style when the issue is trivial to everyone involved.

Which conflict management style has low cooperativeness and low assertiveness?

Which of these conditions is most likely to weaken your strength in a win-lose bargaining situation?

The main objective of conflict management is to reduce the level of conflict in the organization.

Corporate leaders should view conflict as a problem that should be minimized or eliminated.

Communication only reduces or minimizes conflict when it takes the form of structured meetings and dialogue sessions.

The bargaining zone model of negotiations describes the best physical setting in which negotiations should occur.

The problem-solving interpersonal style of conflict has:

Salespeople at Widget Ltd complain that they lose sales bonuses when the production department is out of stock of a particular item.This sometimes causes customers to buy elsewhere rather than wait for the next production run.Meanwhile,production employees complain that salespeople don't appreciate the need to minimize inventory costs,for which production staff is rewarded.This is mainly an example of conflict due to:

Increasing resources and creating more precise rules for allocation of those resources represent two ways to increase conflict.

Maintenance employees and drivers at ABC Bus Company were constantly bickering with each other.However,the conflict subsided when another bus company opened for business to compete with ABC and ABC executives warned employees that the competitor could force lay-offs at ABC if productivity and customer service didn't improve.Which of the following conflict management strategies was operating here?

Two departmental managers are most likely to experience conflict with each other when they ______ communicate with each other and their two departments have _______ interdependence.

According to the bargaining zone model,the parties begin negotiations by describing their resistance point to each other.

Negotiators tend to be more effective when:

Conflict is sometimes apparent by the style each side uses to resolve the conflict.

Most negotiators prefer using email,videoconferences and other forms of electronic communication when negotiating rather than meeting face-to-face.

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.