Question 1

What is the overall goal of conflict management?

Accepted Answer

A)  achieving the desired conflict level 
B)  resolving conflict 
C)  stimulating conflict 
D)  identifying conflict 
E)  assessing the source of conflict 
A)  achieving the desired conflict level 
B)  resolving conflict 
C)  stimulating conflict 
D)  identifying conflict 
E)  assessing the source of conflict A

Question 2

In a negotiation process, which of the following activities is most likely to be included in the "preparation and planning" step?

Accepted Answer

A)  justifying your original demands 
B)  determining your best alternative to a negotiated agreement 
C)  determining where the negotiation will take place 
D)  designing procedures for implementing the agreement that has been worked out 
E)  exchange of the initial proposals or demands 
A)  justifying your original demands 
B)  determining your best alternative to a negotiated agreement 
C)  determining where the negotiation will take place 
D)  designing procedures for implementing the agreement that has been worked out 
E)  exchange of the initial proposals or demands B

Question 3

Based on the dimensions of cooperativeness and assertiveness, the conflict-handling intentions are classified into five categories. Which of the following is not one of these five conflict-handling intentions?

Accepted Answer

A)  collaborating 
B)  competing 
C)  accommodating 
D)  avoiding 
E)  resisting 
A)  collaborating 
B)  competing 
C)  accommodating 
D)  avoiding 
E)  resisting E

Question 4

________ is the third stage in the conflict process and it intervenes between people's perceptions and their overt behavior.

Accepted Answer

A)  Potential for opposition 
B)  Intention 
C)  Cognition 
D)  Attribution 
E)  Behavioral manifestation 
A)  Potential for opposition 
B)  Intention 
C)  Cognition 
D)  Attribution 
E)  Behavioral manifestation

Question 5

________ conflict supports the goals of the group while ________ conflict hinders group performance.

Accepted Answer

A)  Interactionist; dysfunctional 
B)  Functional; dysfunctional 
C)  Dysfunctional; functional 
D)  Dysfunctional; interactionist 
E)  Functional; interactionist 
A)  Interactionist; dysfunctional 
B)  Functional; dysfunctional 
C)  Dysfunctional; functional 
D)  Dysfunctional; interactionist 
E)  Functional; interactionist

Question 6

Jennifer has come to realize that conflict has both functional, as well as dysfunctional, outcomes. She has observed examples of both in her organization. Last month, Jennifer's department experienced constructive conflict during a meeting. Which of the following is not an outcome of this functional conflict?

Accepted Answer

A)  The quality of decisions is improved. 
B)  Creativity and innovation are stimulated. 
C)  Tensions are released. 
D)  Groupthink is increased. 
E)  Interest and curiosity are encouraged. 
A)  The quality of decisions is improved. 
B)  Creativity and innovation are stimulated. 
C)  Tensions are released. 
D)  Groupthink is increased. 
E)  Interest and curiosity are encouraged.

Question 7

Members of the outgroup are better than those in the ingroup at resolving conflicts.

Accepted Answer

A) True 
 B)False

Question 8

The potential for conflict increases when too much communication takes place.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following is not a characteristic or action of a mediator?

Accepted Answer

A)  use of reasoning 
B)  use of persuasion 
C)  suggestion of alternatives 
D)  facilitation of solutions 
E)  use of compulsory tactics 
A)  use of reasoning 
B)  use of persuasion 
C)  suggestion of alternatives 
D)  facilitation of solutions 
E)  use of compulsory tactics

Question 10

In terms of intraorganizational behavior, all things being equal, integrative bargaining is preferable to distributive bargaining.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following would be an example of a functional conflict within an organization?

Accepted Answer

A)  Two coworkers trying to decide where to eat lunch 
B)  Two coworkers trying to decide where to hold the staff retreat 
C)  Two coworkers each trying to get the open managerial position 
D)  Two coworkers who were married getting a divorce 
E)  Two coworkers each creating a new product 
A)  Two coworkers trying to decide where to eat lunch 
B)  Two coworkers trying to decide where to hold the staff retreat 
C)  Two coworkers each trying to get the open managerial position 
D)  Two coworkers who were married getting a divorce 
E)  Two coworkers each creating a new product

Question 12

The conflict-handling intention of accommodating is ________.

Accepted Answer

A)  assertive and uncooperative 
B)  assertive and cooperative 
C)  unassertive and uncooperative 
D)  unassertive and cooperative 
E)  reflective and assertive 
A)  assertive and uncooperative 
B)  assertive and cooperative 
C)  unassertive and uncooperative 
D)  unassertive and cooperative 
E)  reflective and assertive

Question 13

Which of the following statements is a condition necessary for integrative bargaining to succeed in organizations?

Accepted Answer

A)  Opposing parties must not be guarded about their concerns. 
B)  Opposing parties must not be sensitive to others' needs. 
C)  Opposing parties must not trust each other. 
D)  Opposing parties must not be open to sharing information. 
E)  Opposing parties must not want to maintain flexibility. 
A)  Opposing parties must not be guarded about their concerns. 
B)  Opposing parties must not be sensitive to others' needs. 
C)  Opposing parties must not trust each other. 
D)  Opposing parties must not be open to sharing information. 
E)  Opposing parties must not want to maintain flexibility.

Question 14

Mario owns a boutique furniture store for which Clinton is a long time supplier of pillows and decorative items. Because of repeated years of negotiations over prices, delivery dates, and products, Mario and Clinton have formed a mutually beneficial relationship. Please discuss some other outcomes of repeated negotiations.

Accepted Answer

Participating in repeated negotiations m

Question 15

All things being equal, ________ bargaining is preferable to distributive bargaining because the former builds long-term relationships.

Accepted Answer

A)  accommodative 
B)  transformational 
C)  integrative 
D)  collaborative 
E)  distributive 
A)  accommodative 
B)  transformational 
C)  integrative 
D)  collaborative 
E)  distributive

Question 16

Playbill, Inc. is a company that hires culturally diverse people to perform Shakespearean plays for high school students. The company employs actors and actresses from all over the world. The actors and actresses have joined together to ask Playbill for higher salaries. The employees are struggling over deciding who will negotiate for them. Which of the following statements is true pertaining to the effect of individual differences on negotiations?

Accepted Answer

A)  Women tend to negotiate better outcomes than men. 
B)  Extraverts tend to be very successful in distributive bargaining. 
C)  People who are highly interested in having positive relationships with other people are poor negotiators. 
D)  Individuals who score high on agreeableness dimension tend to be very successful in distributive bargaining. 
E)  Positive moods and emotions negatively affect integrative bargaining. 
A)  Women tend to negotiate better outcomes than men. 
B)  Extraverts tend to be very successful in distributive bargaining. 
C)  People who are highly interested in having positive relationships with other people are poor negotiators. 
D)  Individuals who score high on agreeableness dimension tend to be very successful in distributive bargaining. 
E)  Positive moods and emotions negatively affect integrative bargaining.

Question 17

What is BATNA? Discuss the significance of BATNA.

Accepted Answer

BATNA stands for best alternative to a n

Question 18

Your ________ determines the lowest value acceptable to you for a negotiated agreement.

Accepted Answer

A)  BATNA 
B)  margin of error 
C)  bid price 
D)  asking price 
E)  hidden value 
A)  BATNA 
B)  margin of error 
C)  bid price 
D)  asking price 
E)  hidden value

Question 19

Outline and discuss the conflict process.

Accepted Answer

The conflict process can be seen as comp

Question 20

When both parties are open to resolving their conflict, and the conflict intensity is not too high, which of the following is the most appropriate third-party to use?

Accepted Answer

A)  mediator 
B)  arbitrator 
C)  conciliator 
D)  both A or B 
E)  both A or C 
A)  mediator 
B)  arbitrator 
C)  conciliator 
D)  both A or B 
E)  both A or C

What is the overall goal of conflict management?

In a negotiation process, which of the following activities is most likely to be included in the "preparation and planning" step?

Based on the dimensions of cooperativeness and assertiveness, the conflict-handling intentions are classified into five categories. Which of the following is not one of these five conflict-handling intentions?

________ is the third stage in the conflict process and it intervenes between people's perceptions and their overt behavior.

conflict supports the goals of the group while conflict hinders group performance.

Members of the outgroup are better than those in the ingroup at resolving conflicts.

The potential for conflict increases when too much communication takes place.

Which of the following is not a characteristic or action of a mediator?

In terms of intraorganizational behavior, all things being equal, integrative bargaining is preferable to distributive bargaining.

Which of the following would be an example of a functional conflict within an organization?

The conflict-handling intention of accommodating is ________.

Which of the following statements is a condition necessary for integrative bargaining to succeed in organizations?

All things being equal, ________ bargaining is preferable to distributive bargaining because the former builds long-term relationships.

What is BATNA? Discuss the significance of BATNA.

Your ________ determines the lowest value acceptable to you for a negotiated agreement.

Outline and discuss the conflict process.

When both parties are open to resolving their conflict, and the conflict intensity is not too high, which of the following is the most appropriate third-party to use?

What Is Organizational Behavior

Diversity in Organizations

Attitudes and Job Satisfaction

Emotions and Moods

Personality and Values

Perception and Individual Decision Making

Motivation Concepts

Motivation: From Concepts to Applications

Foundations of Group Behavior

Understanding Work Teams

Communication

Leadership

Power and Politics

Foundations of Organization Structure

Organizational Culture

Organizational Change and Stress Management

Filters

Exam 14: Conflict and Negotiation

What is the overall goal of conflict management?

In a negotiation process, which of the following activities is most likely to be included in the "preparation and planning" step?

Based on the dimensions of cooperativeness and assertiveness, the conflict-handling intentions are classified into five categories. Which of the following is not one of these five conflict-handling intentions?

________ is the third stage in the conflict process and it intervenes between people's perceptions and their overt behavior.

________ conflict supports the goals of the group while ________ conflict hinders group performance.

Members of the outgroup are better than those in the ingroup at resolving conflicts.

The potential for conflict increases when too much communication takes place.

Which of the following is not a characteristic or action of a mediator?

In terms of intraorganizational behavior, all things being equal, integrative bargaining is preferable to distributive bargaining.

Which of the following would be an example of a functional conflict within an organization?

The conflict-handling intention of accommodating is ________.

Which of the following statements is a condition necessary for integrative bargaining to succeed in organizations?

All things being equal, ________ bargaining is preferable to distributive bargaining because the former builds long-term relationships.

What is BATNA? Discuss the significance of BATNA.

Your ________ determines the lowest value acceptable to you for a negotiated agreement.

Outline and discuss the conflict process.

When both parties are open to resolving their conflict, and the conflict intensity is not too high, which of the following is the most appropriate third-party to use?

What Is Organizational Behavior

Diversity in Organizations

Attitudes and Job Satisfaction

Emotions and Moods

Personality and Values

Perception and Individual Decision Making

Motivation Concepts

Motivation: From Concepts to Applications

Foundations of Group Behavior

Understanding Work Teams

Communication

Leadership

Power and Politics

Foundations of Organization Structure

Organizational Culture

Organizational Change and Stress Management

Filters

conflict supports the goals of the group while conflict hinders group performance.