Exam 10: Conflict and Negotiation

Intrapersonal conflict occurs within the individual because of actual or perceived pressures from incompatible goals or expectations.

Conflict can be created by the power or value asymmetries that exist when interdependent people or groups differ substantially from one another in status and influence or in values.

Which type of conflict management style involves being cooperative and unassertive? This style is characterized by letting the wishes of others rule, and smoothing over or overlooking differences to maintain harmony.

Unfortunately, functional conflict cannot bring important problems to the surface and as such they cannot be addressed constructively.

Two persons continually in disagreement over each other's choice of work attire is an example of an emotional interpersonal conflict.

Conflict resolution occurs when the reasons for a dysfunctional conflict are eliminated.

__________ is when conflict is expressed openly in behavior.

People working in roles such as project liaison can serve as linking pins to reduce interdependence between groups, such as engineering and sales, which are prone to conflict.

A dispute with one's boss over a plan of action to be followed, such as a marketing strategy for a new product, is an example of emotional conflict.

Substantive conflict is commonly known as a clash of personalities.

Samantha stated that she does not like her coworker, Mary. Samantha said, "Mary always rubs me the wrong way." Samantha is experiencing __________ conflict with Mary.

Disputes and open disagreements may erupt among units and people when workflow independence is high.

When dealing with conflict situations in her department, Morgan emphasizes cooperation and assertiveness. Differences are worked through together so that everybody's concerns are addressed and everyone gains something in the end. Which conflict management style does Morgan use?

When a person must decide to do something that has both positive and negative consequences ________ conflict occurs.

An example of approach-approach conflict for John is choosing between a valued promotion in his organization or a desirable new job with another firm.

Conflict that is experienced as tension and motivates a person to take action to reduce feelings of discomfort is called felt conflict.

The __________ is the range between one party's minimum reservation point and the other party's maximum reservation point in a negotiating situation.

When people state their demands and then become committed to them and are reluctant to back down, they are demonstrating the negotiation pitfall known as __________.

If conflict is severe and recurring, the continual use of upward referral may not result in true conflict resolution.

In arbitration, the neutral third party has the power to issue a binding decision.