Deck 16: Conflict and Negotiation

Question 1

Conflict escalation occurs when:

A) the teams are not diverse or there is no history of antagonism among individuals.
B) one person's negative behaviors encourage another person's negative behaviors.
C) individuals who are in conflict perceive a common enemy.
D) time elapses and the conflict is reduced or eliminated.

Answer 1

B

Question 2

Which of the following responses to conflict must be adopted when a person is faced with a crisis situation?

A) Avoidance
B) Accommodating
C) Compromising
D) Forcing

Answer 2

D

Question 3

As a response to conflict,avoidance must be used when:

A) faced with a crisis.
B) the issue is trivial.
C) a temporary solution is needed.
D) an issue is more important to the other party.

Answer 3

B

Question 4

Which of the following is the final step involved in diagnosing disagreement?

A) Identifying the factors that may underlie the disagreement
B) Determining whether both parties had access to the same information
C) Identifying the state to which the disagreement has evolved
D) Determining the nature of the difference among the people involved

Question 5

Which of the following statements is true of the bargaining zone framework?

A) The reservation point is the number below or above which the negotiator would prefer.
B) In a positive bargaining zone there is no settlement that will be acceptable to both parties.
C) The bargaining zone framework is a unique characteristic of integrative negotiations.
D) In a negative bargaining zone,negotiators' acceptable positions overlap.

Question 6

Groupthink refers to:

A) extreme consensus during a decision-making process.
B) a group's disagreement over work-related issues and ideas.
C) the cognitive conflicts that occur between two or more groups.
D) the contradicting thought processes that exist between groups.

Question 7

The realistic conflict theory proposes that:

A) conflict can escalate when disagreements become personal.
B) limited resources will lead to conflict between groups.
C) intergroup conflict emerges when the other group is viewed as the enemy.
D) group members of an in-group will seek to find negative aspects of an out-group.

Question 8

An emotional response that occurs when interests,perspectives,and behaviors of one individual or group explicitly differ from those of another individual or group is called _____.

A) framing
B) conflict
C) satisficing
D) negotiation

Question 9

Which of the following situations is the best example of an interpersonal conflict?

A) An organization's marketing team had a conflict with the production team due to the delay in the arrival of finished products.
B) The employees in an organization had a conflict with their employer for not improving their work environment which is highly hazardous and unhygienic.
C) Jane and Jack,executives of a firm's finance department,had a conflict with their teammate,John,who failed to submit an important report on time.
D) A cosmetics manufacturing company had a conflict with its competitor,when they made false negative statements about the company's products.

Question 10

As a response to conflict,accommodating involves:

A) avoiding conflict because disagreements are perceived to create tension.
B) solving a problem together because the positions of both individuals involved are perceived as equally important.
C) trying not to upset the other person because maintaining a harmonious relationship is a top priority.
D) reaching an agreement quickly because prolonged conflicts can distract people from their work and cause bitter feelings.

Question 11

Which of the following theories proposes that group members of an in-group will seek to find negative aspects of an out-group to enhance their self-image?

A) Traits-based theory
B) Social identity theory
C) Great man theory
D) Realistic conflict theory

Question 12

Which of the following questions should be addressed first while diagnosing a disagreement?

A) Do both parties have access to the same information?
B) Is conflict simply anticipated,or has it escalated to full-blown tension?
C) Is the disagreement related to facts,goals,methods,or values?
D) Do both parties perceive the information in the same way?

Question 13

Conflict de-escalation occurs when:

A) individuals who are in conflict perceive a common enemy.
B) one person's negative behaviors encourage another person's negative behaviors.
C) the teams are diverse or there is a history of antagonism among individuals.
D) one party perceives the other as the enemy.

Question 14

Which of the following situations is the best example of an intergroup conflict?

A) Sam tends to argue a lot with his colleague Tom over minor issues and at an extreme situation both started attacking each other physically and were suspended for a weak.
B) The employees in an organization had a conflict with their employer for not improving their work environment which is highly hazardous and unhygienic.
C) Jane and Jack,executives of a firm's finance department,had a conflict with their teammate,John,who failed to submit an important report on time.
D) An organization's marketing team had a conflict with the production team due to the delay in the arrival of finished products.

Question 15

John and Joseph are the finance executives in an organization.They are presently working on a project together.John is task-oriented and he works hard to complete the project on time.However,Joseph takes his own time and tends to ignore the project deadline.As a result,John has a conflict with Joseph and warns him that he'll complain about him to the head.This scenario is an example of _____ conflict.

A) cognitive
B) role
C) affective
D) intergroup

Question 16

Which of the following statements about affective and cognitive conflicts is true?

A) Affective conflicts tend to have a positive influence on the team.
B) Tasks that are very complex tend to lead to cognitive conflict.
C) In affective conflict situations the focus is on the task at hand.
D) In most cases,cognitive conflicts are extremely destructive.

Question 17

Which of the following is a symptom of groupthink?

A) Underestimation of the group's opinion
B) Open-mindedness
C) Pressures toward uniformity
D) High interpersonal conflicts

Question 18

Which of the following statements best describes negotiation?

A) A cognitive response that occurs when interests and behaviors of one individual explicitly differs from that of another individual
B) An increase in conflict that occurs when one person's negative behaviors encourage or foster another person's negative behaviors
C) A situation that is characterized by uncertainty and risk and where the optimal decision is not clear or obvious
D) A process by which two parties attempt to reach agreement on an issue by offering and reviewing various courses of action

Question 19

Which of the following statements is true of distributive negotiation?

A) Both parties expect to benefit by building a long-term relationship.
B) In these negotiations,what one person wins,the other person loses.
C) Each party makes trade-offs in an effort to create more value for each negotiator.
D) Distributive negotiations focus on multiple issues.

Question 20

Jane is Maria's colleague and they often tend to argue with each other over minor issues.Both belong to the same team and Jane often insults Maria by passing rude comments for no reason and Maria in turn threatens Jane.This scenario is the best example of an _____ conflict.

A) cognitive
B) intergroup
C) task-related
D) affective

Question 21

Describe affective and cognitive conflict.

Question 22

Social identification is an attempt to define the norms of the in-group in a way that favors the in-group at the expense of the out-group.

Question 23

Which of the following statements is true of agreements that create value?

A) They involve a distributive negotiation process.
B) They weaken the relationship between negotiators.
C) They involve bargaining over interests.
D) They often result in higher-quality agreements.

Question 24

In a distributive negotiation,the terms that need to be negotiated are experienced as limits by both parties.

Question 25

In many cases,interpersonal conflict arises when there is competition among groups over scarce resources.

Question 26

An arbitrator is an individual who listens to both sides of a disagreement and makes a final decision based on the arguments.

Question 27

How are disagreements resolved?

Question 28

Which of the following statements about negotiating across cultures is true?

A) In high-context cultures information is explicit and meaning is clear.
B) People in low-context cultures prefer to communicate directly.
C) People in hierarchical cultures are more comfortable with confrontation.
D) Individualistic cultures support collective interests above individual rights.

Question 29

Conflict de-escalation occurs when one person's negative behaviors encourage another person's negative behaviors.

Question 30

What is interpersonal and intergroup conflict? Outline the theories explaining intergroup conflict.

Question 31

Collaborating is an appropriate response to conflict when both parties' views are too important to abandon.

Question 32

Which of the following is the first step involved in an effective negotiation process?

A) Evaluating the zone of possible agreement
B) Assessing the other party's best alternative to a negotiated agreement
C) Assessing one's best alternative to a negotiated agreement
D) Calculating the other party's reservation value

Question 33

The process by which a negotiator attempts to gain benefits or concessions for his or her position is called _____.

A) create value
B) integrated negotiation
C) claim value
D) de-escalation

Question 34

The first step in preparing to negotiate is to assess the other party's best alternative to a negotiated agreement.

Question 35

Which of the following is a characteristic of an integrative negotiation?

A) Creating value for both negotiators
B) Lack of interpersonal trust
C) What one wins,the other loses
D) Focus on single issue

Question 36

List the steps involved in an effective negotiation process.

Question 37

Egalitarianism versus hierarchy distinguishes between hierarchical cultures that emphasize differentiated social status from egalitarian cultures that do not.

Question 38

Claim value is the process of expanding the opportunities or issues that can be evaluated in a negotiation.

Question 39

Tasks that are very complex are more likely to lead to cognitive conflict than tasks that are relatively simple.

Question 40

Discuss negotiating in individualistic and collectivistic cultures.