Deck 17: Managing Conflict,politics,and Negotiation

Question 1

Conflict in organizations usually comes from one source.

Answer 1

False
Explanation: Conflict in organizations springs from a variety of sources.

Question 2

Organizational members may be in conflict over who receives raises in pay.

Answer 2

True
Explanation: How interdependent groups,teams,or departments are evaluated and rewarded can be another source of conflict.

Question 3

Collaboration involves giving and taking,and making concessions.

Answer 3

False
Explanation: Compromise is possible when each party is concerned about not only its own goal accomplishment but also the goal accomplishment of the other party and is willing to engage in a give-and-take exchange and to make concessions until a reasonable resolution of the conflict is reached.

Question 4

Managers should strive to eliminate all conflict within the organization.

Question 5

The structure of the organization should not be changed to deal with conflict.

Question 6

The level of conflict present in an organization has important implications for organizational performance.

Question 7

Sometimes interorganizational conflict occurs when managers in one organization feel that another organization is not behaving ethically and is threatening the well-being of certain stakeholder groups.

Question 8

Conflict is an inevitable part of organizational activity.

Question 9

Intragroup conflict is conflict that occurs between individual managers.

Question 10

Intergroup conflict occurs between the members of the same department of the organization.

Question 11

Functional conflict resolution means that the conflict has been resolved by compromise or by collaboration between the parties who were in conflict.

Question 12

When each party in conflict is willing to engage in agreeing to concessions until a reasonable resolution of the conflict occurs,this is known as compromise.

Question 13

In distributive negotiation,the parties in conflict believe that they need to divide up a fixed set of resources among themselves.

Question 14

Norms and values in an organizational culture might inadvertently promote dysfunctionally high levels of conflict that are difficult to resolve.

Question 15

Lack of conflict in an organization often signals that managers strive for agreement rather than effective decision making.

Question 16

Organizational conflict is the discord that arises when the goals,interests,or values of different individuals or groups are incompatible and those individuals or groups block or thwart one another's attempts to achieve their objectives.

Question 17

When members of the marketing department disagree about how they should spend budgeted advertising dollars for a new product line,they are experiencing intragroup conflict.

Question 18

When production managers are rewarded for lowering costs,and marketing managers are evaluated on the basis of providing customer satisfaction,an incompatible evaluation system can exist when satisfying the customer requires the use of overtime workers.

Question 19

To resolve conflict effectively,managers should decrease the levels of integration in their organization.

Question 20

When parties in conflict attempt to resolve their differences without making concessions but try to resolve their differences in ways that leave the parties in conflict better off,this is known as collaboration.

Question 21

The activities that managers perform in order to increase their power within the organization are known as organizational politics.

Question 22

Two managers in the marketing department disagree as to whether their organization should spend the bulk of its promotion dollars on consumer advertising or trade promotion.This is an example of:

A)Intergroup conflict
B)Intrapersonal conflict
C)Intragroup conflict
D)Interorganizational conflict
E)Top-down conflict

Question 23

Organizational politics always have a negative effect on organizational effectiveness.

Question 24

Bob and Tom both work in the public relations department.However,they are at discord regarding the dissemination of the company's position on environmental waste.This is an example of:

A)Interorganizational conflict
B)Top-down conflict
C)Interpersonal conflict
D)Intragroup conflict
E)Intergroup conflict

Question 25

Conflict that arises between members of the same department is known as:

A)Interorganizational conflict
B)Top-down conflict
C)Interpersonal conflict
D)Intragroup conflict
E)Intergroup conflict

Question 26

While demands are why a person wants something,interests are what a person wants.

Question 27

Eva and Evan work within the same department but are competing for the position of department head,this is an example of:

A)Interorganizational conflict
B)Top-down conflict
C)Intrapersonal conflict
D)Intragroup conflict
E)Intergroup conflict

Question 28

Michelle,the human resource manager,and Carie,the vice president of operations,both work for the same organization but are in disagreement about the organization's diversity policy.This is an example of:

A)Intragroup conflict
B)Intergroup conflict
C)Interpersonal conflict
D)Interorganizational conflict
E)Top-down conflict

Question 29

Focusing on what is fair is consistent with the principle of procedural justice.

Question 30

Conflict that occurs between different departments of the same organization is known as:

A)Interpersonal conflict
B)Bottom-up conflict
C)Interorganizational conflict
D)Intragroup conflict
E)Intergroup conflict

Question 31

In integrative bargaining,the parties perceive that they might be able to increase the resource pie by trying to come up with a creative solution to the conflict.

Question 32

Superordinate goals are goals that all parties in conflict can agree to support.

Question 33

Discord that arises when the goals of different individuals are incompatible and these individuals attempt to block each other's attempts to accomplish their objectives,is known as:

A)Organizational politics
B)Integrative conflict
C)Organizational conflict
D)Benchmarking
E)Distributive conflict

Question 34

Mary and Jerry are partners in a business,but they disagree about the company's mission and objectives.This is an example of:

A)Distributive justice
B)Equity conflict
C)Organizational conflict
D)Integrative conflict
E)Distributive conflict

Question 35

When managers exercise power obtrusively,other members of an organization may not be aware that the managers are using their power to influence them.

Question 36

One manager argues that the organization should only do the minimum amount required by law,while another argues that the organization should act in a responsible manner regarding environmental pollution beyond what the law requires.This is an example of:

A)Intrapersonal conflict
B)Interorganizational conflict
C)Intragroup conflict
D)Interpersonal conflict
E)Intergroup conflict

Question 37

Two managers are in conflict because they hold very different values about the importance of the organization protecting the environment.This is an example of:

A)Interpersonal conflict
B)Bottom-up conflict
C)Intergroup conflict
D)Interorganizational conflict
E)Intragroup conflict

Question 38

Managers generally do not require the support of others to achieve their goals,implement changes,and overcome opposition.

Question 39

Managers often engage in organizational politics to resolve conflicts in their favor.

Question 40

Managers who use political strategies to increase and maintain their power are better able to influence others to work toward the achievement of group and organizational goals.

Question 41

In XYZ Corporation,managers at different levels of the organization are in conflict because the money set aside for raises for managers for the upcoming year must be divided up among all of the managers in some way.This is an example of:

A)Controlling the agenda
B)Compromise
C)Status inconsistency
D)Scarce resources
E)Task interdependence

Question 42

At Acme Explosives,two department heads are competing for funding of equipment which each of them feels is necessary for their subordinates to perform their jobs successfully.This is an example of:

A)Functional conflict resolution
B)Status inconsistency
C)Scarce resources
D)Task equity
E)Incompatible reward systems

Question 43

Two managers rely on each other in order to accomplish a given task.This is known as:

A)Overlapping authority
B)Incompatible time horizons
C)Scarce resources
D)Incompatible goals
E)Task interdependence

Question 44

A marketing manager prefers shorter production runs of a few hundred units in order to deliver the product more quickly to a key customer,while the production manager prefers longer runs of thousands of units in order to drive the cost per unit down.This is an example of:

A)Incompatible goals
B)Overlapping authority
C)Scarce resources
D)Top-down change
E)Distributive justice

Question 45

When conflict is resolved by compromise between the parties in conflict,this is known as:

A)Functional conflict resolution
B)Top-down change
C)Bottom-up change
D)Distributive negotiation
E)Organizational politics

Question 46

What is the result when each party is concerned about not only its own goal accomplishment but also the goal accomplishment of the other party and is to make concessions?

A)Collaboration
B)Distributive negotiation
C)Win-lose negotiation
D)Lose-lose negotiation
E)Compromise

Question 47

Jim,the Dean of Student Services,and Paula,the Dean of Academic Affairs,are in disagreement about how to handle misconduct of a student.This is an example of:

A)Interpersonal conflict
B)Bottom-up conflict
C)Interorganizational conflict
D)Intragroup conflict
E)Intergroup conflict

Question 48

When the parties in conflict attempt to resolve the conflict without making concessions but,instead,attempt to resolve their differences in ways that leave all parties better off,this is known as:

A)Compromise
B)Win-lose negotiation
C)Lose-lose negotiation
D)Collaboration
E)Top-down change

Question 49

At the area community college,the various deans are in disagreement as to which department should receive funds for new computer equipment.This is known as:

A)Controlling the agenda
B)Overlapping authority
C)Incompatible evaluation systems
D)Scarce resources
E)Status inconsistency

Question 50

In an attempt to resolve their conflict,Dan and Scott are both willing to "give and take" until a reasonable solution occurs.This is known as:

A)Collaboration
B)Distributive negotiation
C)Win-lose negotiation
D)Lose-lose negotiation
E)Compromise

Question 51

An organization has two "co-presidents" who are jointly responsible for overseeing all of the functional activities of the organization.This is an example of:

A)Scarce resources
B)Overlapping authority
C)Controlling the agenda
D)Status inconsistency
E)Compromise

Question 52

Organizations are best served by solving conflicts through:

A)Competition
B)Avoidance
C)Accommodation
D)Compromise
E)Confrontation

Question 53

Two managers both claim authority for same tasks.This is known as:

A)Task interdependence
B)Incompatible goals
C)Scarce resources
D)Overlapping authority
E)Incompatible time horizons

Question 54

Conflict that arises between different organizations that are competing for sales in the same target markets is known as:

A)Interorganizational conflict
B)Interpersonal conflict
C)Top-down conflict
D)Intragroup conflict
E)Intergroup conflict

Question 55

A manager in the marketing department feels that it should be possible to manufacture a new product at a low cost per unit,but a production manager feels that the actual costs of production will be much higher.This is an example of:

A)Interorganizational conflict
B)Intrapersonal conflict
C)Intergroup conflict
D)Intragroup conflict
E)Interpersonal conflict

Question 56

The marketing department needs the production department to manufacture the goods it attempts to sell,while the production department needs the marketing department to find customers for the goods that it is producing.This is known as:

A)Scarce resources
B)Controlling the agenda
C)Incompatible evaluation systems
D)Overlapping authority
E)Task interdependence

Question 57

Which of the following is NOT a conflict management strategy that focuses on the individuals?

A)Using permanent transfers to different departments
B)Increasing diversity awareness
C)Increasing awareness of the sources of conflict
D)Job rotation
E)Culture change

Question 58

The managers of an organization feel that the advertising message of one of their major competitors is false and misleading.This is an example of:

A)Intragroup conflict
B)Intrapersonal conflict
C)Intergroup conflict
D)Interorganizational conflict
E)Horizontal conflict

Question 59

A group of students in a marketing class is assigned to a project team that is responsible for a class presentation,and one of the team members fails to complete his part of the development of the presentation.As a result,the presentation failed.This is an example of:

A)Overlapping authority
B)Controlling the agenda
C)Scarce resources
D)Status inconsistency
E)Task interdependence

Question 60

At ExpressFed Inc. ,production managers are evaluated for their success in driving costs down,while marketing managers are evaluated on the basis of customer satisfaction.The conflict that occurs when overtime hours are needed in order to deliver the product at the time promised is based on:

A)Scarce resources
B)Incompatible reward systems
C)Top-down change
D)Benchmarking
E)Overlapping authority

Question 61

When a third-party negotiator acts as a(n)______,his or her role in the negotiation process is to facilitate an effective negotiation between the two parties;these negotiators do not force either party to make concessions.

A)Bargainer
B)Arbitrator
C)Mediator
D)Referee
E)Distributive negotiator

Question 62

Two parties in conflict attempt to resolve it by allocating resources to one another.This is known as:

A)Benchmarking
B)Accommodation
C)Negotiation
D)Lose-lose negotiation
E)Competition

Question 63

Which of the following is NOT a strategy that managers can use to facilitate integrative bargaining between managers who are in conflict?

A)Emphasizing superordinate goals
B)Focusing on the problem and not on the managers' personalities
C)Focusing on interests instead of demands
D)Creating new options for mutual gain
E)Emphasizing personal goals

Question 64

Two parties in conflict believe that they have a "fixed pie of resources" that they need to divide up between one another.This is known as:

A)Integrative bargaining
B)Interpersonal conflict
C)Collaboration
D)Distributive negotiation
E)Accommodation

Question 65

When an African-American feels singled out in a group of white workers,a conflict management strategy that can be used successfully would be:

A)Benchmarking
B)Increasing diversity awareness
C)Top-down management
D)Bottom-up management
E)Changing organizational culture

Question 66

A manager who is unable to resolve a serious conflict between two of her subordinates decides to move one of these subordinates to a different department in order to reduce the frequency of the conflict.This is a conflict management strategy known as:

A)Job rotation
B)Job redesign
C)Distributive negotiation
D)Permanent transfer
E)Changing organizational culture

Question 67

Harold and Juan,both managers at XYZ Corporation,are in disagreement about whose department should be allowed to control the new product development process.Neither of them cares about whether their argument will destroy the good working relationship they have always had.They are engaged in:

A)Integrative bargaining
B)Accommodation
C)Avoidance
D)Distributive negotiation
E)Collaboration

Question 68

Third-party negotiators who can impose what they believe is a fair solution to a dispute that both parties are obligated to abide by are referred to as:

A)Bargainer
B)Arbitrator
C)Mediator
D)Judge
E)Distributive negotiator

Question 69

Along with trust,integrative bargaining includes:

A)Information sharing
B)Organizational politics
C)Distributive negotiation
D)Competition
E)Confrontation

Question 70

Which of the following is NOT a strategy to facilitate integrative bargaining?

A)Focus on what is fair
B)Create new options for joint gain
C)Focus on the people,not the problem
D)Focus on the interests,not the demands
E)Emphasize superordinate goals

Question 71

An impartial individual,with expertise in handling conflicts,who helps parties in conflict reach an acceptable solution is called a(n):

A)Bargainer
B)Arbitrator
C)Mediator
D)Third-party negotiator
E)Distributive negotiator

Question 72

At Cool Inc. ,older managers are uncomfortable reporting to a new MBA who is twenty years younger than themselves.This conflict could possibly be reduced by:

A)Increasing diversity awareness
B)Benchmarking
C)Distributive justice
D)Integrative bargaining
E)Distributive bargaining

Question 73

Two managers at ABC Company who are in conflict are made to realize that their differences are based on the different meanings that they attach to certain words.This is a conflict management strategy called:

A)Increasing awareness of the sources of conflict
B)Job rotation
C)Benchmarking
D)Increasing diversity awareness
E)None of the above

Question 74

In the example in the textbook,when Adrian Hofbeck and Joseph Steinberg resolved their conflict,they resorted to:

A)Competition
B)Integrative bargaining
C)Distributive negotiation
D)Flipping a coin
E)Adversarial language

Question 75

Jeff and Jim are in disagreement about who is in charge of whom.Top management tries to resolve this conflict by clarifying the chain of command.This is an attempt to reduce conflict by:

A)Altering the source of conflict
B)Controlling the agenda
C)Negotiation
D)Distributive negotiation
E)Distributive justice

Question 76

Two parties in conflict view the conflict as a possible win-win situation.This is known as:

A)Distributive negotiation
B)Benchmarking
C)Integrative bargaining
D)Accommodation
E)Avoidance

Question 77

A female manager feels that a certain group of male managers band together against her whenever one of them disagrees with what she is proposing.A conflict management strategy that could be used successfully would be:

A)Organizational politics
B)Increasing diversity awareness
C)Bottom-up change
D)Benchmarking
E)Changing organizational structure

Question 78

Sometimes when other conflict resolution strategies do not work,managers may need to take more drastic steps,including:

A)Job rotation
B)Job redesign
C)Distributive negotiation
D)Dismissal
E)Changing organizational culture

Question 79

Elizabeth manages two workers,Shane and Ernie,who are always arguing with each other.They both get along well with other employees.Elizabeth has tried to get them to understand each other better,but the conflicts keep occurring.Elizabeth should:

A)Send them to diversity training
B)Have them trade jobs
C)Transfer one of them to another part of the organization
D)Fire them both
E)Ignore the situation

Question 80

If the source of a conflict is overlapping authority,a manager should:

A)Send all the participants to diversity training
B)Clarify the chain of command
C)Change to a product structure
D)Institute self-managed teams
E)Change cultural norms