Deck 16: Conflict and Negotiation

Question 1

 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 will not go.
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.

Answer 1

A

Question 2

 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

Answer 2

C

Question 3

 Up to this point, everyone was agreeing with whatever the team leader suggested. Fearing the team was suffering from ______, Mr. Chase purposely brought up divergent perspectives and approaches and asked team members to share their thoughts on them. 

A) groupthink
B) affective conflict
C) de-escalation
D) cognitive conflict

Answer 3

A

Question 4

 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 5

 Carlita thinks the idea is ridiculous, but at the same time, does not feel the issue really makes a difference in the long run and does not want to create tension. Carlita's appropriate response to the disagreement is one of

A) accommodating.
B) avoidance.
C) compromising.
D) forcing.

Question 6

 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 7

 As a result of the _______ negotiations, Ted got what he wanted and Mark ended up having to put in extra time and effort to accommodate the change in plans.

A) integrative 
B) distributive
C) negative bargaining
D) ZOPA

Question 8

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

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

Question 9

 An emotional or cognitive 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 10

 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 the competitor made false negative statements about the company's products.

Question 11

 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 12

 Jane is Maria's colleague, and they 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 an example of a(n) _____ conflict.

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

Question 13

 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 14

 Gail made a negative comment about Vicki's suggestion, which caused Vicki to be rather abrupt and rude with her response, which caused other team members to get upset. This is an example of

A) cognitive negotiation.
B) escalation.
C) de-escalation.
D) groupthink.

Question 15

 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 in 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 16

 Shay disagrees with Leslie's plan of action, but the issue at hand is not one of great importance to him. He needs Leslie's help on another issue of greater importance. Shay's appropriate response regarding the current disagreement is one of

A) accommodating.
B) avoidance.
C) compromising.
D) forcing.

Question 17

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

A) Cognitive conflicts can have a positive influence on the team.
B) Cognitive conflicts cannot be interpreted as personal attacks.
C) In affective conflict situations, the focus is on the task at hand.
D) In most cases, cognitive conflicts are extremely destructive.

Question 18

 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 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 department head. This scenario is an example of _____ conflict.

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

Question 19

 Which of the following questions should be addressed first when 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 20

 Dean is dealing with an issue that must be resolved quickly or yearly goals will not be met. His team is disagreeable and uncooperative regarding the matter. Dean's appropriate response is one of

A) avoidance.
B) accommodating.
C) compromising.
D) forcing.

Question 21

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

Question 22

 List the steps involved in an effective negotiation process.

Question 23

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

Question 24

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

Question 25

 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 that strengthen the relationship between negotiators.

Question 26

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

Question 27

 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 28

 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 a single issue

Question 29

 As a result of the _______ negotiations, both Juli and Moni walked away with something they wanted and felt good about the outcome. 

A) integrative 
B) distributive
C) negative bargaining
D) zero-sum

Question 30

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

Question 31

 Discuss negotiating in egalitarian and heirarchical cultures.

Question 32

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

Question 33

 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 34

 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 35

 How are disagreements resolved?

Question 36

 Because Barry was negotiating with Sergio, the VP from Russia, which has a(n) ______ culture, he was careful to ask questions to ensure that he fully understood the intent of Sergio's statements.

A) high-context
B) low-context
C) hierarchical
D) individualistic

Question 37

 Describe affective and cognitive conflict.

Question 38

 A mediator is an individual who listens to both sides of a disagreement and makes a final, binding decision based on the arguments.

Question 39

 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 40

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