Deck 13: Conflict and Negotiation

Question 1

Conditions that can create conflicts can be classified into three categories. Which of the following is one of these three categories that includes variables such as jurisdictional clarity, member-goal compatibility, and leadership styles?

A) communication
B) structure
C) personal variables
D) group interactions
E) process variables

Answer 1

B

Question 2

With reference to the interactionist view of conflict, ________ conflicts are almost always dysfunctional.

A) task
B) organizational
C) relationship
D) process
E) institutional

Answer 2

C

Question 3

According to the interactionist view of conflict, ________.

A) all conflicts are bad and need to be avoided
B) it's critical to resolve naturally occurring conflicts productively
C) relationship conflicts are almost always functional conflicts
D) task conflicts are highly beneficial for groups performing routine tasks
E) for process conflict to be productive, it must be kept low

Answer 3

E

Question 4

Which of the following statements is true regarding task conflicts?

A) Task conflicts relate to how the work gets done.
B) Task conflicts are almost always dysfunctional.
C) Groups performing routine tasks won't benefit from task conflict.
D) Task conflict focuses on interpersonal relationships.
E) Task conflicts hinder creativity and innovation.

Question 5

For process conflict to be productive, it must be ________.

A) kept high
B) kept low
C) kept at moderate-to-high levels
D) kept at moderate levels
E) subject to managerial control

Question 6

Which of the following statements is true regarding conflict?

A) The smaller the group, the greater the likelihood of conflict.
B) The less specialized the activities of the group, the greater the likelihood of conflict.
C) People low in the personality traits of disagreeableness, neuroticism, or self-monitoring are more likely to engage in a conflict.
D) Diversity of goals among groups is a major source of conflict.
E) As the ambiguity about where responsibility for actions lies decreases, the potential for conflict increases.

Question 7

The traditional view of conflict argues that conflict ________.

A) cannot be avoided
B) helps generate discussion
C) improves creativity of a group
D) improves productivity
E) must be avoided

Question 8

The ________ stage of the conflict process is important because it's where conflict issues tend to be defined.

A) potential opposition
B) cognition and personalization
C) intuitions
D) behavior
E) reaction and transference

Question 9

Which of the following statements is true regarding the managed conflict perspective?

A) It argues that all conflicts are bad and should be eliminated.
B) It proposes that some conflict is absolutely necessary for a group to perform effectively.
C) It classifies conflicts into functional and dysfunctional conflicts.
D) It is based on the view that conflicts reduce the long-term viability of the group.
E) It argues that conflicts improve creativity of the group.

Question 10

According to the interactionist's perspective, a group that functions without conflict is ________.

A) living up to behavioral standards
B) prone to becoming static and apathetic
C) likely to be responsive to the need for change and innovation
D) the most productive
E) a rare phenomenon

Question 11

According to the interactionist view, ________ conflicts support the goals of the group and improve its performance.

A) formal
B) informal
C) functional
D) dysfunctional
E) reactive

Question 12

Stage II of the conflict process deals with the conflict being ________.

A) perceived and felt
B) apparent and experienced
C) expressed and perceived
D) analyzed
E) internalized

Question 13

________ is defined as a process that begins when one party perceives another party has or is about to negatively affect something the first party cares about.

A) Problem solving
B) Assessment
C) Conflict
D) Negotiation
E) Collective bargaining

Question 14

According to the ________ view of conflict, conflict can be a positive force in a group and some conflict is absolutely necessary for a group to perform effectively.

A) resolution focused
B) traditional
C) managed
D) interactionist
E) transactional

Question 15

The ________ view of conflict argues that conflict is necessary for a group to perform effectively.

A) managed
B) interactionist
C) traditional
D) functional
E) transactional

Question 16

With reference to the interactionist view of conflict, conflict that relates to the content and goals of work is called ________ conflict.

A) job
B) task
C) relationship
D) process
E) communication

Question 17

According to the traditional view of conflict, conflict is ________.

A) harmful
B) natural
C) necessary
D) healthy
E) rational

Question 18

Which of the following is the first stage of the conflict process?

A) cognition
B) personalization
C) incompatibility
D) intention
E) habituation

Question 19

For task conflict to be productive, it should be ________.

A) kept high
B) accompanied with process conflict
C) kept at low-to-moderate levels
D) accompanied with relationship conflict
E) maintained at a constant level

Question 20

The ________ view of conflict focuses on productive resolution of conflicts.

A) interactionist
B) transactional
C) managed
D) rational
E) traditional

Question 21

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

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

Question 22

Which of the following conflict-handling intentions involves attempting to find a win-win solution?

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

Question 23

In which stage of the conflict process does conflict become visible?

A) outcomes
B) intentions
C) incompatibility
D) behavior
E) personalization

Question 24

The conflict-handling intention of collaborating is ________.

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

Question 25

The two general approaches to bargaining are known as ________ bargaining.

A) emotional and rational
B) affective and reflective
C) distributive and integrative
D) formal and informal
E) reflexive and restrictive

Question 26

Which of the following conflict-handling intentions involves accepting a solution that provides incomplete satisfaction of both parties' concerns?

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

Question 27

________ is an antidote for groupthink.

A) Politics
B) Distributive bargaining
C) Conflict
D) Integrative bargaining
E) Negotiation

Question 28

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?

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

Question 29

Which of the following conflict-handling intentions is unassertive and uncooperative?

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

Question 30

________ bargaining is negotiation that seeks to divide a "fixed pie."

A) Distributive
B) Integrative
C) Reflective
D) Affective
E) Conjunctive

Question 31

A party who seeks to appease an opponent may be willing to place the opponent's interests above his or her own, sacrificing to maintain the relationship. We refer to this intention as ________.

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

Question 32

The conflict-handling intention of accommodating is ________.

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

Question 33

Irma does not agree with the standard operating procedures adapted for the new project. However, she discusses the items with the team and comes to know that she was in the minority. She has, therefore, decided to accept the new procedures to maintain smooth operations within the team. This type of intention is called ________.

A) sacrificing
B) accommodating
C) collaborating
D) compromising
E) competing

Question 34

The conflict-handling techniques are characterized by two dimensions, cooperativeness and assertiveness. Cooperativeness indicates the degree to which ________.

A) one party attempts to satisfy his or her own concerns
B) one party attempts to suppress the conflict
C) the parties attempt to find a win-win solution
D) one party attempts to satisfy the other party's concerns
E) the parties are willing to involve third-party conflict resolution techniques

Question 35

The terms negotiation and ________ are used interchangeably.

A) mediation
B) bargaining
C) collaboration
D) accommodating
E) arbitration

Question 36

What is the overall goal of conflict management?

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

Question 37

The conflict-handling techniques are characterized by two dimensions, cooperativeness and assertiveness. Assertiveness indicates the degree to which ________.

A) one party attempts to satisfy his or her own concerns
B) one party attempts to suppress the conflict
C) the parties attempt to find a win-win solution
D) one party attempts to satisfy the other party's concerns
E) the parties are willing to involve third-party conflict resolution techniques

Question 38

Which of the following terms best describes the process that occurs when two or more parties decide how to allocate scarce resources?

A) mediation
B) conflict management
C) negotiation
D) unionization
E) arbitration

Question 39

When one person seeks to satisfy his or her own interests regardless of the impact on the other parties to the conflict, that person is ________.

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

Question 40

Angelina feels that her cubicle neighbor talks loudly on the phone, but in other ways she is a great neighbor. Angelina gets annoyed every time her neighbor's phone rings, but she has decided it's simply not worth the trouble to talk to her neighbor. Angelina's conflict-handling intention is called ________.

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

Question 41

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

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

Question 42

In the case of distributive bargaining, the ________ point indicates what a person would like to achieve out of a negotiation.

A) resistance
B) distribution
C) target
D) bargaining
E) focus

Question 43

In case of distributive bargaining, the ________ point marks the lowest outcome that is acceptable-the point below which the party would break off negotiations rather than accept a less favorable settlement.

A) resistance
B) tolerance
C) target
D) focal
E) distribution

Question 44

Carisa is negotiating for the labor union. Today, she is presenting the evidence and papers that demonstrate the average wages in the area, the cost of health care for the average worker, and a pie graph demonstrating how these costs affect the new salary request. Which phase of the negotiation process is Carisa currently in?

A) preparation and planning
B) definition of ground rules
C) clarification and justification
D) bargaining and problem solving
E) closure and implementation

Question 45

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

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

Question 46

During a negotiation, making initial offer leads to the ________ bias.

A) self-serving
B) framing
C) attributional
D) anchoring
E) cognitive

Question 47

A Chinese manager is more likely to use which of the following techniques for conflict management?

A) direct confrontation
B) authoritative command
C) avoiding
D) pressurizing
E) competing tactics

Question 48

During which phase of the negotiation process do the parties exchange their initial proposals or demands?

A) opening and initiating
B) definition of ground rules
C) clarification and justification
D) bargaining and problem-solving
E) integration of preferences

Question 49

Which of the following is not an individual factor that influences the effectiveness of a negotiator?

A) personality
B) mood
C) gender
D) age
E) emotions

Question 50

Which of the following is not a step in the negotiation process?

A) definition of ground rules
B) clarification and justification
C) bargaining and problem solving
D) process evaluation
E) preparation and planning

Question 51

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

A) determining your best alternative to a negotiated agreement
B) justifying your original demands
C) formalizing the agreement that has been worked out
D) determining time constraints, if any, applicable to negotiation
E) exchange of the initial proposals or demands

Question 52

Which of the following statements is true regarding distributive bargaining?

A) It operates under zero-sum conditions.
B) It focuses on long-term relationships.
C) It involves high information sharing.
D) It attempts to create a win-win solution.
E) In terms of intraorganizational behavior, all things being equal, distributive bargaining is preferable to integrative bargaining.

Question 53

In a negotiation process, which of the following activities is most likely to be included in the "definition of ground rules" step?

A) determining your best alternative to a negotiated agreement
B) determining time constraints, if any, applicable to negotiation
C) justifying your original demands
D) formalizing the agreement that has been worked out
E) determining the history leading up to the negotiation

Question 54

You are negotiating a parts contract with a foreign man who represents a foreign supplier. During the negotiation, the man constantly shakes his head "no," interrupts often, and frequently pats you on the back, or clutches your arm. Which country is the other negotiator most likely from?

A) China
B) Japan
C) U.S.
D) Canada
E) Brazil

Question 55

Which of the following statements is true regarding the effects of personality traits on negotiation?

A) Negotiation outcomes are not related to personality traits.
B) Extraverts tend to be very successful in distributive bargaining.
C) People who are highly interested in having positive relationships with other people are great negotiators.
D) Individuals who score high on agreeableness dimension tend to be very successful in distributive bargaining.
E) Disagreeable introverts are the best distributive bargainers.

Question 56

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

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

Question 57

Which of the following statements is true regarding integrative bargaining?

A) Integrative bargaining leaves one party a loser.
B) In terms of intraorganizational behavior, all things being equal, distributive bargaining is preferable to integrative bargaining.
C) Integrative bargaining focuses on long-term relationships.
D) Integrative bargaining operates under zero-sum conditions.
E) Integrative bargaining involves low information sharing.

Question 58

Emma is the labor union negotiator. Today she is meeting with management to discuss the new five-year contract, including wages and benefits. This example of labor-management negotiations over wages exemplifies ________.

A) integrative bargaining
B) arbitration
C) distributive bargaining
D) mediation
E) conciliation

Question 59

Which of the following statements is true regarding negotiation that takes place in a collectivist culture?

A) Collectivists are less likely to seek to preserve relationships and promote the good of the group as a whole than individualists.
B) Collectivist more likely to confront differences of opinion directly and openly as compared to individualists.
C) Competing tactics are the most preferred methods of conflict management in China.
D) As compared to individualists, collectivists are less likely to see offers from their counterparts as unfair and to reject them.
E) The methods of conflict management preferred by U.S. managers are avoiding and compromising.

Question 60

Which of the following statements is true regarding the effect of emotion and gender on negotiation?

A) Positive moods and emotions negatively affect integrative agreements.
B) Men and women negotiate differently.
C) Women have been found to negotiate better outcomes than men.
D) During negotiation, displaying anger leads to better outcomes for those who are in a less powerful position.
E) Research shows that women are penalized when they initiate negotiations.

Question 61

Last month, Jennifer's department experienced constructive conflict during a meeting. Which of the following is not an outcome of this functional conflict?

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 62

During the intentions stage of the conflict process, the parties decide what the conflict is about.

Question 63

The traditional view of conflict recognizes that a minimal level of conflict can help keep a group viable, self-critical, and creative.

Question 64

You have decided to try to find a win-win situation to help labor and management resolve their differences. You are attempting to engage in ________.

A) integrative bargaining
B) conciliation
C) mediation
D) distributive bargaining
E) arbitration

Question 65

Tenure and conflict have been found to be inversely related.

Question 66

Which of the following statements is true pertaining to the effect of individual differences on negotiations?

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 67

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

Question 68

At first, the disputing parties resist your offer to help create a win-win situation for both groups. They are each highly focused on their demands in the negotiation, otherwise known as their ________.

A) focal points
B) distribution points
C) resistance points
D) settlement ranges
E) target points

Question 69

If you support the idea that conflict should be eliminated, you are supporting which of the following views of conflict?

A) the traditional view
B) the human relations view
C) the interactionist view
D) the moderated acceptance view
E) the optimistic view

Question 70

You decide to do more research on the view that conflict should be encouraged as a means to achieve change and innovation. This view is termed ________.

A) the traditional view
B) the human relations view
C) the interactionist view
D) the acceptance view
E) the promotional view

Question 71

Jennifer's boss asks for her recommendations on strategies to promote functional conflicts within the company. Which of the following is Jennifer most likely to recommend?

A) punishing individuals who support beliefs that management has rejected
B) empowering employees to question their bosses
C) implementing a policy of promoting personnel who are conflict avoiders
D) instructing managers to discourage devil's advocacy in the decision-making process
E) encouraging managers to reward employees who keep their opinions to themselves

Question 72

Both sides agree that they are competing over a fixed amount of resources. Each side feels that what one side wins, the other loses. Based on this information we can say that the two sides are engaged in ________.

A) conciliation
B) distributive bargaining
C) mediation
D) integrative bargaining
E) arbitration

Question 73

The conflict-handling intention of accommodating is unassertive and cooperative.

Question 74

Task conflicts can provide positive outcomes only when all members share the same goals and have high levels of trust.

Question 75

Which of the following is a characteristic of distributive bargaining?

A) win-win solution
B) long-term focus
C) good interpersonal relationships
D) opposed interests
E) high information sharing

Question 76

For process conflict to be productive, it must be kept at moderate-to-high levels.

Question 77

Relationship conflicts are almost always dysfunctional.

Question 78

When your work group disagrees, the disagreements usually concern how the group's work should be accomplished. The type of conflict experienced by your group is ________.

A) task conflict
B) relationship conflict
C) process conflict
D) traditional conflict
E) reactive conflict

Question 79

The interactionist view of conflict proposes that all conflicts are good.

Question 80

The conflict-handling intention of compromising involves finding out a solution that allows both parties' goals to be completely achieved.