Deck 14: Conflict and Negotiation

Question 1

Which of the following is not one of the problems that occurs when conflict is encouraged?

A) increased group viability
B) time lost on the job
C) lingering hurt feelings
D) increased employee stress
E) reductions in cooperation

Answer 1

A

Question 2

The ________ perspective focuses on productive conflict resolution starting both before and after the behavioral stage of conflict occurs, in order to minimize the negative effects on the organization.

A) interactionist conflict
B) task conflict
C) managed conflict
D) process conflict
E) traditional conflict

Answer 2

C

Question 3

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

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

Answer 3

B

Question 4

________ conflicts are almost always dysfunctional.

A) Task
B) Job
C) Relationship
D) Process
E) Functional

Question 5

Which of the following types of conflict identified by the interactionist view is the least functional and the most damaging to productivity?

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

Question 6

Which of the following is not a cause of conflict, according to the traditionalist view?

A) general poor communication between people
B) lack of openness in the organization
C) trust between people in the organization
D) management failure to be responsive to employee needs
E) management failure to be responsive to employee aspirations

Question 7

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

A) human relations
B) interactionist
C) traditional
D) functional
E) reactive

Question 8

The traditional view of conflict is the belief that conflict is ________.

A) harmful
B) natural
C) necessary
D) situationally-dependent
E) neutral

Question 9

Which one of the following is not a term used to describe conflict in the traditional view?

A) violence
B) apathetic
C) destruction
D) harmful
E) irrationality

Question 10

The traditional view of conflict argues that conflict ________.

A) cannot be avoided
B) helps to generate discussion
C) can be avoided
D) improves productivity
E) must be avoided

Question 11

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

A) living up to behavioral ideals
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 12

________ conflict supports the goals of the group and improves its performance.

A) Formal
B) Informal
C) Functional
D) Dysfunctional
E) Reactive

Question 13

The categories of causes or sources of conflict include all of the following except ________.

A) communication
B) structure
C) group interaction
D) personal variables
E) All of the above are causes or sources of conflict.

Question 14

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

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

Question 15

Which of the following is not considered one of the potential sources of conflict?

A) too much communication
B) group size and specialization
C) value similarities
D) short job tenure
E) too little communication

Question 16

If no one is aware of conflict, it is generally agreed that ________.

A) employee-employer relations will be good
B) conflict is subversive
C) no conflict exists
D) conflict is inevitable
E) conflict is psychologically driven as opposed to physically manifest

Question 17

Encouraging group leaders to maintain an ongoing minimum level of conflict is part of the ________ view of conflict.

A) functional
B) traditional
C) human relations
D) interactionist
E) conjunctivist

Question 18

Conflict that relates to the content and goals of work is termed ________ conflict.

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

Question 19

The first stage of the conflict process is termed ________.

A) cognition and personalization
B) behavioral manifestation
C) potential opposition or incompatibility
D) intention
E) habituation

Question 20

Which of the following is not included in the definition of conflict?

A) perception
B) disruption of tasks
C) something that is cared about
D) negative effects
E) incompatibility

Question 21

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 22

In which stage are conflict issues defined?

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

Question 23

The conflict-handling intention of avoiding is ________.

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

Question 24

Which of the following is not a conflict-resolution technique?

A) creating superordinate goals
B) appointing a devil's advocate
C) avoiding the conflict
D) exercising authoritative command
E) generating additional resources

Question 25

Irma does not like a few of the standard operating procedures adapted for the new project. However, she discussed the items with the team and told them that she realized she was in the minority and that she would adapt 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 26

Which one of the following might not be a functional outcome of the conflict process?

A) stimulates creativity
B) increases innovation
C) fosters environment of self-evaluation
D) relieves tensions
E) avoids risk

Question 27

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 emotional

Question 28

________ intervene(s) between people's perceptions and their overt behavior.

A) Intuition
B) Intention
C) Cognition
D) Attributions
E) Attitudes

Question 29

High job specialization can lead to ________ conflict.

A) communication
B) structural
C) personal-variable
D) job-related
E) team

Question 30

Conflict management techniques can ________ conflict.

A) resolve
B) stimulate
C) lead to a higher probability of concurrent
D) both resolve and stimulate
E) none of the above

Question 31

In assessing intentions, cooperativeness is the degree to which ________.

A) one party attempts to satisfy the other party's concerns
B) one party attempts to resolve conflict
C) both parties work toward a common goal
D) there is an absence of conflict
E) one party can empathize with the other

Question 32

Angelina feels that her cubicle neighbor talks too 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 intention is called ________.

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

Question 33

Which of the following conflict-handling orientations might involve attempting to find a win-win solution?

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

Question 34

Conflict is dysfunctional when it ________.

A) provides a medium to release tension
B) reduces group cohesiveness
C) fosters an environment of self-evaluation
D) provides a means for expressing frustration
E) leads to change

Question 35

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

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

Question 36

The dimension of assertiveness refers to situations ________.

A) in which one party attempts to satisfy his/her own concerns
B) in which there is an expression of competition
C) involving a major behavior change
D) that lead to conflict
E) in which one party behaves generously

Question 37

Which of the following is a conflict-stimulation technique?

A) expansion of resources
B) compromise
C) bringing in outsiders
D) exercising authoritative command
E) problem solving

Question 38

Which is not one of the five conflict-handling intentions?

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

Question 39

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 40

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

A) illumination
B) intentions
C) potential opposition or incompatibility
D) behavior
E) cognition and personalization

Question 41

Which of the following personality types is generally recognized as the best type of distributive negotiator?

A) agreeable extrovert
B) disagreeable extrovert
C) disagreeable introvert
D) agreeable introvert
E) personality does not affect negotiating

Question 42

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 which type of bargaining?

A) integrative
B) reflective
C) distributive
D) restrictive
E) affective

Question 43

Integrative bargaining focuses on ________.

A) competition
B) short-term benefits
C) zero-sum gains
D) ensuring balanced inputs
E) long-term relationships

Question 44

The terms negotiation and ________ are used interchangeably.

A) win-lose
B) bargaining
C) collaboration
D) accommodating
E) arbitration

Question 45

Which bargaining strategy is preferable for use in intraorganizational behavior?

A) positive negotiation
B) distributive bargaining
C) integrative bargaining
D) equal bargaining
E) equity splitting

Question 46

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 47

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

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

Question 48

The idea of what a person would like to achieve out of a negotiation is called the ________.

A) resistance point
B) distribution
C) target point
D) bargaining point
E) fixed point

Question 49

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 50

Which of the following is not a consideration during the preparation and planning phase of the negotiation process?

A) the nature of the conflict
B) the history before the conflict
C) who is involved in the conflict
D) defining the ground rules
E) your goals for the outcome

Question 51

The two general approaches to bargaining are known as ________.

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

Question 52

Alberto, an hourly employee, is negotiating his vacation schedule with his boss. When his boss tells him that he might not be able to take two weeks off in April, Alberto gets angry and begins to justify why he should be given the vacation time. Which of the following best explains how Alberto's emotions will affect the negotiation process?

A) negative affect / equal status / integrative bargaining
B) positive affect / position of power / distributive bargaining
C) negative affect / subordinate employee / distributive bargaining
D) positive affect / subordinate employee / distributive bargaining
E) negative affect / position of power / distributive bargaining

Question 53

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 54

Negotiation can be defined as a process in which two or more parties exchange goods or services and attempt to agree upon ________.

A) the exchange rate for those goods and services
B) acceptable bargaining strategies for obtaining the goods and services
C) a model of the negotiation process for resolving differences
D) effective arbitrators for disputes
E) the monetary value of the exchanged items

Question 55

Carisa is negotiating for the labor union. Today she is presenting the evidence and papers that demonstrate the true living wage 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. In which phase of the negotiation process is Carisa?

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

Question 56

The point below which either negotiating party would break off negotiations is known as the party's ________ point.

A) resistance
B) refusal
C) target
D) negative
E) assistance

Question 57

Antonio is filling out the paperwork to select his health care benefits from a package. Meanwhile the HR manager is discussing with the department head the location of Antonio's office, which will have a window. In which phase of the negotiation process is Antonio?

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

Question 58

Beatrice is negotiating the terms of a project with a new client. Hubert is negotiating the terms for a different part of the project with the client as well. Both Beatrice and Hubert feel that the client has highly unreasonable deadline expectations. Based on gender differences in negotiating, which of the following outcomes is most likely?

A) Hubert is not able to change the deadline, but Beatrice gets a two day extension.
B) Beatrice is not able to change the deadline, but Hubert gets a two day extension.
C) Beatrice and Hubert are both able to negotiate a two day extension.
D) Neither Beatrice or Hubert are able to negotiate more time from the client.
E) Beatrice refuses to take the project due to the unreasonable deadline.

Question 59

Irma is an HR manager that values "winning" during the salary and benefits negotiation process when recruiting new hires. Which is the most likely affect of Irma's negotiating process?

A) Irma's new recruits will be more satisfied.
B) Irma's new recruits will be less likely to turn over.
C) Irma's new recruits will begin their jobs with a positive relationship.
D) Irma's new recruits will be less aggressive negotiators for raises.
E) Irma's new recruits will be less committed to the relationship.

Question 60

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 61

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. From which country is the other negotiator?

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

Question 62

Even when their performance and the outcomes they achieve are similar to men, female managers demonstrate less confidence in anticipating their negotiations and are less satisfied with their performance after the process is complete.

Question 63

The traditional view toward conflict seeks to retain the functional conflict in a group.

Question 64

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 65

Once a conflict is perceived, it is automatically personalized.

Question 66

Which of the following methods of third-party negotiation always results in a settlement?

A) mediation
B) consultancy
C) arbitration
D) conciliation
E) execution

Question 67

There are two general approaches to negotiation: distributive bargaining and integrative bargaining.

Question 68

Avoidance of conflict involves playing down differences while emphasizing common interests between the conflicting parties.

Question 69

In third-party negotiations, a third party who provides an informal communication link between the negotiator and the opponent is known as a(n) ________.

A) mediator
B) arbitrator
C) consultant
D) conciliator
E) executor

Question 70

For process conflict to be productive, it must be active and significant.

Question 71

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 positivistic view

Question 72

Which of the following is most likely to promote the success of mediation?

A) high motivation of the disputing parties
B) extensive experience of the mediator
C) high level of conflict intensity
D) shared perceptions of the mediator as coercive
E) shared perceptions of the mediator as biased

Question 73

The potential for conflict can actually be increased if too much information is communicated.

Question 74

One common ingredient in organizations that successfully create functional conflict is that they reward dissent and punish conflict avoiders.

Question 75

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

A) direct confrontation
B) authoritative command
C) avoidance
D) communication
E) competing tactics

Question 76

In third party negotiations, a consultant's role is not to settle the issues, but, rather, to improve relations between the conflicting parties so that they can reach a settlement themselves.

Question 77

You have decided to allow the conflict to exist so long as it doesn't hinder group performance. You will try to eliminate ________ conflict.

A) functional
B) dysfunctional
C) task
D) individualized
E) non-communicative

Question 78

Negotiation is a process that begins when one party perceives that another party has negatively affected, or is about to negatively affect, something that the first party cares about.

Question 79

What factor would most likely increase the negative impact of an arbitration session?

A) limited options of the arbitrator
B) heavy-handedness of the arbitrator
C) compulsory nature of the arbitration
D) voluntary nature of the arbitration
E) establishment of an agreement that is non-binding

Question 80

If the aspiration ranges of two parties overlap, then a settlement range for the conflict exists.