Deck 11: Managing Conflict and Negotiations

Question 1

When a group is in conflict, it becomes less task-oriented.

Answer 1

False

Question 2

Too little conflict leads to apathy and lethargy, and provides little or no impetus for change and innovation.

Answer 2

True

Question 3

Increasing conflict can increase the tendency for groupthink.

Answer 3

False

Question 4

A lack of disagreement can lead to suboptimum performance and inferior decision making.

Question 5

A lack of conflict can lead to situations where one group holds tremendous influence over another.

Question 6

The "law and order" approach to conflict management, i.e., managers order people to stop arguing and to get back to work, typically causes the conflict to subside.

Question 7

Even dysfunctional conflict can enhance and benefit an organization's performance.

Question 8

Conflict is neither inherently good nor bad, although it is inevitable.

Question 9

When managers keep potentially confrontational information (important to the group) to themselves it serves to repress conflict.

Question 10

Even groups with mutually exclusive goals can find themselves in conflict.

Question 11

Every organization has an optimal level of conflict that helps generate positive performance.

Question 12

Work independence is a typical source of intergroup conflict.

Question 13

When limited resources must be allocated between groups, mutual dependencies decrease.

Question 14

In extreme conflict situations where threats are perceived, democratic methods of leadership are likely to become more popular.

Question 15

Compromising may sometimes involve third-party interventions.

Question 16

Evidence suggests that conflict can improve the quality of decision making and employee relations.

Question 17

Conformity to group norms becomes less important in conflict situations.

Question 18

The law of interorganizational conflict proposes that every group comes into at least partial conflict with every other group with which it interacts.

Question 19

The same level of stress and conflict that creates a healthy and positive movement toward goals in one group may prove disruptive and dysfunctional in another.

Question 20

Issues over which groups conflict are not always of equal importance to each group.

Question 21

Slow adaptation to environmental changes is associated with ___________ levels of intergroup conflict.

A) low or no
B) optimal
C) high
D) torrid

Question 22

The use of incentives has no impact or effect on conflict among groups.

Question 23

A "devil's advocate" is a person that introduces dysfunctional conflict into the organization.

Question 24

An organization that has a high level of intergroup conflict is most likely to be characterized by all of the following except:

A) Disruption
B) Interference with activities
C) Chaos
D) Apathy

Question 25

________ interdependence requires no interaction among groups.

A) Nominal
B) Virtual
C) Pooled
D) None of the above.

Question 26

_______________ interdependence requires one group to complete its task before another group can complete its task.

A) Pooled
B) Sequential
C) Reciprocal
D) Dysfunctional

Question 27

"Chaos" is associated with ___________ levels of intergroup conflict.

A) low
B) optimal
C) high
D) torrid

Question 28

When an opposing group offers to split the difference too early, it may mean that the group has already received more than it expected to get or thinks it deserves.

Question 29

All of the following are types of group interdependence except:

A) Pooled
B) Circular
C) Sequential
D) Reciprocal

Question 30

In the Big City track meet, runners from five schools compete in separate events. Individual runners are awarded points based upon the place (1st, 2nd, and 3rd) they finish in their race and these points are totaled to determine which school wins the meet. What type of interdependence would best describe this situation?

A) Pooled
B) Reciprocal
C) Sequential
D) Team

Question 31

The relationships that exist between the anesthesiology staff, nursing staff, technician staff, and surgeons in a hospital operating room is an example of _____________.

A) pooled interdependence
B) sequential interdependence
C) reciprocal interdependence
D) functional conflict

Question 32

The tendency for every group to be at least partially in conflict with every other group with which it interacts is known as "the law of _______________ conflict."

A) systematic
B) interorganizational
C) interpersonal
D) random

Question 33

The final outcome of negotiations is almost always directly related to the power and dependency relationships between the negotiators.

Question 34

The conflict potential in _______________ is relatively low.

A) pooled interdependence
B) sequential interdependence
C) reciprocal interdependence
D) dysfunctional interdependence

Question 35

Status incongruence conflicts are often created by _______________.

A) personalities
B) work patterns
C) time goals
D) quotas

Question 36

Although there is no one best way to manage, there is one best way to negotiate.

Question 37

A _______________ conflict is any confrontation or interaction between groups that harms the organization or hinders the achievement of organizational goals.

A) zero-sum
B) joint-problem
C) devil's advocate
D) dysfunctional

Question 38

A traditional assembly line would most likely create a high degree of ___________ interdependence.

A) Pooled
B) Reciprocal
C) Sequential
D) All of the choices are correct.

Question 39

Without functional conflict in organizations, most groups would become _______________.

A) hyperfunctional
B) co-dependent
C) combative
D) stagnant

Question 40

Inaccurate _______________ often cause one group to develop stereotypes about other groups.

A) perceptions
B) negotiations
C) directions
D) priorities

Question 41

Distributive negotiating is also known as _______________ negotiating.

A) win-win
B) win-lose
C) divisible
D) low-ball

Question 42

If negotiation fails, a conflict often _______________.

A) escalates
B) dissolves
C) resolves on its own
D) spreads to other groups

Question 43

You should consider using a _______________ approach when both groups are willing to invest time and effort to reach a resolution that maximizes everyone's outcome.

A) dominating
B) problem-solving
C) avoiding
D) compromising

Question 44

When a group is engaged in intergroup conflict, _______________.

A) cohesion tends to increase
B) democratic methods of leadership are likely to become less popular
C) it is not unusual for groups to overconform to group norms
D) All of the above are correct

Question 45

A lack of conflict______________.

A) is never beneficial
B) may prove beneficial on the short term
C) is the central goal of the "new" approaches to management
D) Both B and C are correct.

Question 46

_______________ is a good backup strategy if attempts at problem solving are unsuccessful.

A) Accommodating
B) Compromising
C) Avoiding
D) Dominating

Question 47

When a group is engaged in intergroup conflict, its cohesion tends to _______________.

A) decrease
B) remain the same
C) increase
D) Conflict has no effect on cohesion.

Question 48

You should use a _______________ approach on important negotiation issues when you are certain you are right.

A) dominating
B) problem-solving
C) avoiding
D) compromising

Question 49

_______________ conflict is conflict that is deliberately and systematically created, even when no real differences appear to exist.

A) Imaginary
B) Systemic
C) Contrived
D) Programmed

Question 50

When a group is in conflict, it becomes _______ task-oriented.

A) less
B) non
C) more
D) negatively

Question 51

Prior to an important decision, your team assigns you the role of critic with the job of uncovering all possible problems with a particular proposal. Your function may be termed as a (n) ______.

A) angel
B) change advocate
C) devil's advocate
D) disturbance creator

Question 52

_______________ seeks to resolve conflict by placing maximum focus on both groups' concerns.

A) Accommodating
B) Compromising
C) Avoiding
D) Problem solving or collaboration

Question 53

Conflict tends to ____________ negative stereotypes.

A) increase
B) decrease
C) balance
D) reinforce

Question 54

A (n) _______________ party places maximum emphasis on meeting the needs of the other group, while minimizing its own concerns.

A) accommodating
B) compromising
C) avoiding
D) dominating

Question 55

Communications between groups in conflict usually _______________.

A) increase
B) are strictly task focused
C) remain the same
D) break down

Question 56

Issues involving _______________ are seen as conflicts over limited resources.

A) wages
B) benefits
C) working conditions
D) All of the choices are correct.

Question 57

One group may hold the most power because it _______________.

A) is higher up in the organizational hierarchy
B) controls critical resources
C) has allied with other groups
D) Any or all of the choices are correct.

Question 58

Changing the _______________ of the organization not only can help resolve intergroup conflict, it can be an excellent way to create conflict.

A) structure
B) ethnic makeup
C) geographic location
D) product line

Question 59

During negotiations, someone from Japan is typically least likely to:

A) Consider a possible resolution from a long-term perspective
B) Settle the dispute through conferral and trust
C) Display a spirit of competition or rivalry
D) Take a win-win approach

Question 60

It is typically best to use a (n) __________ conflict resolution approach in disputes that are of far greater importance to the other group than they are to your group.

A) accommodating
B) compromising
C) dominating
D) avoiding

Question 61

Tough negotiators use _______________ to make opponents think they don't need them.

A) the power of competition
B) joint problem-solving
C) splitting the difference
D) a good-guy/bad-guy approach

Question 62

A negotiator from which of the following countries would typically have the most informal negotiating style?

A) Spain
B) China
C) Mexico
D) United States

Question 63

What is a positive-sum situation?

A) One party gains more than the other
B) Each party gains something, without a corresponding loss for the other party
C) The losses of both parties result in a net gain for a third party
D) A positive result is possible, but negotiations have stalled

Question 64

During _______________, a trusted third party acts as a communication link between the disagreeing parties.

A) mediation
B) arbitration
C) conciliation
D) consultation

Question 65

A support department is being flooded with low-level technical calls. To help with the problem, the IT department adds a frequently-asked questions page to the company web site. This is an example of _______________.

A) the nibble
B) joint problem-solving
C) splitting the difference
D) a good-guy/bad-guy approach

Question 66

A tactic that involves getting an additional concession or perks after an agreement has been reached is the _______________ approach.

A) good-guy/bad-guy
B) nibble
C) joint problem-solving
D) power of competition

Question 67

The outcomes from a team-building activity should be revisited _______________ to assess whether it achieved the desired goals.

A) in approximately one week
B) within 48 hours
C) in three or six months
D) one year later

Question 68

To negotiate in a manner designed primarily to maintain good relations between the parties, irrespective of the outcome of the negotiation, is to focus on a _______________ outcome.

A) relationship
B) constructive
C) primary
D) substantive

Question 69

Ineffective team-building approaches focus too heavily on:

A) One-time events
B) A momentary distraction from the normal office routine
C) Things that don't have a long-term impact on team success
D) All of the choices are correct.

Question 70

During _______________, a third party has the power to impose an agreement.

A) mediation
B) arbitration
C) conciliation
D) consultation

Question 71

When does work interdependence occur and how has it been classified?

Question 72

What is the impact of conflict that is too low?

Question 73

When managers and employees repress conflict, it can lead often to higher (and uglier) levels of discord. Provide an example of an "ugly" conflict strategy that should be avoided.

Question 74

How does functional conflict benefit the organization?

Question 75

A negotiator from which of the following countries would typically have the most indirect communication style?

A) Germany
B) United States
C) India
D) Japan

Question 76

Most bargaining over material goods, such as the purchase of supplies, involves _______________ negotiating.

A) win-lose
B) lose-lose
C) win-win
D) All of the choices can be correct.

Question 77

During _______________, the chief role of the consultant is to improve the negotiating climate so that substantive negotiations can take place at some point in the future.

A) mediation
B) arbitration
C) conciliation
D) consultation

Question 78

____________is a type of planned intervention that is meant to build self-awareness and camaraderie among members of a team.

A) Interaction management
B) Team building
C) Self-examination
D) Game playing

Question 79

How has the organizational perspective to conflict changed over time?

Question 80

Striving to end up with a bigger piece of the pie than the other party is to focus on a _______________ outcome.

A) related
B) constructive
C) primary
D) substantive