Question 1

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

Accepted Answer

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

Question 2

Making sure negotiations are designed to focus on well-defined and work-related terms also has promise for reducing gender differences by minimizing the ambiguous space for stereotypes to operate.

Accepted Answer

A) True 
 B)False  True

Question 3

Cross-cultural negotiations have no issues of trust.

Accepted Answer

A) True 
 B)False  False

Question 4

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

Accepted Answer

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

Question 5

What is BATNA? Discuss the significance of BATNA.

Accepted Answer

The answer of What is BATNA? Discuss the significance of...

Question 6

It seems that your work group is in conflict much of the time. One colleague has suggested that you, as the supervisor, are responsible for eliminating the conflict so that your work group can function harmoniously. Another colleague has suggested that conflict is good for stimulating creativity and productivity within the work environment. You are unsure about whether you should try to eliminate the conflict within your group or learn to deal with it positively.
-Contemporary perspectives tend to differentiate types of conflict based on their ________.

Accepted Answer

A)   effects
B)   being good or bad
C)   emotional impact
D)   task orientation
E)   relationship orientation

Question 7

A review that examined the effects of the four sets of behaviors across multiple studies found that openness and collaborating were both associated with superior group performance, whereas avoiding and competing strategies were associated with significantly worse group performance.

Accepted Answer

A) True 
 B)False

Question 8

A conflict-intensity continuum has "annihilatory conflict" at the upper end and "no conflict" at the lower end. In the context of this conflict-intensity continuum, which of the following statements is true of conflict intensities?

Accepted Answer

A)   Aggressive physical attacks fall in the lower range of the conflict-intensity continuum.
B)   Conflicts that reach the lower ranges of the conflict-intensity continuum are almost always dysfunctional.
C)   Strikes, riots, and wars fall in the lower range of the conflict-intensity continuum.
D)   In cases of annihilatory conflict, there is overt questioning or challenging of others.
E)   Functional conflicts are typically confined to the lower range of the conflict-intensity continuum.

Question 9

Outline and discuss the conflict process.

Accepted Answer

The answer of Outline and discuss the conflict process....

Question 10

When it comes to negotiation, having a reputation for being trustworthy doesn't matter.

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

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

Question 12

Which of the following statements is true regarding distributive bargaining?

Accepted Answer

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)   It is rarely used in labor-management negotiations.

Question 13

Which of the following is not a necessary condition for integrative bargaining to succeed in organizations?

Accepted Answer

A)   Opposing parties have a zero-sum outlook.
B)   Opposing parties are open with information.
C)   Opposing parties are candid about concerns.
D)   Opposing parties are sensitive to the other's needs and trust.
E)   Opposing parties maintain flexibility.

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

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

Accepted Answer

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

Question 16

Describe the preferred negotiating techniques that would be implemented by a manager from China. What conflict management techniques would he use? What role would a third-party negotiator be likely to have if no agreement could be reached?

Accepted Answer

The answer of Describe the preferred negotiating techniques that would...

Question 17

Labor and management at Leo Trucking cannot seem to agree upon a contract for the truck drivers. As each side contends that they are bargaining fairly, no agreement seems to be possible. The drivers are threatening to go on strike, and management knows that such a strike would prove to be costly.
-As 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 ________.

Accepted Answer

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

Question 18

In cross-cultural negotiations, it is especially important that the negotiations be high in openness.

Accepted Answer

A) True 
 B)False

Question 19

In which of the following situations is mediation most likely to be effective?

Accepted Answer

A)   The conflict between the parties involved in mediation is at a moderate level.
B)   One of the parties involved in the negotiation perceives the mediator as biased.
C)   There is a large gap between the target points of both the parties.
D)   One of the parties involved in the negotiation perceives the mediator as coercive.
E)   None of the parties is willing to disclose its BATNA.

Question 20

What are the various causes of conflict?

Accepted Answer

The answer of What are the various causes of conflict?...

Exam 14: Conflict and Negotiation

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

Making sure negotiations are designed to focus on well-defined and work-related terms also has promise for reducing gender differences by minimizing the ambiguous space for stereotypes to operate.

Cross-cultural negotiations have no issues of trust.

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

What is BATNA? Discuss the significance of BATNA.

A review that examined the effects of the four sets of behaviors across multiple studies found that openness and collaborating were both associated with superior group performance, whereas avoiding and competing strategies were associated with significantly worse group performance.

A conflict-intensity continuum has "annihilatory conflict" at the upper end and "no conflict" at the lower end. In the context of this conflict-intensity continuum, which of the following statements is true of conflict intensities?

Outline and discuss the conflict process.

When it comes to negotiation, having a reputation for being trustworthy doesn't matter.

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

Which of the following statements is true regarding distributive bargaining?

Which of the following is not a necessary condition for integrative bargaining to succeed in organizations?

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

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

Describe the preferred negotiating techniques that would be implemented by a manager from China. What conflict management techniques would he use? What role would a third-party negotiator be likely to have if no agreement could be reached?

In cross-cultural negotiations, it is especially important that the negotiations be high in openness.

In which of the following situations is mediation most likely to be effective?

What are the various causes of conflict?