Question 1

People who underestimate their opponent's willingness to give on key issues before the negotiation even starts end up with lower outcomes from a negotiation.

Accepted Answer

A) True 
 B)False

Question 2

With respect to integrative negotiations,positive moods and emotions appear to lead to higher joint outcomes.

Accepted Answer

A) True 
 B)False

Question 3

Stage II of the conflict process deals with:

Accepted Answer

A) group development. 
B) interaction between group members. 
C) conflict avoidance. 
D) cognition and personalisation of conflict.

Question 4

Restructuring the organisation is a conflict-stimulation technique.

Accepted Answer

A) True 
 B)False

Question 5

The major advantage of mediation over arbitration is that it always results in a settlement.

Accepted Answer

A) True 
 B)False

Question 6

________ operates under the assumption that there exist one or more settlements that can create a win-win solution.

Accepted Answer

A) Distributive bargaining 
B) Integrative bargaining 
C) Positive negotiation 
D) Equal bargaining

Question 7

In third-party negotiations,a third party with the authority to dictate an agreement is known as a(n):

Accepted Answer

A) conciliator. 
B) arbitrator. 
C) mediator. 
D) consultant.

Question 8

To achieve a compromising approach,one needs to:

Accepted Answer

A) avoid overt disagreement. 
B) give up something of value. 
C) value openness and trust. 
D) dominate the other conflicting party.

Question 9

Managerial women demonstrate less confidence in anticipation of negotiating and are less satisfied with their performance after the process is complete,even when their performance and the outcomes they achieve are similar to men.

Accepted Answer

A) True 
 B)False

Question 10

Relationship conflict focuses on interpersonal relationships.

Accepted Answer

A) True 
 B)False

Question 11

The interactionist view of conflict encourages:

Accepted Answer

A) a minimal amount of group conflict. 
B) a moderate amount of group conflict. 
C) the elimination of all group conflict. 
D) the elimination of all dysfunctional group conflict.

Question 12

The negotiation stage in which you decide who will engage in negotiations and the time constraints involved is called:

Accepted Answer

A) setting the ground rules. 
B) evaluating the process. 
C) bargaining and problem solving. 
D) clarifying and justifying.

Question 13

Explain the three types of conflict: task conflict,relationship conflict and process conflict

Accepted Answer

The answer of Explain the three types of conflict: task...

Question 14

Which one of the following is NOT part of the traditional view of conflict?

Accepted Answer

A) harmful 
B) indicates malfunctioning 
C) must be avoided 
D) inevitable

Question 15

Negotiators who reveal deadlines weaken their position,therefore passing the advantage to their negotiating counterparts.

Accepted Answer

A) True 
 B)False

Question 16

A third party to a negotiator who has the authority to dictate an agreement is a mediator.

Accepted Answer

A) True 
 B)False

Question 17

________ is negotiation that seeks to divide a fixed pie.

Accepted Answer

A) Unethical bargaining 
B) Distributive bargaining 
C) BATNA 
D) Integrative bargaining

Question 18

Emotions play a major role in shaping perceptions.

Accepted Answer

A) True 
 B)False

Question 19

When the group disagrees,it is usually over how the work should get done.The type of conflict experienced by this group is ________ conflict.

Accepted Answer

A) process 
B) task 
C) traditional 
D) relationship

Question 20

Alpha Construction has a dispute with a home buyer about some of the terms of their building contract.Both Alpha and the home buyer want to avoid the expense of going to court,but they cannot agree on how to settle their disagreement. The home buyer wants to bring in a third party who will have the authority to dictate an agreement.This person is a(n):

Accepted Answer

A) arbitrator. 
B) consultant. 
C) conciliator. 
D) mediator.

Exam 13: Conflict and Negotiation

People who underestimate their opponent's willingness to give on key issues before the negotiation even starts end up with lower outcomes from a negotiation.

With respect to integrative negotiations,positive moods and emotions appear to lead to higher joint outcomes.

Stage II of the conflict process deals with:

Restructuring the organisation is a conflict-stimulation technique.

The major advantage of mediation over arbitration is that it always results in a settlement.

________ operates under the assumption that there exist one or more settlements that can create a win-win solution.

In third-party negotiations,a third party with the authority to dictate an agreement is known as a(n) :

To achieve a compromising approach,one needs to:

Managerial women demonstrate less confidence in anticipation of negotiating and are less satisfied with their performance after the process is complete,even when their performance and the outcomes they achieve are similar to men.

Relationship conflict focuses on interpersonal relationships.

The interactionist view of conflict encourages:

The negotiation stage in which you decide who will engage in negotiations and the time constraints involved is called:

Explain the three types of conflict: task conflict,relationship conflict and process conflict

Which one of the following is NOT part of the traditional view of conflict?

Negotiators who reveal deadlines weaken their position,therefore passing the advantage to their negotiating counterparts.

A third party to a negotiator who has the authority to dictate an agreement is a mediator.

________ is negotiation that seeks to divide a fixed pie.

Emotions play a major role in shaping perceptions.

When the group disagrees,it is usually over how the work should get done.The type of conflict experienced by this group is ________ conflict.