Question 1

Discuss the two general approaches to negotiation.

Accepted Answer

The answer of Discuss the two general approaches to negotiation....

Question 2

Attempting to find a win-win solution that allows both parties' goals to be completely achieved and seeking a conclusion that incorporates the valid insights of both parties is an example of which conflict-handling intention?

Accepted Answer

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

Question 3

How might personality affect the negotiation process?

Accepted Answer

The answer of How might personality affect the negotiation process?...

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

Negotiation exists at all levels of group and organisation interactions.

Accepted Answer

A) True 
 B)False

Question 6

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

Accepted Answer

A) the ideal situation but is rarely achieved. 
B) likely to be responsive to the need for change and innovation. 
C) the most productive. 
D) prone to becoming static and apathetic.

Question 7

Which of the following is a conflict stimulation technique?

Accepted Answer

A) authoritative command 
B) expansion of resources 
C) compromise 
D) bringing in outsiders

Question 8

At the heart of every negotiation is the impact on the parties' relationship and how they feel about themselves.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following is NOT a conflict resolution technique?

Accepted Answer

A) superordinate goals 
B) avoidance 
C) appointing a devil's advocate 
D) authoritative command

Question 10

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

Accepted Answer

A) behaviour (Stage IV) 
B) intentions (Stage III) 
C) cognition and personalisation (Stage II) 
D) potential opposition or incompatibility (Stage I)

Question 11

Conflict must be perceived in order for it to exist.

Accepted Answer

A) True 
 B)False

Question 12

Negotiation permeates the interactions of almost everyone in groups and organisations.

Accepted Answer

A) True 
 B)False

Question 13

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

Accepted Answer

A) True 
 B)False

Question 14

In terms of assertiveness and cooperativeness,the conflict-handling intention that is the opposite of competing is avoiding.

Accepted Answer

A) True 
 B)False

Question 15

The interactionist view of conflict proposes that conflict is:

Accepted Answer

A) necessary for effective group performance. 
B) always evident in groups. 
C) a necessary evil. 
D) an indication of the group maturity level.

Question 16

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

Accepted Answer

A) traditional 
B) functional 
C) interactionist 
D) managed-conflict

Question 17

What role does anchoring bias play in bargaining?

Accepted Answer

A) It establishes a price point based on previous negotiations the two parties have had together. 
B) It is a benefit the opening bidder has in the bargaining process. 
C) It establishes a price point based on previous negotiations the two parties have had over a similar negotiation,but not necessarily with each other. 
D) None of the above.

Question 18

Conflict is dysfunctional when it:

Accepted Answer

A) fosters an environment of self-evaluation and change. 
B) reduces group cohesiveness. 
C) provides a means for releasing tensions. 
D) provides a medium to release tension.

Question 19

Women are more cooperative and pleasant in negotiations than are men.

Accepted Answer

A) True 
 B)False

Question 20

Team A competes with Team B for scarce resources.What type of conflict exists between the two teams?

Accepted Answer

A) intragroup 
B) organisational 
C) intergroup 
D) dyadic

Exam 13: Conflict and Negotiation

Discuss the two general approaches to negotiation.

Attempting to find a win-win solution that allows both parties' goals to be completely achieved and seeking a conclusion that incorporates the valid insights of both parties is an example of which conflict-handling intention?

How might personality affect the negotiation process?

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

Negotiation exists at all levels of group and organisation interactions.

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

Which of the following is a conflict stimulation technique?

At the heart of every negotiation is the impact on the parties' relationship and how they feel about themselves.

Which of the following is NOT a conflict resolution technique?

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

Conflict must be perceived in order for it to exist.

Negotiation permeates the interactions of almost everyone in groups and organisations.

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

In terms of assertiveness and cooperativeness,the conflict-handling intention that is the opposite of competing is avoiding.

The interactionist view of conflict proposes that conflict is:

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

What role does anchoring bias play in bargaining?

Conflict is dysfunctional when it:

Women are more cooperative and pleasant in negotiations than are men.

Team A competes with Team B for scarce resources.What type of conflict exists between the two teams?