Question 1

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

Accepted Answer

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

Question 2

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

Accepted Answer

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 3

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?

Accepted Answer

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

Question 4

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

Accepted Answer

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

Question 5

What is the overall goal of conflict management?

Accepted Answer

A)  achieving the desired conflict level 
B)  resolving conflict 
C)  stimulating conflict 
D)  identifying conflict 
E)  assessing the source of conflict

Question 6

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?

Accepted Answer

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 7

The conflict-handling intention of avoiding is ________.

Accepted Answer

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

Question 8

Jennifer has come to realize that conflict has both functional, as well as dysfunctional, outcomes. She has observed examples of both in her organization.
-When "yes" people are hired and promoted, ________ outcomes are likely to result.

Accepted Answer

A)  improved organizational 
B)  functional 
C)  dysfunctional 
D)  enhanced policy 
E)  harmonious

Question 9

Which of the following is not an individual factor that influences the effectiveness of a negotiator?

Accepted Answer

A)  personality 
B)  mood 
C)  gender 
D)  age 
E)  emotions

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

When is conflict functional?

Accepted Answer

The answer of When is conflict functional?...

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

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?

Accepted Answer

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 14

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

Accepted Answer

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

Question 15

Jennifer has come to realize that conflict has both functional, as well as dysfunctional, outcomes. She has observed examples of both in her organization.
-Jennifer's boss asks for her recommendations on strategies for promoting functional conflict within the company. Which of the following is Jennifer most likely to recommend?

Accepted Answer

A)  punishing individuals who support beliefs that management has rejected 
B)  empowering employees to question their bosses with impunity 
C)  implementing a policy of promoting personnel who are conflict avoiders 
D)  training managers to discourage devil's advocates in the decision-making process 
E)  encouraging managers to reward employees who keep their opinions to themselves

Question 16

Identify the five stages of the conflict process, and provide an example of how a manager from the resolution-focused school of thought would apply each stage of the conflict process in the workplace.

Accepted Answer

The answer of Identify the five stages of the conflict...

Question 17

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

Accepted Answer

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 18

Alpha Construction is having 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)  mediator 
B)  arbitrator 
C)  conciliator 
D)  consultant 
E)  officiant

Question 19

Conflict management techniques can ________ conflict.

Accepted Answer

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

Question 20

Labor and management at DJ Trucking cannot agree upon a contract for the truck drivers. The drivers are threatening to strike, and management knows that such a strike would be very costly. Each side contends that they are bargaining fairly, but no agreement seems to be possible.
-You have decided to try to find a win-win situation to help labor and management resolve their differences. You are attempting to engage in ________.

Accepted Answer

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

Exam 14: Conflict and Negotiation