Question 1

Describe the first step of the negotiation process. How does the negotiating parties' relationship affect this step, and help determine the kind of bargaining that will be done (integrative or distributive)?

Accepted Answer

The answer of Describe the first step of the negotiation...

Question 2

The traditional view of conflict argues that conflict ________.

Accepted Answer

A)  cannot be avoided 
B)  helps to generate discussion 
C)  can be avoided 
D)  improves productivity 
E)  must be avoided

Question 3

________ conflicts are almost always dysfunctional.

Accepted Answer

A)  Task 
B)  Job 
C)  Relationship 
D)  Process 
E)  Functional

Question 4

________ bargaining is negotiation that seeks to divide a "fixed pie."

Accepted Answer

A)  Distributive 
B)  Integrative 
C)  Reflective 
D)  Affective 
E)  Conjunctive

Question 5

Beatrice is negotiating the terms of a project with a new client. Hubert is negotiating the terms for a different part of the project with the client as well. Both Beatrice and Hubert feel that the client has highly unreasonable deadline expectations. Based on gender differences in negotiating, which of the following outcomes is most likely?

Accepted Answer

A)  Hubert is not able to change the deadline, but Beatrice gets a two day extension. 
B)  Beatrice is not able to change the deadline, but Hubert gets a two day extension. 
C)  Beatrice and Hubert are both able to negotiate a two day extension. 
D)  Neither Beatrice or Hubert are able to negotiate more time from the client. 
E)  Beatrice refuses to take the project due to the unreasonable deadline.

Question 6

In which stage are conflict issues defined?

Accepted Answer

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

Question 7

The potential for conflict can actually be increased if too much information is communicated.

Accepted Answer

A) True 
 B)False

Question 8

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.
-At first, the disputing parties resist your offer to help create a win-win situation for both groups. They are each highly focused on their demands in the negotiation, otherwise known as their ________.

Accepted Answer

A)  bargaining chips 
B)  distribution points 
C)  resistance points 
D)  settlement ranges 
E)  target points

Question 9

Which one of the following might not be a functional outcome of the conflict process?

Accepted Answer

A)  stimulates creativity 
B)  increases innovation 
C)  fosters environment of self-evaluation 
D)  relieves tensions 
E)  avoids risk

Question 10

________ conflict supports the goals of the group and improves its performance.

Accepted Answer

A)  Formal 
B)  Informal 
C)  Functional 
D)  Dysfunctional 
E)  Reactive

Exam 14: Conflict and Negotiation