Question 1

Compromise is when each party to a conflict gives up something of value.

Accepted Answer

A) True 
 B)False

Question 2

The only desired outcome of a conflict is an equitable and fair agreement between the parties involved.

Accepted Answer

A) True 
 B)False

Question 3

Ted and Mary are two co-workers who get along well,but they often disagree on how to go about completing certain tasks.This is known as relationship conflict.

Accepted Answer

A) True 
 B)False

Question 4

James' "claim to fame" is that,in any negotiation process that he is involved with,he has the ability to work towards a solution that can create a win-win situation for all participants.James is thus adept at

Accepted Answer

A) integrative bargaining. 
B) collective bargaining. 
C) distributive bargaining. 
D) barter bargaining. 
E) wholistic bargaining.

Question 5

Which of the following statements about cultural differences in negotiations is FALSE?

Accepted Answer

A) Chinese negotiators respond negatively to angry negotiators. 
B) Chinese negotiators use anger as a negotiating tactic. 
C) Chinese negotiators were less likely to use compromising. 
D) It is easy to negotiate across cultures. 
E) It is easy for high-context and lo-context cultures to negotiate.

Question 6

The first step in the negotiation process should be

Accepted Answer

A) defining ground rules. 
B) clarification. 
C) justification. 
D) developing a strategy. 
E) bargaining.

Question 7

Conflict meets the criteria of constructive conflict when it

Accepted Answer

A) improves the quality of decisions. 
B) encourages interest and curiosity of members. 
C) increases tensions to stimulate creativity. 
D) increases tensions to stimulate creativity and improves the quality of decisions. 
E) improves the quality of decisions and encourages interest and curiosity of members.

Question 8

Attempting to convince another that your conclusion is right and his or her conclusion is mistaken is an example of the forcing conflict-handling strategy.

Accepted Answer

A) True 
 B)False

Question 9

The smaller the group and the less specialized its activities,the greater likelihood of conflict.

Accepted Answer

A) True 
 B)False

Question 10

Research suggests that agreeable employees will react to conflict more

Accepted Answer

A) personally. 
B) constructively. 
C) positively. 
D) negatively. 
E) dysfunctionally.

Question 11

Teams experiencing relationship conflict have poorer decisions and lower levels of acceptance of the decision.

Accepted Answer

A) True 
 B)False

Question 12

By definition,conflict must be perceived to exist.

Accepted Answer

A) True 
 B)False

Question 13

Conflict always improves the quality of group decision making.

Accepted Answer

A) True 
 B)False

Question 14

Task conflict concerns how work gets done.

Accepted Answer

A) True 
 B)False

Question 15

Will is very adept at resolving conflicts among his staff by playing down the difference in opinions at the same time as he emphasizes the common interests of both parties.This resolution technique is called

Accepted Answer

A) avoidance. 
B) smoothing. 
C) compromising. 
D) problem solving. 
E) developing subordinate goals.

Question 16

Which of the following characteristics would be inconsistent with an individual using a problem-solving style?

Accepted Answer

A) views conflict as natural and helpful 
B) demonstrates trust and candidness with others 
C) believes that each party must give up something to reach a satisfactory solution 
D) views everyone as having an equal role in resolving the conflict 
E) attempts to reach a satisfactory and acceptable conclusion

Question 17

The potential for a conflict to be functional increases when team members were

Accepted Answer

A) high in organizational citizenship behaviour. 
B) high in Machiavellianism. 
C) high in self-monitoring. 
D) high in openness and emotional stability. 
E) high in goal commitment.

Question 18

By using compromise,the parties are seeking what kind of solution?

Accepted Answer

A) win-win 
B) win-lose 
C) lose-lose 
D) conflict avoidance 
E) conflict escalation

Question 19

Within the five identified conflict management strategies,ignoring the issue is

Accepted Answer

A) forcing. 
B) yielding. 
C) compromising. 
D) avoiding. 
E) problem solving.

Question 20

The cultural context of the negotiation significantly influences the amount and type of preparation for bargaining,the relative emphasis on task versus interpersonal relationships,and the tactics used.

Accepted Answer

A) True 
 B)False

Exam 9: Conflict and Negotiation

Compromise is when each party to a conflict gives up something of value.

The only desired outcome of a conflict is an equitable and fair agreement between the parties involved.

Ted and Mary are two co-workers who get along well,but they often disagree on how to go about completing certain tasks.This is known as relationship conflict.

James' "claim to fame" is that,in any negotiation process that he is involved with,he has the ability to work towards a solution that can create a win-win situation for all participants.James is thus adept at

Which of the following statements about cultural differences in negotiations is FALSE?

The first step in the negotiation process should be

Conflict meets the criteria of constructive conflict when it

Attempting to convince another that your conclusion is right and his or her conclusion is mistaken is an example of the forcing conflict-handling strategy.

The smaller the group and the less specialized its activities,the greater likelihood of conflict.

Research suggests that agreeable employees will react to conflict more

Teams experiencing relationship conflict have poorer decisions and lower levels of acceptance of the decision.

By definition,conflict must be perceived to exist.

Conflict always improves the quality of group decision making.

Task conflict concerns how work gets done.

Will is very adept at resolving conflicts among his staff by playing down the difference in opinions at the same time as he emphasizes the common interests of both parties.This resolution technique is called

Which of the following characteristics would be inconsistent with an individual using a problem-solving style?

The potential for a conflict to be functional increases when team members were

By using compromise,the parties are seeking what kind of solution?

Within the five identified conflict management strategies,ignoring the issue is

The cultural context of the negotiation significantly influences the amount and type of preparation for bargaining,the relative emphasis on task versus interpersonal relationships,and the tactics used.