Question 1

Bill prefers to stay away from conflict and typically ignores disagreements. He uses a collaborative style to handle conflict.

Accepted Answer

A) True 
 B)False

Question 2

In Teams Competency: IBM created the Market Growth Workshop to resolve conflicts between employees and customers.

Accepted Answer

A) True 
 B)False

Question 3

Raul realized it was probably better for the human resource manager to handle the conflict regarding annual bonuses so he didn't address the situation with his employees during their reviews. What type of conflict management style is Raul using?

Accepted Answer

A)  avoiding 
B)  accommodating 
C)  forcing 
D)  compromising

Question 4

Describe the characteristics and effects of the accommodating style of conflict management.

Accepted Answer

The answer of Describe the characteristics and effects of the...

Question 5

During negotiation, it is critical for both parties to establish BATNA which refers to the negotiator's

Accepted Answer

A)  primary disagreement. 
B)  absolute bottom line. 
C)  secondary disagreement. 
D)  plan of attack.

Question 6

What type of conflict focuses on interpersonal issues and arises from personality differences?

Accepted Answer

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

Question 7

In Across Cultures Competency: When making presentations to Italians, it is suggested that you are

Accepted Answer

A)  technically-oriented. 
B)  direct and factual. 
C)  aware of your external image. 
D)  focused only on the business and not the social aspects.

Question 8

If the sales staff doesn't make any sales, then the manufacturing department doesn't need to make any products and without any products, the sales staff can't make sales. This demonstrates task interdependency.

Accepted Answer

A) True 
 B)False

Question 9

_____ conflicts focus on substantive issues and involve disagreements about content of work.

Accepted Answer

A)  Relationship 
B)  Role 
C)  Task 
D)  Process

Question 10

Shari thinks that the marketing department should be responsible for the logistics of setting up at the trade show but Nevel thinks it should be the sales staff. This is an example of ____ conflict.

Accepted Answer

A)  process 
B)  role 
C)  relationship 
D)  intrasender

Question 11

Compare and contrast the compromising style of conflict management with the forcing style. Provide an example of each type of style.

Accepted Answer

The answer of Compare and contrast the compromising style of...

Question 12

While neither side in the negotiations between the furniture manufacturer and the lumber supplier felt the final result was equally acceptable, the final solution was advantageous to both sides. What type of negotiations strategy took place?

Accepted Answer

A)  attitudinal 
B)  integrative 
C)  distributive 
D)  comparative

Question 13

Which type of conflict has been found to actually have a positive effect on team performance because it can stimulate critical thinking?

Accepted Answer

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

Question 14

In Change Competency: The collapse of the auto market in 2008 and 2009 forced GM and UAW members to the bargaining table. What is the best way to describe these negotiations?

Accepted Answer

A)  It took many months to come to an agreement because neither side was willing to negotiate. 
B)  UAW and GM are still in negotiations, more than ten years later. 
C)  Agreement was reached that favored GM but ignored the needs of the UAW. 
D)  Agreement was reached without the lengthy battles observed in previous negotiations.

Question 15

The negotiator's dilemma occurs when

Accepted Answer

A)  both parties in negotiation fail to achieve their stated goals. 
B)  a third party arbitrator is assigned to represent one side of the negotiation. 
C)  a negotiator favors self-serving outcomes that minimize mutual gain. 
D)  negotiations are based on opinions and not facts.

Question 16

Kent disagrees with Tara - he doesn't think the warehouse can supply 600 pounds of asphalt by Wednesday. Kent and Tara are experiencing

Accepted Answer

A)  relativism. 
B)  conflict. 
C)  dynamism. 
D)  avoidance.

Question 17

Rather than speak up about her concerns and upset the team, Kelli decides to agree with their decision so the program can move forward. Many of her coworkers feel that Kelli is weak because she fails to contribute her ideas. This is an example of the ____ style.

Accepted Answer

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

Question 18

What occurs during the second stage of the negotiation process?

Accepted Answer

A)  negotiating the substantive agreement 
B)  implementing the agreement 
C)  assessing the situation 
D)  establishing and agreeing on the process

Question 19

In Self Competency: John Taylor was using the avoiding style of conflict management when he transferred an employee to another department without first confronting him about his poor quality of work.

Accepted Answer

A) True 
 B)False

Question 20

Attitudinal structuring refers to the _____ that influence communication during negotiations.

Accepted Answer

A)  time constraints 
B)  feelings and relationships 
C)  laws and regulations 
D)  subjective responses

Exam 13: Managing Conflict and Negotiating Effectively

Bill prefers to stay away from conflict and typically ignores disagreements. He uses a collaborative style to handle conflict.

In Teams Competency: IBM created the Market Growth Workshop to resolve conflicts between employees and customers.

Raul realized it was probably better for the human resource manager to handle the conflict regarding annual bonuses so he didn't address the situation with his employees during their reviews. What type of conflict management style is Raul using?

Describe the characteristics and effects of the accommodating style of conflict management.

During negotiation, it is critical for both parties to establish BATNA which refers to the negotiator's

What type of conflict focuses on interpersonal issues and arises from personality differences?

In Across Cultures Competency: When making presentations to Italians, it is suggested that you are

If the sales staff doesn't make any sales, then the manufacturing department doesn't need to make any products and without any products, the sales staff can't make sales. This demonstrates task interdependency.

_____ conflicts focus on substantive issues and involve disagreements about content of work.

Shari thinks that the marketing department should be responsible for the logistics of setting up at the trade show but Nevel thinks it should be the sales staff. This is an example of ____ conflict.

Compare and contrast the compromising style of conflict management with the forcing style. Provide an example of each type of style.

While neither side in the negotiations between the furniture manufacturer and the lumber supplier felt the final result was equally acceptable, the final solution was advantageous to both sides. What type of negotiations strategy took place?

Which type of conflict has been found to actually have a positive effect on team performance because it can stimulate critical thinking?

In Change Competency: The collapse of the auto market in 2008 and 2009 forced GM and UAW members to the bargaining table. What is the best way to describe these negotiations?

The negotiator's dilemma occurs when

Kent disagrees with Tara - he doesn't think the warehouse can supply 600 pounds of asphalt by Wednesday. Kent and Tara are experiencing

Rather than speak up about her concerns and upset the team, Kelli decides to agree with their decision so the program can move forward. Many of her coworkers feel that Kelli is weak because she fails to contribute her ideas. This is an example of the ____ style.

What occurs during the second stage of the negotiation process?

In Self Competency: John Taylor was using the avoiding style of conflict management when he transferred an employee to another department without first confronting him about his poor quality of work.

Attitudinal structuring refers to the _____ that influence communication during negotiations.