Deck 13: Conflict and Negotiation

Question 1

Task conflict relates positively to performance only when:

A)team members believe the team is a safe place for taking risks and that members will deliberately undermine or reject those who speak up.
B)team members encourage functional conflict and discourage personal conflict.
C)team members encourage functional conflict and discourage dysfunctional conflict.
D)none of the above.

Answer 1

A

Question 2

In which stage are conflict issues defined?

A)Stage III
B)Stage IV
C)Stage II
D)Stage I

Answer 2

C

Question 3

Which of the following is NOT one of the three types of conflict?

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

Answer 3

A

Question 4

Intragroup conflict:

A)occurs outside of a team or group.
B)is conflict that occurs within an individual.
C)involves conflict that occurs between individuals on opposing teams.
D)involves conflict that occurs within a team or group.

Question 5

Conflict that relates to the content and goals of the work is termed __________ conflict.

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

Question 6

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

A)conflict is inevitable.
B)conflict is subversive.
C)employee-employer relations will be good.
D)no conflict exists.

Question 7

The second stage of the conflict process deals with:

A)group development.
B)interaction between group members.
C)conflict avoidance.
D)cognition and personalisation of conflict.

Question 8

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

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

Question 9

__________ conflict focuses on interpersonal relationships.

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

Question 10

People high in the personality trait of __________ are more prone to have conflict with others.

A)disagreeableness
B)neuroticism
C)self-monitoring
D)all of the above

Question 11

High job specialisation causes __________ conflict.

A)antecedent
B)structural
C)personal-variable
D)communicative

Question 12

__________ intervene(s)between people's perceptions and emotions and their overt behaviour.

A)Attributions
B)Intentions
C)Cognition
D)Intuition

Question 13

Dyadic conflict involves:

A)competing teams.
B)an organisation and its teams.
C)two individuals.
D)only one individual.

Question 14

When the group disagrees,it is usually over how the work should get done.The type of conflict experienced by this group is called __________ conflict.

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

Question 15

________ conflict relates to how the work gets done.

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

Question 16

Which of the following is a stage in the conflict process?

A)intentions
B)functional
C)dysfunctional
D)hindering conflict

Question 17

__________ conflicts are almost always dysfunctional.

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

Question 18

Which of the following is NOT a stage of the conflict process?

A)vision
B)potential opposition
C)intentions
D)cognition

Question 19

The first stage of the conflict process is called:

A)outcomes.
B)behaviour.
C)potential opposition or incompatibility.
D)cognition and personalisation.

Question 20

The presence of conditions that create opportunities for conflict to arise is the __________ stage of the conflict process.

A)potential opposition
B)intentions
C)vision
D)cognition

Question 21

The two dimensions of conflict-handling intentions are:

A)awareness and assertiveness.
B)cooperativeness and assertiveness.
C)reliability and awareness.
D)independence and interdependence.

Question 22

Conflict management techniques can:

A)stimulate conflict.
B)resolve conflict.
C)both resolve and stimulate conflict.
D)none of the above.

Question 23

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

A)Stage IV
B)Stage III
C)Stage II
D)Stage I

Question 24

A willingness to acknowledge a partial agreement with a specific viewpoint and to take a partial blame for an infraction are examples of:

A)accommodating.
B)compromising.
C)avoiding.
D)collaborating.

Question 25

There are two dimensions to conflict-handling intentions: cooperativeness and assertiveness.Cooperativeness is the degree to which:

A)one party attempts to satisfy his or her own concerns.
B)both parties work towards a common goal.
C)one party attempts to satisfy the other party's concerns.
D)there is an absence of conflict.

Question 26

Collaborating is the preferred conflict-handling orientation:

A)when an issue is trivial.
B)in emergencies.
C)to gain cooperation in a mutually satisfying outcome.
D)to build social credits for later issues.

Question 27

Which is NOT one of the five conflict-handling intentions?

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

Question 28

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

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

Question 29

Which of the following is a conflict stimulation technique?

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

Question 30

__________ is when one party is willing to be self-sacrificing in order to maintain a relationship.

A)Competing
B)Accommodating
C)Compromising
D)Collaborating

Question 31

The unassertive and uncooperative conflict-handling orientation is:

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

Question 32

Which of the following is NOT a conflict resolution technique?

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

Question 33

To achieve a compromising approach,one needs to:

A)avoid overt disagreement.
B)give up something of value.
C)value openness and trust.
D)dominate the other conflicting party.

Question 34

Which conflict stage includes the statements,actions and reactions made by the conflicting parties?

A)Stage II
B)Stage III
C)Stage V
D)Stage IV

Question 35

When one person seeks to satisfy his or her own interests regardless of the impact on the other parties to the conflict,that person is:

A)accommodating.
B)avoiding.
C)competing.
D)compromising.

Question 36

Which one of the following conflict-handling orientations represents an attempt to find a win-win solution?

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

Question 37

The dimension of the conflict-handling intention labelled assertiveness is the degree to which one party:

A)is competitive.
B)attempts to satisfy everyone's concerns.
C)attempts to satisfy the other party's concerns.
D)attempts to satisfy his or her own concerns.

Question 38

Which type of conflict-handling intention results in a person's withdrawing from conflict?

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

Question 39

The conflict-handling orientation that fully combines assertiveness and cooperation is:

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

Question 40

The conflict-handling orientation that is based on a process of equal amounts of assertiveness and cooperativeness is:

A)compromising.
B)collaborating.
C)accommodating.
D)avoiding.

Question 41

The point below which either negotiating party would break off negotiations rather than accept a less favourable settlement is called the __________ point.

A)negative
B)refusal
C)non-negotiating
D)resistance

Question 42

Integrative bargaining focuses relationships on:

A)resistance to bargaining.
B)the short term.
C)the long term.
D)win-lose.

Question 43

What is conflict management?

A)stopping all conflict
B)controlling conflict levels
C)stimulating conflict
D)avoiding conflict

Question 44

Integrative bargaining is preferable to distributive bargaining because it:

A)focuses on a mutual aspiration range.
B)negotiates within the settlement range.
C)builds long-term relationships.
D)is more efficient.

Question 45

A person's aspiration range indicates:

A)the amount sellers will reduce their price to and still remain economically happy.
B)the amount buyers will increase their price to and still remain economically happy.
C)all of the above.
D)none of the above.

Question 46

Which bargaining strategy is preferable for use in intra-organisational behaviour?

A)equal bargaining
B)positive negotiation
C)integrative bargaining
D)distributive bargaining

Question 47

Labour-management negotiations over wages exemplify __________ bargaining.

A)integrative
B)distributive
C)cost-effective
D)third-party

Question 48

The bargaining strategy that operates under zero-sum conditions is called:

A)integrative bargaining.
B)unethical.
C)distributive bargaining.
D)win-win.

Question 49

Which is the earlier stage of the negotiation process?

A)definition of ground rules
B)evaluation of process
C)bargaining and problem solving
D)clarification and justification

Question 50

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

A)margin of error
B)bid price
C)BATNA
D)asking price

Question 51

A negotiation strategy that sees one person's gain at the other's loss is known as:

A)profit and loss strategy.
B)win-lose strategy.
C)zero-sum.
D)win-win loss.

Question 52

__________ is negotiation that seeks to divide a fixed pie.

A)Unethical bargaining
B)Distributive bargaining
C)BATNA
D)Integrative bargaining

Question 53

__________ operates under the assumption that there is one or more settlements that can create a win-win solution.

A)Distributive bargaining
B)Integrative bargaining
C)Positive negotiation
D)Equal bargaining

Question 54

Target and resistance points are part of which bargaining strategy?

A)distributive bargaining
B)integrative bargaining
C)both distributive bargaining and integrative bargaining
D)neither distributive bargaining nor integrative bargaining

Question 55

A process in which two or more parties exchange goods or services and attempt to agree upon the exchange rate for them is:

A)conflict management.
B)economics.
C)supply-side economics.
D)negotiation.

Question 56

What role does anchoring bias play in bargaining?

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 57

Conflict is constructive when:

A)it fosters an environment of self-evaluation and change.
B)it stimulates creativity and innovation.
C)it improves the quality of decisions.
D)all of the above.

Question 58

The focus of relationships in distributive bargaining is:

A)win-win.
B)the short term.
C)on varying amounts of resources.
D)the long term.

Question 59

Negotiation also means:

A)bargaining.
B)accommodating.
C)collaboration.
D)win-lose.

Question 60

Which of the following is NOT a step in the negotiation process?

A)definition of ground rules
B)evaluation of process
C)bargaining and problem solving
D)clarification and justification

Question 61

Josh is a prospective buyer of Ellen's property and they are currently in the midst of the negotiation process.At this point,Josh is attempting to determine how quickly Ellen needs to get the property off her hands through the questions he has asked and his observation of her verbal and non-verbal responses. What stage of the negotiation is this?

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

Question 62

Which of the following statements about personality traits in negotiations is FALSE?

A)Negotiators who are agreeable or extraverted are not very successful in distributive bargaining.
B)The best distributive bargainers appear to be disagreeable introverts.
C)Research shows that intelligence strongly predicts negotiation effectiveness.
D)We can all learn to be better negotiators.

Question 63

Playbill,Inc.representatives understand Chinese culture and norms.During negotiations with an angry Chinese counterpart,Playbill,Inc.representatives understand that Chinese negotiators are more likely to:

A)use extreme political tactics.
B)increase use of distributive negotiating tactics.
C)decrease use of distributive negotiating tactics.
D)become agreeable and avoid confrontational tactics.

Question 64

If you focus on BATNA,your strategy will involve:

A)making the best and true negotiation attempt.
B)relying on the least attractive alternative to a negotiated agreement.
C)seeking the best alternative to a negotiated agreement.
D)making a base attempt to negotiate an agreement.

Question 65

Playbill,Inc.is a company that hires culturally diverse people to perform Shakespearean plays for high school students.They employ actors and actresses from all over the world.The actors and actresses have joined together to ask Playbill for higher salaries. Which of the following statements is FALSE concerning gender differences in negotiations?

A)Women's attitudes towards negotiation and towards themselves as negotiators appear to be quite different from men's.
B)Women are more cooperative,pleasant and relationship-oriented in negotiations than men.
C)Women are neither worse nor better negotiators than men.
D)It appears that women may unduly penalise themselves by failing to engage in negotiations when such action would be in their best interests.

Question 66

Alpha Construction has 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. They have asked Sam Jones,an attorney and trusted friend of both parties,to help them informally to solve their problem.Sam's role is that of a(n):

A)conciliator.
B)arbitrator.
C)mediator.
D)consultant.

Question 67

What is conflict?

Question 68

Your BATNA is your:

A)best and true negotiation attempt.
B)bottom alternative to a negotiated agreement.
C)best alternative to a negotiated agreement.
D)base attempt to a negotiated agreement.

Question 69

Distinguish between functional conflict and dysfunctional conflict.

Question 70

The major advantage of __________ is that it always results in a settlement.

A)mediation
B)conciliation
C)arbitration
D)consultancy

Question 71

In third-party negotiations,a neutral third party who facilitates a negotiated solution by using reasoning,persuasion,and suggestions is known as a(n):

A)conciliator.
B)consultant.
C)mediator.
D)arbitrator.

Question 72

In third-party negotiations,a third party who provides an informal communication link between the negotiator and the opponent is known as a(n):

A)arbitrator.
B)mediator.
C)consultant.
D)conciliator.

Question 73

The negotiation stage in which you decide who will engage in negotiations and the time constraints involved is called:

A)setting the ground rules.
B)evaluating the process.
C)bargaining and problem solving.
D)clarifying and justifying.

Question 74

__________ typically act as more than mere communication conduits.They also engage in fact-finding,interpreting messages,and persuading disputants to develop agreements.

A)Mediators
B)Consultants
C)Arbitrators
D)Conciliators

Question 75

You are considering questions such as the following: 'Who will do the negotiating? Where will it take place? What time constraints will apply?' What stage in the negotiation process are you in?

A)definition of ground rules
B)evaluation of process
C)bargaining and problem solving
D)clarification and justification

Question 76

Alpha Construction has 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. Alpha wants to bring in a neutral third party who will facilitate a negotiated solution by using reasoning,persuasion,suggesting alternatives and the like.This person is a(n):

A)conciliator.
B)mediator.
C)consultant.
D)arbitrator.

Question 77

During which phase of the negotiation process do the parties exchange their initial proposals or demands?

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

Question 78

Which emotion or mood is likely to result in an increase of deception during the distributive negotiation process?

A)anger
B)fear
C)anxiety
D)lying

Question 79

In third-party negotiations,a third party with the authority to dictate an agreement is known as a(n):

A)conciliator.
B)arbitrator.
C)mediator.
D)consultant.

Question 80

Alpha Construction has 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):

A)arbitrator.
B)consultant.
C)conciliator.
D)mediator.