Deck 13: Rules of Negotiation Common Mistakes

Question 1

Signs and behaviors of a negative, destructive conflict spiral include which of the following?

A) critical language.
B) defensive language.
C) open communication.
D) direct confrontation.

Answer 1

A&B

Question 2

The human relations view of conflict includes all of the following except

A) Conflict is always negative.
B) Conflict is natural.
C) Conflict is sometimes constructive and sometimes destructive.
D) Conflict can increase communication.

Answer 2

A

Question 3

The traditional view of conflict includes all of the following except

A) Conflict is always negative.
B) Conflict should be minimized and avoided.
C) Conflict triggers a competitive human interaction.
D) A traditional view of conflict will assist one in negotiation.

Answer 3

D

Question 4

One's attitude toward conflict is important to developing effective negotiation skills; because,

A) conflict is a contest that provides practice for negotiating.
B) conflict is the antecedent of negotiation and, therefore, impacts selection of the most appropriate negotiation strategy.
C) one cannot change one's attitude toward conflict.
D) None of the above.

Question 5

Which of the following statements are true?

A) Viewing conflict as always bad or destructive is characteristic of the interactionist sociological school of thought on conflict.
B) Viewing conflict as positive is characteristic of the traditional sociological school of thought on conflict.
C) Viewing conflict as something to be avoided is characteristic of the human relations sociological school of thought on conflict.
D) None of the above are true.

Question 6

According to systems theory, chaos theory, and complexity which of the following statements are true?

A) Conflict serves to distort communication.
B) Conflict unconfronted may lead to disintegration and hostility.
C) Behavior develops into patterns.
D) Systems have no order on their own.

Question 7

Which of the following statements are true?

A) In complexity theory, feedback is referred to as a recursive loop.
B) Change is predictable.
C) Systems possess invisible order and seek equilibrium.
D) All of the above.

Question 8

Select the statement below that presents the best definition of conflict, particularly for purposes of developing effective negotiation strategies.

A) Every difference of opinion is a conflict.
B) Every dispute one cares about is a conflict.
C) Conflict exists wherever and whenever there is an incompatibility of cognitions or emotions between or among those who are interdependent.
D) Conflict exists only where there is real incompatibility.

Question 9

The interactionist view of conflict includes all of the following except

A) Conflict is inevitable.
B) Conflict is a positive force that should be embraced.
C) Conflict should be avoided.
D) Maintaining a certain amount of conflict is good.