Deck 11: Negotiation and Conflict Management

Question 1

The goal of competitive bargaining strategies is to

A) win at all costs.
B) win when consequences are minimal.
C) win as long as others win, too.
D) maximize goals of bargaining participants.

Answer 1

win at all costs.

Question 2

The act of recognizing,presenting,and defending a controversial issue is known as

A) argumentativeness.
B) conflict.
C) verbal aggressiveness.
D) negotiation.

Answer 2

argumentativeness.

Question 3

People who have solid skills in argumentation are __________ likely to use verbally Aggressive strategies.

A) more
B) somewhat
C) less
D) very

Answer 3

less

Question 4

The tendency to attack other people and their self -concepts instead of issues is termed

A) argumentativeness.
B) conflict.
C) verbal aggressiveness.
D) negotiation.

Question 5

Which two functions are vital to the long

A) verbal aggressiveness and argumentativeness
B) negotiation and conflict management
C) negotiation and verbal aggressiveness
D) conflict and verbal aggressiveness

Question 6

What is the difference between formal and informal bargaining situations?

A) Informal sessions are casual whereas formal sessions never are.
B) Informal sessions are difficult whereas formal sessions are easy.
C) Informal sessions are scheduled over time whereas formal sessions are spontaneous.
D) Informal sessions are spontaneous whereas formal sessions are scheduled over time.

Question 7

Negotiators have __________ to bargain in good faith,demonstrate respect for the rights Of other negotiators,and encourage fair and open discussion of issues.

A) no obligation
B) a communication obligation
C) an ethical obligation
D) very little obligation

Question 8

What is the first step in any negotiation session?

A) summarizing an offer
B) positioning
C) advancing an offer
D) countering an offer

Question 9

Conflict has been defined as "an expressed struggle between at least two __________ Parties who perceive incompatible goals,scarce resources,and interference from the Other party in achieving their goals."

A) solitary
B) independent
C) interdependent
D) dependent

Question 10

Cooperative or integrative strategies in a bargaining situation are attempts to

A) undermine the opposition.
B) promote open, honest, and up
C) win at all costs.
D) promote verbal aggressiveness in bargaining.

Question 11

What is the primary cause of conflict in organizations?

A) personality conflicts
B) compromise
C) concern for tasks
D) competing goals

Question 12

__________ is (are)an example of a formal bargaining situation.

A) Labor -management negotiations
B) An employer and employee who disagree about performance standards
C) Coworker territorial disputes
D) Bargaining with hotels about corporate rates

Question 13

What is the function of information management in a negotiation situation?

A) to clarify issues, show prevailing evidence, and reduce ambiguity
B) to concede something in return for something else
C) to help maintain interest in the negotiation
D) to move the focus of the negotiation to important issues

Question 14

Which item of the following list contains cooperative tactics for use in bargaining
Sessions?

A) issuing ultimatums and offering concessions
B) asking for concessions and issuing ultimatums
C) offering information and providing clarification
D) offering promises and making threats or demands

Question 15

Verbal aggressiveness that comes from having observed and imitated parents,siblings, Peers,and significant others who were verbally aggressive can be termed

A) psychopathy.
B) dislike of others.
C) schizophrenia.
D) social learning.

Question 16

In a bargaining session,two or more people with different goals exchange
Communication to produce a __________ outcome.

A) mutually agreed on
B) conceded
C) lengthy
D) mutually undesirable

Question 17

In an ongoing conflict situation,what might change as the conflict situation develops
And the conflicting partners begin to understand each other better?

A) goals
B) positions
C) argumentativeness
D) conflict

Question 18

What does making concessions demonstrate to the other negotiators?

A) It demonstrates an unwillingness to change the offer.
B) It demonstrates a desire to get the negotiations started.
C) It demonstrates a willingness to be cooperative and to continue the bargaining.
D) It demonstrates a willingness to give in to anything they want.

Question 19

__________ goals reveal how each party views the nature and importance of the Relationship with the conflict partner.

A) Content
B) Cooperative
C) Reflective
D) Relational

Question 20

In a bargaining session, two or more people with different goals exchange communication to produce a __________ outcome.

A) Positioning
B) Negotiating
C) Conceding
D) Impressing

Question 21

It is not important to maintain a high level of enthusiasm during the bargaining
process.

Question 22

Which conflict style would you be using if you said,"I see your point of view.Let's do it
Your way"?

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

Question 23

Argumentativeness includes the ability to recognize controversial issues in
communication situations.

Question 24

Which conflict management strategy seeks to work toward an interdependent
Solution?

A) assembling of competitive goals
B) assembling of collaborative goals
C) assembling of personal goals
D) assembling of content goals

Question 25

Concessions are seldom useful in the negotiation process.

Question 26

Negotiation often involves argumentation and verbal aggressiveness.

Question 27

What are the two dimensions on the conflict grid discussed in Chapter 11?

A) concern for task and concern for relationships
B) concern for people and concern for production
C) concern for others' goals and concern for personal goals
D) concern for personal goals and concern for organizational goals

Question 28

What is one of the most frequent obstacles to conflict resolution?

A) competing goals
B) failure to listen
C) anxiety
D) scarce resources

Question 29

The accommodation conflict style is characterized by a low concern for content goals ? and a high concern for relational goals.

Question 30

Informal bargaining does not occur in the workplace.

Question 31

If you were to say,"If you combine our two requests,the end results will actually ? resemble our initial plans," you would be utilizing which conflict style?

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

Question 32

Moving the focus of the negotiation to issues important to you is called positioning.

Question 33

The term distributive refers to the bargainer's assumption that a gain for her/his side equals a loss for the other side.

Question 34

Which of the following suggestions can improve goal setting for conflict management?

A) analyze the relationship you have with the person and that person's conflict style
B) familiarize yourself with the physical environment where the conflict occurs
C) control your tendency toward verbal aggressiveness
D) appreciate the relief that follows working through a productive conflict situation

Question 35

Initial bargaining strategies should include firm but cooperative messages.

Question 36

Which conflict style is more concerned with personal goal achievement than with
Relational stability?

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

Question 37

Verbal aggressiveness refers to attacking another’s point of view and not his/her self - concept.