Question 1

You decide to do more research on the view that conflict should be encouraged as a means to achieve change and innovation. This view is termed ________.

Accepted Answer

A)   the traditional view
B)   the human relations view
C)   the interactionist view
D)   the acceptance view
E)   the promotional viewF) A) and E)
G) B) and C)

Question 2

A party who seeks to appease an opponent may be willing to place the opponent's interests above his or her own, sacrificing to maintain the relationship. We refer to this intention as ________.

Accepted Answer

A)   collaborating
B)   avoiding
C)   compromising
D)   competing
E)   accommodatingF) A) and B)
G) A) and C)

Question 3

When you are engaged in distributive bargaining, research consistently shows one of the best things you can do is make the first offer.

Accepted Answer

A) True 
 B)False  True

Question 4

Which of the following statements is true regarding task conflicts?

Accepted Answer

A)   Task conflicts relate to how the work gets done.
B)   Task conflicts are almost always dysfunctional.
C)   Groups performing routine tasks won't benefit from task conflict.
D)   Task conflict focuses on interpersonal relationships.
E)   Task conflicts hinder creativity and innovation.F) A) and B)
G) C) and D)

Question 5

Task conflicts can provide positive outcomes only when all members share the same goals and have high levels of trust.

Accepted Answer

A) True 
 B)False

Question 6

With reference to the interactionist view of conflict, conflict that relates to the content and goals of work is called ________ conflict.

Accepted Answer

A)   job
B)   task
C)   relationship
D)   process
E)   communicationF) C) and E)
G) A) and D)

Question 7

The conflict-handling intention of accommodating is unassertive and cooperative.

Accepted Answer

A) True 
 B)False  True

Question 8

In a negotiation process, which of the following activities is most likely to be included in the "closure and implementation" step?

Accepted Answer

A)   determining your best alternative to a negotiated agreement
B)   justifying your original demands
C)   formalizing the agreement that has been worked out
D)   determining time constraints, if any, applicable to negotiation
E)   exchange of the initial proposals or demandsF) A) and C)
G) B) and C)

Question 9

Studies have shown that there are some cultural differences in negotiation styles. Negotiators of which country are reported to have less trust in their negotiation counterparts?

Accepted Answer

A)   United States
B)   Japan
C)   Hong Kong
D)   India
E)   GermanyF) All of the above
G) C) and D)

Question 10

Which of the following statements is true regarding conflict?

Accepted Answer

A)   The smaller the group, the greater the likelihood of conflict.
B)   The less specialized the activities of the group, the greater the likelihood of conflict.
C)   People low in the personality traits of disagreeableness, neuroticism, or self-monitoring are more likely to engage in a conflict.
D)   Diversity of goals among groups is a major source of conflict.
E)   As the ambiguity about where responsibility for actions lies decreases, the potential for conflict increases.F) A) and B)
G) A) and C)

Question 11

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 ________.

Accepted Answer

A)   competing
B)   avoiding
C)   accommodating
D)   compromising
E)   collaboratingF) A) and B)
G) All of the above

Question 12

Which of the following conflict-handling intentions involves attempting to find a win-win solution?

Accepted Answer

A)   avoiding
B)   collaborating
C)   accommodating
D)   compromising
E)   competingF) B) and E)
G) D) and E)

Question 13

In a negotiation process, which of the following activities is most likely to be included in the "definition of ground rules" step?

Accepted Answer

A)   determining your best alternative to a negotiated agreement
B)   determining time constraints, if any, applicable to negotiation
C)   justifying your original demands
D)   formalizing the agreement that has been worked out
E)   determining the history leading up to the negotiationF) All of the above
G) A) and B)

Question 14

Tyler has often been seen to be employing accommodation as his conflict-handling strategy. In which of the following situations would Tyler's strategy be most suitable?

Accepted Answer

A)   when he perceives no chance of satisfying his concerns
B)   when an issue is trivial or symptomatic of other issues
C)   when gathering information supersedes immediate decision
D)   when others can resolve the conflict more effectively
E)   when harmony and stability are especially importantF) A) and B)
G) None of the above

Question 15

People from which country are most likely to confront differences of opinion directly and openly?

Accepted Answer

A)   United States
B)   Canada
C)   Great Britain
D)   Germany
E)   ChinaF) A) and B)
G) A) and C)

Question 16

Which of the following statements is true regarding distributive bargaining?

Accepted Answer

A)   It operates under zero-sum conditions.
B)   It focuses on long-term relationships.
C)   It involves high information sharing.
D)   It attempts to create a win-win solution.
E)   In terms of intraorganizational behavior, all things being equal, distributive bargaining is preferable to integrative bargaining.F) A) and E)
G) C) and D)

Question 17

Individuals who bargain in teams reach fewer integrative agreements than those who bargain individually.

Accepted Answer

A) True 
 B)False

Question 18

Describe the various dysfunctional outcomes of a conflict.

Accepted Answer

Dysfunctional conflicts can reduce group...

Question 19

The best alternative to a negotiated agreement (BATNA) determines the conflict-handling technique to be used during the negotiation process.

Accepted Answer

A) True 
 B)False  False

Question 20

The conflict-handling techniques are characterized by two dimensions, cooperativeness and assertiveness. Assertiveness indicates the degree to which ________.

Accepted Answer

A)   one party attempts to satisfy his or her own concerns
B)   one party attempts to suppress the conflict
C)   the parties attempt to find a win-win solution
D)   one party attempts to satisfy the other party's concerns
E)   the parties are willing to involve third-party conflict resolution techniquesF) A) and B)
G) B) and D)

Exam 14: Conflict and Negotiation

You decide to do more research on the view that conflict should be encouraged as a means to achieve change and innovation. This view is termed ________.

Correct AnswerverifiedShow Answer

A party who seeks to appease an opponent may be willing to place the opponent's interests above his or her own, sacrificing to maintain the relationship. We refer to this intention as ________.

Correct AnswerverifiedShow Answer

When you are engaged in distributive bargaining, research consistently shows one of the best things you can do is make the first offer.

Correct AnswerverifiedTrue

Which of the following statements is true regarding task conflicts?

Correct AnswerverifiedShow Answer

Task conflicts can provide positive outcomes only when all members share the same goals and have high levels of trust.

Correct AnswerverifiedShow Answer

With reference to the interactionist view of conflict, conflict that relates to the content and goals of work is called ________ conflict.

Correct AnswerverifiedShow Answer

The conflict-handling intention of accommodating is unassertive and cooperative.

Correct AnswerverifiedTrue

In a negotiation process, which of the following activities is most likely to be included in the "closure and implementation" step?

Correct AnswerverifiedShow Answer

Studies have shown that there are some cultural differences in negotiation styles. Negotiators of which country are reported to have less trust in their negotiation counterparts?

Correct AnswerverifiedShow Answer

Which of the following statements is true regarding conflict?

Correct AnswerverifiedShow Answer

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 ________.

Correct AnswerverifiedShow Answer

Which of the following conflict-handling intentions involves attempting to find a win-win solution?

Correct AnswerverifiedShow Answer

In a negotiation process, which of the following activities is most likely to be included in the "definition of ground rules" step?

Correct AnswerverifiedShow Answer

Tyler has often been seen to be employing accommodation as his conflict-handling strategy. In which of the following situations would Tyler's strategy be most suitable?

Correct AnswerverifiedShow Answer

People from which country are most likely to confront differences of opinion directly and openly?

Correct AnswerverifiedShow Answer

Which of the following statements is true regarding distributive bargaining?

Correct AnswerverifiedShow Answer

Individuals who bargain in teams reach fewer integrative agreements than those who bargain individually.

Correct AnswerverifiedShow Answer

Describe the various dysfunctional outcomes of a conflict.

Correct AnswerverifiedDysfunctional conflicts can reduce group...View AnswerShow Answer

The best alternative to a negotiated agreement (BATNA) determines the conflict-handling technique to be used during the negotiation process.

Correct AnswerverifiedFalse

The conflict-handling techniques are characterized by two dimensions, cooperativeness and assertiveness. Assertiveness indicates the degree to which ________.

Correct AnswerverifiedShow Answer

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True

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True

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Dysfunctional conflicts can reduce group...
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False

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