Question 1

What are the various functional outcomes of conflict?

Accepted Answer

Conflict is functional when it improves ...

Question 2

Discuss the effects of personality traits on effectiveness of negotiations.

Accepted Answer

Negotiators who are agreeable or extrave...

Question 3

According to the interactionist's perspective, a group that functions without conflict is ________.

Accepted Answer

A)   living up to behavioral standards
B)   prone to becoming static and apathetic
C)   likely to be responsive to the need for change and innovation
D)   the most productive
E)   a rare phenomenonF) A) and D)
G) A) and C)

Question 4

Managers with high levels of economic power from Hong Kong, which is a high power-distance country, tend to be more cooperative in negotiations over a shared resource than German and U.S. managers, who were lower in power distance.

Accepted Answer

A) True 
 B)False

Question 5

Carisa is negotiating for the labor union. Today, she is presenting the evidence and papers that demonstrate the average wages in the area, the cost of health care for the average worker, and a pie graph demonstrating how these costs affect the new salary request. Which phase of the negotiation process is Carisa currently in?

Accepted Answer

A)   preparation and planning
B)   definition of ground rules
C)   clarification and justification
D)   bargaining and problem solving
E)   closure and implementationF) None of the above
G) B) and C)

Question 6

Jennifer's boss asks for her recommendations on strategies to promote functional conflicts within the company. Which of the following is Jennifer most likely to recommend?

Accepted Answer

A)   punishing individuals who support beliefs that management has rejected
B)   empowering employees to question their bosses
C)   implementing a policy of promoting personnel who are conflict avoiders
D)   instructing managers to discourage devil's advocacy in the decision-making process
E)   encouraging managers to reward employees who keep their opinions to themselvesF) None of the above
G) All of the above

Question 7

Which of the following conflict-handling intentions involves accepting a solution that provides incomplete satisfaction of both parties' concerns?

Accepted Answer

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

Question 8

Compared to Japanese negotiators, their U.S. counterparts are less likely to see offers from their counterparts as unfair and to reject them.

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

A)   BATNA
B)   margin of error
C)   bid price
D)   asking price
E)   hidden valueF) A) and E)
G) A) and B)

Question 10

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) All of the above
G) B) and D)

Question 11

Which of the following is a characteristic of distributive bargaining?

Accepted Answer

A)   win-win solution
B)   long-term focus
C)   good interpersonal relationships
D)   opposed interests
E)   high information sharingF) A) and C)
G) A) and D)

Question 12

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) C) and D)
G) A) and D)

Question 13

________ bargaining is negotiation that seeks to divide a "fixed pie."

Accepted Answer

A)   Distributive
B)   Integrative
C)   Reflective
D)   Affective
E)   ConjunctiveF) All of the above
G) B) and C)

Question 14

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) D) and E)
G) A) and D)

Question 15

Define and describe the traditional view of conflict.

Accepted Answer

The traditional view of conflict argues ...

Question 16

The ________ view of conflict argues that conflict is necessary for a group to perform effectively.

Accepted Answer

A)   managed
B)   interactionist
C)   traditional
D)   functional
E)   transactionalF) C) and D)
G) A) and B)

Question 17

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) All of the above
G) B) and E)

Question 18

In terms of intraorganizational behavior, all things being equal, integrative bargaining is preferable to distributive bargaining.

Accepted Answer

A) True 
 B)False

Question 19

During the intentions stage of the conflict process, the parties decide what the conflict is about.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following is the first stage of the conflict process?

Accepted Answer

A)   cognition
B)   personalization
C)   incompatibility
D)   intention
E)   habituationF) A) and D)
G) C) and E)

Exam 13: Conflict and Negotiation

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 Answer
verified

Jennifer's boss asks for her recommendations on strategies to promote functional conflicts within the company. Which of the following is Jennifer most likely to recommend?

Correct Answer
verified

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

Correct Answer
verified

Which of the following is a characteristic of distributive bargaining?

Correct Answer
verified

In terms of intraorganizational behavior, all things being equal, integrative bargaining is preferable to distributive bargaining.

Correct Answer
verified

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 Answer
verified

During the intentions stage of the conflict process, the parties decide what the conflict is about.

Correct Answer
verified

________ bargaining is negotiation that seeks to divide a "fixed pie."

Correct Answer
verified

Define and describe the traditional view of conflict.

Correct Answer
verified
The traditional view of conflict argues ...
View Answer

The ________ view of conflict argues that conflict is necessary for a group to perform effectively.

Correct Answer
verified

Which of the following is the first stage of the conflict process?

Correct Answer
verified

Which of the following conflict-handling intentions involves accepting a solution that provides incomplete satisfaction of both parties' concerns?

Correct Answer
verified

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

Correct Answer
verified

Compared to Japanese negotiators, their U.S. counterparts are less likely to see offers from their counterparts as unfair and to reject them.

Correct Answer
verified

Managers with high levels of economic power from Hong Kong, which is a high power-distance country, tend to be more cooperative in negotiations over a shared resource than German and U.S. managers, who were lower in power distance.

Correct Answer
verified

Which of the following statements is true regarding task conflicts?

Correct Answer
verified

What are the various functional outcomes of conflict?

Correct Answer
verified
Conflict is functional when it improves ...
View Answer

Correct Answer
verified

Discuss the effects of personality traits on effectiveness of negotiations.

Correct Answer
verified
Negotiators who are agreeable or extrave...
View Answer

According to the interactionist's perspective, a group that functions without conflict is ________.

Correct Answer
verified

Exam 13: Conflict and Negotiation

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

Jennifer's boss asks for her recommendations on strategies to promote functional conflicts within the company. Which of the following is Jennifer most likely to recommend?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which of the following is a characteristic of distributive bargaining?

Correct AnswerverifiedShow Answer

In terms of intraorganizational behavior, all things being equal, integrative bargaining is preferable to distributive bargaining.

Correct AnswerverifiedShow Answer

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

During the intentions stage of the conflict process, the parties decide what the conflict is about.

Correct AnswerverifiedShow Answer

________ bargaining is negotiation that seeks to divide a "fixed pie."

Correct AnswerverifiedShow Answer

Define and describe the traditional view of conflict.

Correct AnswerverifiedThe traditional view of conflict argues ...View AnswerShow Answer

The ________ view of conflict argues that conflict is necessary for a group to perform effectively.

Correct AnswerverifiedShow Answer

Which of the following is the first stage of the conflict process?

Correct AnswerverifiedShow Answer

Which of the following conflict-handling intentions involves accepting a solution that provides incomplete satisfaction of both parties' concerns?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Compared to Japanese negotiators, their U.S. counterparts are less likely to see offers from their counterparts as unfair and to reject them.

Correct AnswerverifiedShow Answer

Managers with high levels of economic power from Hong Kong, which is a high power-distance country, tend to be more cooperative in negotiations over a shared resource than German and U.S. managers, who were lower in power distance.

Correct AnswerverifiedShow Answer

Which of the following statements is true regarding task conflicts?

Correct AnswerverifiedShow Answer

What are the various functional outcomes of conflict?

Correct AnswerverifiedConflict is functional when it improves ...View AnswerShow Answer

Correct AnswerverifiedShow Answer

Discuss the effects of personality traits on effectiveness of negotiations.

Correct AnswerverifiedNegotiators who are agreeable or extrave...View AnswerShow Answer

According to the interactionist's perspective, a group that functions without conflict is ________.

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The traditional view of conflict argues ...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Conflict is functional when it improves ...
View Answer

Correct Answer
verified

Correct Answer
verified
Negotiators who are agreeable or extrave...
View Answer

Correct Answer
verified