Question 1

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

Accepted Answer

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

Question 2

Conditions that can create conflicts can be classified into three categories. Which of the following is one of these three categories that includes variables such as jurisdictional clarity, member-goal compatibility, and leadership styles?

Accepted Answer

A)   communication
B)   structure
C)   personal variables
D)   group interactions
E)   process variables

Question 3

During which phase of the negotiation process do the parties have the actual discussion to hash out an agreement?

Accepted Answer

A)   preparation and planning
B)   definition of ground rules
C)   closure and implementation
D)   bargaining and problem-solving
E)   integration of preferences

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)   Task conflict focuses on interpersonal relationships.
D)   Task conflict won't benefit groups performing routine tasks.
E)   Task conflicts hinder creativity and innovation.

Question 5

If the aspiration ranges of two parties overlap, then a settlement range for the conflict exists.

Accepted Answer

A) True 
 B)False

Question 6

It seems that your work group is in conflict much of the time. One colleague has suggested that you, as the supervisor, are responsible for eliminating the conflict so that your work group can function harmoniously. Another colleague has suggested that conflict is good for stimulating creativity and productivity within the work environment. You are unsure about whether you should try to eliminate the conflict within your group or learn to deal with it positively.
-If you support the idea that conflict should be eliminated, you are supporting which of the following views of conflict?

Accepted Answer

A)   the traditional view
B)   the human relations view
C)   the interactionist view
D)   the moderated acceptance view
E)   the optimistic view

Question 7

Which of the following statements is true regarding negotiation that takes place in a collectivist culture?

Accepted Answer

A)   Collectivists are less likely to seek to preserve relationships and promote the good of the group as a whole than individualists.
B)   Collectivists are more likely to confront differences of opinion directly and openly as compared to individualists.
C)   Collectivist cultures see people as autonomous, not as people deeply embedded in social situations.
D)   As compared to individualists, collectivists are less likely to see offers from their counterparts as unfair and to reject them.
E)   The method of conflict management preferred by collectivist managers is competing.

Question 8

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)   It is rarely used in labor-management negotiations.

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

According to the interactionist view, ________ conflicts support the goals of the group and improve its performance.

Accepted Answer

A)   formal
B)   informal
C)   functional
D)   evaluative
E)   reactive

Question 11

________ is the third stage in the conflict process and it intervenes between people's perceptions and their overt behavior.

Accepted Answer

A)   Potential for opposition
B)   Intention
C)   Cognition
D)   Attribution
E)   Behavioral manifestation

Question 12

During a negotiation, making an initial offer leads to the ________ bias.

Accepted Answer

A)   self-serving
B)   framing
C)   attributional
D)   anchoring
E)   belief

Question 13

Which of the following conflict handling intentions is assertive and uncooperative?

Accepted Answer

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

Question 14

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 negotiation

Question 15

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 using the conflict-handling intention of ________.

Accepted Answer

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

Question 16

The potential for conflict increases when too much communication takes place.

Accepted Answer

A) True 
 B)False

Question 17

Define and describe the traditional view of conflict.

Accepted Answer

The traditional view of conflict argues ...

Question 18

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 value

Question 19

Which of the following statements is true regarding the managed conflict perspective?

Accepted Answer

A)   It argues that all conflicts are bad and should be eliminated.
B)   It proposes that some conflict is absolutely necessary for a group to perform effectively.
C)   It classifies conflicts into functional and dysfunctional conflicts.
D)   It is based on the view that conflicts reduce the long-term viability of the group.
E)   It argues that conflicts improve creativity of the group.

Question 20

In which of the following situations is mediation most likely to be effective?

Accepted Answer

A)   The conflict between the parties involved in mediation is at a moderate level.
B)   One of the parties involved in the negotiation perceives the mediator as biased.
C)   There is a large gap between the target points of both the parties.
D)   One of the parties involved in the negotiation perceives the mediator as coercive.
E)   None of the parties is willing to disclose its BATNA.

Exam 14: Conflict and Negotiation

________ is the third stage in the conflict process and it intervenes between people's perceptions and their overt behavior.

Correct Answer
verified

In which of the following situations is mediation most likely to be effective?

Correct Answer
verified

During which phase of the negotiation process do the parties have the actual discussion to hash out an agreement?

Correct Answer
verified

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

Correct Answer
verified

If the aspiration ranges of two parties overlap, then a settlement range for the conflict exists.

Correct Answer
verified

Which of the following statements is true regarding the managed conflict perspective?

Correct Answer
verified

Define and describe the traditional view of conflict.

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

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

Correct Answer
verified

The potential for conflict increases when too much communication takes place.

Correct Answer
verified

Which of the following statements is true regarding task conflicts?

Correct Answer
verified

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

Correct Answer
verified

Conditions that can create conflicts can be classified into three categories. Which of the following is one of these three categories that includes variables such as jurisdictional clarity, member-goal compatibility, and leadership styles?

Correct Answer
verified

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 using the conflict-handling intention of ________.

Correct Answer
verified

Which of the following statements is true regarding negotiation that takes place in a collectivist culture?

Correct Answer
verified

During a negotiation, making an initial offer leads to the ________ bias.

Correct Answer
verified

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

Correct Answer
verified

According to the interactionist view, ________ conflicts support the goals of the group and improve its performance.

Correct Answer
verified

Correct Answer
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Which of the following conflict handling intentions is assertive and uncooperative?

Correct Answer
verified

Which of the following statements is true regarding distributive bargaining?

Correct Answer
verified

Exam 14: Conflict and Negotiation

________ is the third stage in the conflict process and it intervenes between people's perceptions and their overt behavior.

Correct AnswerverifiedShow Answer

In which of the following situations is mediation most likely to be effective?

Correct AnswerverifiedShow Answer

During which phase of the negotiation process do the parties have the actual discussion to hash out an agreement?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

If the aspiration ranges of two parties overlap, then a settlement range for the conflict exists.

Correct AnswerverifiedShow Answer

Which of the following statements is true regarding the managed conflict perspective?

Correct AnswerverifiedShow Answer

Define and describe the traditional view of conflict.

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

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

Correct AnswerverifiedShow Answer

The potential for conflict increases when too much communication takes place.

Correct AnswerverifiedShow Answer

Which of the following statements is true regarding task conflicts?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Conditions that can create conflicts can be classified into three categories. Which of the following is one of these three categories that includes variables such as jurisdictional clarity, member-goal compatibility, and leadership styles?

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 using the conflict-handling intention of ________.

Correct AnswerverifiedShow Answer

Which of the following statements is true regarding negotiation that takes place in a collectivist culture?

Correct AnswerverifiedShow Answer

During a negotiation, making an initial offer leads to the ________ bias.

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

According to the interactionist view, ________ conflicts support the goals of the group and improve its performance.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which of the following conflict handling intentions is assertive and uncooperative?

Correct AnswerverifiedShow Answer

Which of the following statements is true regarding distributive bargaining?

Correct AnswerverifiedShow Answer

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The traditional view of conflict argues ...
View Answer

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Correct Answer
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Correct Answer
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Correct Answer
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