ADMN 575: Quiz 14
Functional conflict is typically characterized by _____. A. resistance to change B. self-criticism C. apathy D. harmony E. chaos
B. self-criticism
In which stage of the conflict process to personal variables factor in? A. Stage I B. Stage III C. Stage II D. Stage V E. Stage IV
A. Stage I
The most effective way to build trust in a negotiation is to _____. A. behave honestly B. defend your position C. bring in additional insight D. be forceful E. repeat the points
A. behave honestly
According to the traditional view of conflict, all conflict is ________. A. unavoidable B. bad and must be avoided C. functional D. necessary and improves group function E. helpful in avoiding apathy
B. bad and must be avoided
In the case of distributive bargaining, the _____________ point represents the goal that a person is seeking to achieve from the negotiation. A. acceptance B. target C. resistance D. focal E. distribution
B. target
Which one of the following acts as an informal communication link between two parties? A. Negotiator B. Counselor C. Conciliator D. Arbitrator E. Mediator
C. Conciliator
In a negotiation, which emotion might get a negotiator's counterpart to concede more? A. Sadness B. Happiness C. Disappointment D. Apathy E. Neuroticism
C. Disappointment
In which bargaining strategy is the goal to create a "bigger pie" so that everyone wins? A. Automated bargaining B. Game theory bargaining C. Integrative bargaining D. Distributive bargaining E. Collective bargaining
C. Integrative bargaining
Stage III of the conflict process includes which of the following? A. Cognition and personalization B. Outcomes C. Intentions D. Potential opposition E. Behavior
C. Intentions
Which of the following is true of distributive bargaining? A. It attempts to create a win-win situation. B. It is rarely used in labor negotiations. C. It operates under zero-sum conditions. D. It focuses on long-term relationships. E. It involves high information sharing.
C. It operates under zero-sum conditions.
What personality trait appears to be associated with positive negotiation outcomes? A. Neuroticism B. Anxiety C. Self-efficacy D. Agreeableness E. Introversion
C. Self-efficacy
Which one of the following focuses on reasoning and persuasion in a negotiation? A. Conciliator B. Counselor C. Arbitrator D. Mediator E. Negotiator
D. Mediator
Which term best describes what happens when two or more parties decide how to allocate scarce resources such as time or money? A. Organization B. Integration C. Unionization D. Negotiation E. Mediation
D. Negotiation
Conflict that focuses on how a task should be accomplished is commonly known as what type of conflict? A. Task B. Relationship C. Dysfunctional D. Process E. Functional
D. Process
In which stage of the conflict process does outcome occur? A. Stage I B. Stage III C. Stage IV D. Stage V E. Stage II
D. Stage V
Repeated negotiations can do all of the following EXCEPT ________________. A. move negotiations toward what is good for the whole B. build trust C. build integrative approaches D. build distributive approaches E. offer an opportunity to return favors
D. build distributive approaches
Stage V of the conflict process primarily includes ________. A. behavior B. intentions C. cognition and personalization D. outcomes E. potential opposition
D. outcomes
In negotiation, BATNA is _____________. A. the bottom acceptable threshold in a negotiated agreement B. the best alternative to a negative arrangement C. the best alternative to a negotiated arrangement D. the best alternative to a negotiated agreement E. the bottom agreeable in a negotiated agreement
D. the best alternative to a negotiated agreement
Which of the following emotions is often beneficial for a negotiator to show? A. Fatigue B. Surprise C. Anxiety D. Happiness E. Anger
E. Anger
Which term refers to a process that begins when one party perceives that another party has or is about to negatively affect something the first party cares about? A. Negotiation B. Dysfunction C. Incompatibility D. Collaborating E. Conflict
E. Conflict
Which of the following is the second step in the negotiation process? A. Clarifying and justifying B. Creating closure C. Bargaining and problem solving D. Preparing and planning E. Defining ground rules
E. Defining ground rules
According to the text, in terms of cross-culture negotiation, which Big 5 trait might be most important? A. Neuroticism B. Agreeableness C. Extroversion D. Conscientiousness E. Openness
E. Openness
Stage I of the conflict process includes which of the following? A. Outcomes B. Cognition and personalization C. Behavior D. Intentions E. Potential opposition
E. Potential opposition
In bargaining, the area between the target point and the resistance point is known as the ______________. A. range of distribution B. mid-point C. zero sum D. optimal range E. aspiration range
E. aspiration range
According to the interactionist view of conflict, conflict is ________. A. typically dysfunctional B. harmonious C. always functional D. bad and must be avoided E. helpful in avoiding apathy
E. helpful in avoiding apathy