SHRM-CP Chapter 8

Two companies, one worth $10 million and the other worth $20 million, have started exporting products together to the European market. The company that is worth $10 million stated that the minimum price for which it would work for the larger company was $1 million. The expected profit from this joint export is $3 million. What is the bottom line in this scenario? a. $10 million b. $3 million c. $20 million d. $1 million

$1 million

What is conflict? a. Any unnecessary behavior that does not attempt to put the needs of the many ahead of the needs of the one b. A clash of ideas or actions that result in a state of antagonism or unrest c. Fighting and arguing among people d. The plot in any story

A clash of ideas or actions that result in a state of antagonism or unrest

Which of these individuals would focus on understanding the reasons behind a conflict in order to plan a resolution strategy? a. A consultant b. An arbitrator c. A mediator d. A facilitator

A consultant

Which of the following is a profile of a person likely to use accommodation as a conflict management style? a. A person who likes debating and thinks that the best result will be gained from finding common ground b. A person who has a very short temper c. A person with a high need for approval d. A person with a need to prove that he is the most valuable member of the team

A person with a high need for approval

Mark from the IT sector and Wayne from the accounting sector are supposed to develop a strategy that will accommodate the long-term needs of the company. Mark thinks they need to buy the best computers on the market, while Wayne wants them to pick the cheapest. After an open disagreement, Mark has taken a 2-week leave in order to not have to disagree about the issue again. Which of the following best describes this conflict resolution style? a. Collaboration b. Accommodation c. Conformity d. Avoidance

Avoidance

Why is arbitration considered the most aggressive third-party intervention? a. Because the arbitrator listens to both sides of the argument and tries to find common ground. b. Because this is not a third-party role, but that of a high-ranking individual within the organization. c. Because the schedule is most demanding. d. Because the decision is binding and cannot be changed.

Because the decision is binding and cannot be changed

Why is it sometimes necessary to bring in a third party to resolve a conflict? a. Because it is by far the most efficient way to resolve any conflict. b. Because it is necessary in order to fulfill the company's HR standards. c. Because a third party is always able to resolve the conflict using an objective approach. d. Because the parties involved cannot reach an agreement themselves.

Because the parties involved cannot reach an agreement themselves

A consulting firm and a bank are trying to resolve issues regarding a possible breach of contract obligations. They are in the negotiation phase and have agreed that the consulting firm will withdraw its lawsuit against the bank in return for a 3-year contract, where they will receive roughly $100,000 each year. The initial offer of the bank was $75,000, but after a lengthy discussion they decided to increase it. Why is this an example of the bargaining and problem solving phase? a. Because this phase always includes the withdrawal of any possible legal actions. b. Because a financial offer was used in order to resolve the issue. c. Because the bank has made an opening offer. d. Because there were compromises made in order to achieve a satisfactory result.

Because there were compromises made in order to achieve a satisfactory result

Which of the following is a rule of integrative bargaining? a. Both sides agree to communicate through third parties. b. Neither side should trust that the other wants a resolution. c. Both sides have to seek maximum benefit for themselves. d. Both sides will want to take away as much as possible from the other. e. Both sides have to be motivated to make the situation work.

Both sides have to be motivated to make the situation work

Paulo is going off to college. He seems angry all the time and starts fights with his parents quite often. What is the likely source of this conflict? a. Poor communication b. Change c. Power struggle d. Relationship issues

Change

Which of these conflict management styles attempts to resolve a conflict by finding a middle ground? a. Collaboration b. Compromise c. Accommodation d. Competition

Compromise

Which of the following is NOT a step in the negotiation process? a. Preparation and planning. b. Definition of ground rules. c. Conclusion and evaluation. d. Bargaining and problem solving.

Conclusion and evaluation

Which of these statements is FALSE? a. Conflict can lead to great personal growth for those involved. b. Conflict is always bad because it leads to hurt feelings or worse, and the damage done in conflict cannot be undone. c. Conflict is often related to the selfish pursuit of needs that ends in a state of unrest. d. The way in which conflict is expressed and resolved can be either positive or negative (uplifting or damaging)

Conflict is always bad because it leads to hurt feelings or worse, and the damage done in conflict cannot be undone

Two companies, Thomson Incorporated and Johnson International, are having a dispute about a joint venture they started. Thomson Incorporated is claiming that Johnson International is not providing the logistical support it promised. The companies have agreed that negotiations will last up to one week and that, if the conflict is not resolved by then, they will abandon their attempt at a joint venture. Which step of negotiation are the companies currently in? a. Planning b. Definition of ground rules. c. Clarification and justification. d. Bargaining and problem solving.

Definition of ground rules

The CEO of XYZ Corporation has scheduled a budget meeting with his department heads. They have submitted requests that total more money than he is able to authorize. How will they MOST likely resolve this situation? a. One sided bargaining b. Integrative bargaining c. Mediation d. Distributive bargaining e. Arbitration

Distributive bargaining

How can human needs affect a negotiation? a. If the human needs of one of the people at the bargaining table are being threatened, it will affect the negotiation. b. Human needs should not be an issue at the bargaining table. c. They can't, it's all about the contract points and the money. d. Human needs should be addressed at the beginning of the bargaining session before issues are discussed.

If the human needs of one of the people at the bargaining table are being threatened, it will affect the negotiation

What is the difference between distributive bargaining and integrative bargaining? a. In distributive bargaining a third party is brought in to help; in integrative bargaining the two sides work alone b. In distributive bargaining one side wins and the other side loses; in integrative bargaining both sides can win c. In distributive bargaining one side has all the power; in integrative bargaining both sides have some power d. In distributive bargaining both sides trust one another; in integrative bargaining there is no trust

In distributive bargaining one side wins and the other side loses; in integrative bargaining both sides can win

Gary, the general manager of a baseball team, is entering contract talks with Sammy Slugger, his best player. Sammy wants more money than Gary wants to pay him, but Gary also realizes that the team is more successful with Sammy in the lineup. How will they MOST likely resolve this situation? a. One sided bargaining b. Distributive bargaining c. Integrative bargaining d. Binding mediation e. Third party arbitration

Integrative bargaining

In a negotiation, the underlying reasons for a position are known as what? a. Trade secrets b. Interests c. Principles d. Values

Interests

What is a disagreement between groups or employees regarding work-related issues? a. Organizational Division b. Organizational Management c. Organizational Fighting d. Organizational Conflict

Organizational Conflict

Which of the following is the feeling that is most crucial after collaboration? a. That both parties are satisfied without feeling a sense of sacrifice b. That both parties agree that their original ideas have been included in the proposal c. That you found a way towards middle ground d. That you won regardless of the cost

That both parties are satisfied without feeling a sense of sacrifice

Tom works in middle management and is often rude and overly critical of his workers. He has recently had a strong disagreement with a few employees because he had to limit their project budgets due to the company cutting production costs. He has also had arguments because he called workers fat underachievers. He usually uses personal insults when he feels that his authority is threatened. How would you categorize these conflicts? a. The budget cutbacks represent a task conflict; everything else is a relationship conflict. b. All of them are task conflicts because the issues occur in the workplace. c. All of them are relationship conflicts because they are caused by his bad temper and people skills. d. His criticism of workers is a process conflict; everything else is a task conflict.

The budget cutbacks represent a task conflict; everything else is a relationship conflict

Jane and Thomas are disputing over methods for advancing their company's image. Thomas wants to use online social media, whereas Jane believes most of their customers are older and should be contacted by mail. A person from outside the company is brought to weigh in on both sides of the argument and move them towards a more constructive dialog. The mediator maintains an impartial stance and keeps extensive notes that she presents to Jane and Thomas to resolve their conflict. Which of these in this scenario is NOT common for mediators? a. The mediator keeping written records. b. The mediator coming from outside of the organization. c. The mediator maintaining an impartial stance. d. The mediator trying to make their dialog more constructive.

The mediator keeping written records

How does the role of the facilitator differ from that of the mediator? a. The mediator must be a lot more subjective in order to resolve the issue, while a facilitator should be objective. b. The mediator is a professional full-time job, while a facilitator can be anyone at the company. c. The mediator needs to use a hands-on approach, while the facilitator is less involved. d. The mediator needs to work to the satisfaction of both parties, while the facilitator can have a win/lose outcome.

The mediator needs to use a hands-on approach, while the facilitator is less involved

Jonathan and Sam are employed at a PR company in Boston. Both of them want the company to fund projects they've been working on for the past three years, but senior management has informed them that the company will only fund one of the projects. Which one of the following options best explains why this situation resulted in competition? a. The objective of each party was to win at the other party's expense, regardless of the cost. b. All projects involve a strong competitive urge. c. Each party was vying for the attention of senior management. d. Both parties invested a lot of time on their respective projects.

The objective of each party was to win at the other party's expense, regardless of the cost

Which of the following is an example of intragroup conflict? a. During the campaign, the differing parties fought like cats and dogs. b. John told his wife he had to work late, but he was really going out to a bar with some guys from work. Now he feels bad. c. The party committee can't agree on a theme for the party. d. John and his wife fought when he got home over his lie about work.

The party committee can't agree on a theme for the party

Tom from marketing and John from accounting are working on the launch strategy of a new product line. Tom is strongly advocating spending a lot of money on TV advertisement, while John wants to curb the spending as much as possible. Why is this an example of a task conflict? a. They both have good arguments. b. They are disagreeing on which processes within the company are working. c. The focus of their disagreement is a personal opinion that does not really matter to the organization. d. They are disagreeing on details regarding achieving the company's goals.

They are disagreeing on details regarding achieving the company's goals

Why can task conflicts be beneficial for the organization? a. They are not; only process conflicts can in any way be beneficial for the functioning of an organization. b. They are not; no type of conflict can in any way benefit the functioning of an organization. c. They can cause a good discussion and create streamlined productivity. d. All conflict in organizations is positive as it facilitates discussion.

They can cause a good discussion and create streamlined productivity

What is the goal of integrative or win-win negotiations? a. Creating a zero-sum game b. To use underlying interests to broaden the negotiations and get to a better resolution c. To harden bargaining positions so that a win is more likely d. Picking a winner and a loser in a bargaining session

To use underlying interests to broaden the negotiations and get to a better resolution

Which of the following is NOT an example of a process conflict? a. Two deputy managers are assigned to lead a project and argue about who is in charge of the project. b. Two workers argue about their relative salaries. c. Two workers argue about how a job should be completed. d. Two workers argue about how a process will happen within the organization.

Two workers argue about their relative salaries

Which of the following is NOT an example where negotiations are likely to achieve the best result? a. When all parties feel that the negotiation will lead to a better outcome. b. When there are really no conflicts between the parties. c. When the conflict consists of two or more parties or groups. d. When all parties want to work together, instead of having a dysfunctional conflict situation.

When there are really no conflicts between the parties

Bargaining is: a. a joint process of anointing a winner to a complex conflict b. a battle within an organization c. a joint process of finding a mutually acceptable solution to a complex conflict d. a way of discussing many issues in an informal way e. a one on one meeting to discuss issues

a joint process of finding a mutually acceptable solution to a complex conflict

A person's values can be shaped by their _____. a. honesty b. culture c. position in the company d. integrity

culture

The points of contention in a negotiation are known as the _____. a. bylaws b. needs c. issues d. values

issues

When two countries go to war over border lines, what is the source and type of conflict being shown? a. Power struggle in an intrapersonal conflict b. Poor communication in an interpersonal conflict c. Power struggle in an intergroup conflict d. Poor communication in an intragroup conflict

power struggle in an intergroup conflict