BA 350 ch 14 QUIZ

Which type of conflict tends to be the most psychologically exhausting to​ individuals? A. Perceived conflict B. Process conflict C. Functional conflict D. Relationship conflict E. Task conflict

D

Which step of the negotiation process involves determining the location and procedures of the​ negotiation? A. Clarification and justification B. Bargaining and problem solving C. Closure and implementation D. Definition of ground rules E. Preparing and planning

D

The second stage of the conflict​ process, cognition and​ personalization, is​ when: A. parties involved in a conflict decide how they will define the conflict. B. functional outcomes can increase team performance and success. C. individuals involved in a conflict decide to act a certain way. D. conditions that relate to the conflict begin to emerge. E. conflict is dysfunctional and can be detrimental to team functioning.

A

The​ ___________ stage of the conflict process involves semantic difficulties and noise. A. communication B. intentions C. structure D. behavior E. outcomes

A

Which stage of the conflict process involves intervening between​ people's perceptions,​ emotions, and​ behaviors? A. Intentions stage B. Structure stage C. Behavior stage D. Communication stage E. Outcomes stage

A

Which step of the negotiation process involves formalizing​ agreements? A. Closure and implementation B. Clarification and justification C. Bargaining and problem solving D. Definition of ground rules E. Preparing and planning

A

According to​ research, negotiators who perceive​ ___________ from their counterparts are likely to make more concessions due to feelings of guilt. A. anxiety B. disappointment C. fear D. trust E. surprise

B

In integrative​ bargaining: A. there is little incentive to share information. B. it is possible to create a positive​ long-term relationship. C. individuals may choose to withdraw from a conflict. D. conflict is seen as damaging and destructive. E. any gain by one side results in a loss for the other.

B

In the first stage of a​ negotiation: A. parties should advocate for their viewpoint. B. each side should anticipate the other​ side's goals. C. both sides should put into place procedures for implementation. D. parties should engage in giving and taking to create an agreement. E. both sides should decide upon the procedures for the negotiation.

B

Most research on personality traits in negotiation has focused on the Big Five trait of​ ____________. A. emotional stability B. agreeableness C. openness to experience D. conscientiousness E. extraversion

B

The interactionist view of​ conflict: A. states that all conflict is productive to group functioning. B. distinguishes between functional and dysfunctional conflict. C. relates conflict to the goals of work done by a team. D. focuses on interpersonal relationships on a team. E. associates conflict with negative outcomes resulting from poor communication.

B

The​ ______________ step of the negotiation process involves strategy formulation and BATNA. A. bargaining and problem solving B. preparing and planning C. clarification and justification D. definition of ground rules E. closure and implementation

B

​_________ involves two or more parties determining how to allocate scarce resources. A. Competing B. Negotiation C. Avoiding D. Accommodating E. Conflict

B

​___________ obstructs group performance and tends to negatively impact groups. A. Functional conflict B. Dysfunctional conflict C. Relationship conflict D. Process conflict E. Task conflict

B

When an individual involved in conflict seeks to satisfy all individuals​ involved, he or she is said to have which type of​ style? A. Accommodating B. Competing C. Collaborating D. Avoiding E. Compromising

C

Which of the following best defines dyadic​ conflict? A. Multiple team members disagree over the goals of their work. B. Employees argue over roles they play on the team. C. Two people on a team​ don't get along with each other. D. Employees avoid conflict because it is a destructive force. E. Several team members disagree over how the work should get done.

C

Which personality​ trait, despite what our common sense​ says, is only weakly associated with achieving positive outcomes in​ negotiations? A. Extraversion B. Openness to experience C. Agreeableness D. Aggressiveness E. Conscientiousness

C

Which type of conflict occurs because of work content and​ goals? A. Process conflict B. Relationship conflict C. Task conflict D. Functional conflict E. Dysfunctional conflict

C

Which type of conflict supports group​ goals, improves group​ performance, and tends to be​ constructive? A. Process conflict B. Dysfunctional conflict C. Functional conflict D. Relationship conflict E. Task conflict

C

Which​ conflict-handling intention involves conflicting parties cooperating in pursuit of mutually beneficial​ outcomes? A. Competing B. Compromising C. Collaborating D. Avoiding E. Accommodating

C

______________ involves negotiating for any gain at another​ party's expense. A. Compromising B. Accommodating C. Distributive bargaining D. Conflict E. Integrative bargaining

C

​___________ conflict involves the ways in which work is accomplished. A. Functional B. Relationship C. Process D. Dysfunctional E. Task

C

​____________ conflict focuses on interpersonal connections within groups. A. Functional B. Dysfunctional C. Relationship D. Task E. Process

C

Which step of the negotiation process requires both parties in a conflict to make some​ concessions? A. Closure and implementation B. Definition of ground rules C. Preparing and planning D. Bargaining and problem solving E. Clarification and justification

D

Which term describes the point in ongoing activity when interaction becomes interparty​ disagreement? A. Power B. Politics C. Coercive behavior D. Conflict E. Dependence

D

According to the​ text, the four factors that influence how effectively individuals negotiate are​ personality, mood,​ culture, and​ ________________. A. income level B. business connections C. age D. gender E. social status

D

In the​ _________________ stage of the conflict​ process, conflict becomes visible and involves statements and reactions from conflicting individuals. A. intentions B. structure C. communication D. behavior E. outcomes

D

When two sides negotiate over a fixed​ pie, it is​ called: A. dyadic B. intentional C. interactionist D. distributive E. integrative

D

Which of the following describes a distributive bargaining​ situation? A. Congruent interests between parties B. Expanding the pie so both parties are satisfied C. ​Long-term relationships D. Windash-lose scenarios E. High level of information sharing

D

Which of the following relates to the traditional view of​ conflict? A. Proposing that some conflicts are beneficial and enhance performance B. Recognizing that a minimal level of conflict can help keep a group​ self-critical C. Encompassing both functional and dysfunctional types of conflict D. Perceiving conflict as a dysfunctional outcome of poor communication E. Encouraging conflict on the grounds that peaceful groups will only prevent innovation

D

Which statement about negotiations is most likely​ true? A. Managerial women demonstrate more confidence than men prior to negotiations. B. People generally negotiate more effectively between cultures than within them. C. A negotiator who detects fear from a counterpart makes numerous concessions. D. In​ negotiations, women tend to behave in a less assertive and more accommodating manner than men. E. Most research on personality traits in negotiation has focused on a​ negotiator's openness to experience.

D

Do moods and emotions affect​ negotiations? A. ​Yes, because demonstrating surface emotions such as anger is effective. B. ​No, but negotiators who have high emotional intelligence are seen as​ "tough." C. ​No, because emotions have very little effect on negotiation outcomes. D. ​Yes, but only positive emotions play a role. E. ​Yes, but their effect may depend on cultural factors.

E

The type of conflict that focuses on what a team is working on and goals of their work​ is: A. intergroup conflict. B. process conflict. C. traditional conflict. D. interactionist conflict E. task conflict.

E

The view of conflict as​ damaging, destructive, and irrational is​ called: A. process. B. interactionist. C. dyadic. D. negotiation. E. traditional.

E

What happens during the closure and implementation stage of​ negotiations? A. The parties define the ground rules. B. Parties exchange their positions. C. Each side assesses the​ other's goals. D. Each party makes concessions. E. Parties formalize an agreement.

E

______________ assumes that one or more possible solutions can create windash-win outcomes. A. Distributive bargaining B. Accommodating C. Compromising D. Conflict E. Integrative bargaining

E