MGMT 311 - Chapter 10 questions

Distributive negotiations occur under zero-sum conditions. What does this mean? a. Any gain by one party is offset by an equivalent win for the other party. b. Both sides gain equally under the negotiation so that neither loses. c. Any gain by one party is offset by an equivalent loss to the other party. d. Both sides lose equally under the negotiation so that neither wins.

c. Any gain by one party is offset by an equivalent loss to the other party. This win-lose approach tends to be competitive and adversarial.

You disagree with your boss about a decision, and you're really frustrated. Which of the following strategies would work best to keep this conflict from escalating? a. You can speak separately to other people involved in the conflict to get their support. b. You can document your boss's actions in order to keep a paper trail for future use. c. You can focus on the outcomes you want rather than on your boss's actual position. d. You can avoid talking about the problem because it might lead to angry words.

c. You can focus on the outcomes you want rather than on your boss's actual position Focusing on the outcome increases the likelihood that the root cause of the conflict will be addressed.

In which stage of Glasl's model of conflict escalation does one side get frustrated by debate and block the opponent's goals, forcing the opponent to yield? a. images and coalitions b. threat as a strategy c. action over words d. hardening

c. action over words In this stage there is a decrease in empathy for the opponent, and the idea that "talking no longer helps" emerges.

When mediating a conflict, what does active listening entail? a. revealing information to maintain open communication b. asking questions designed to get the correct answer c. reading the other person's facial expressions d. taking the person's side to build a relationship

c. reading the other person's facial expressions Reading nonverbal clues such as posture and facial expressions provides additional information about a party's position.

When each side sacrifices something in order to end the conflict, this is called __________. a. collaborating b. competing c. avoiding d. compromising

d. compromising This middle-ground style reflects a moderate concern for your own interests and a moderate concern for the interests of the other party.

Which of the following statements is NOT true about the nature of conflict? a. Conflict is inherently destructive. b. Conflict must be managed correctly. c. Conflict can undermine decision quality. d. Conflict can increase employee commitment.

a. Conflict is inherently destructive. Some conflict is beneficial and desirable.

Which conflict management style emphasizes problem solving and pursues an outcome that gives both parties what they want? a. collaborating b. compromising c. avoiding d. competing

a. collaborating Collaborating reflects a high concern for your own interests and a high concern for the interests of the other party.

Research has shown that managers who have good conflict resolution skills __________ than managers who don't. a. get more promotions b. use anger more effectively c. get fewer promotions d. fare no better in the workplace

a. get more promotions Managers with poor conflict management skills hit a promotional ceiling much earlier in their careers.

Which of the following involves an impartial third party who facilitates a discussion using persuasion and logic, establishes each side's priorities, and suggests a settlement that does not have to be accepted? a. mediation b. arbitration c. conciliation d. dictation

a. mediation This can be very effective when the conflict has not escalated too much and both sides are motivated to resolve the conflict through bargaining.

Conflict is most likely to escalate due to __________. a. one party involved using aggressive tactics b. the uncertainty associated with change c. a high degree of task interdependence d. differences in people's values or worldviews

a. one party involved using aggressive tactics Conflict escalation occurs when one party first uses an aggressive tactic or begins using more aggressive tactics than the other party.

In which form of alternative dispute resolution does the third party have the authority to impose a settlement on the parties? a. mediation b. arbitration c. conciliation d. ombudsman

b. arbitration In arbitration, the settlement passed down by the third party is legally binding.

Jess works for the Rainbow Irrigation Company and has been assigned to work with her suppliers in China. There have been disagreements about shipping deadlines and quality of parts. Which of the following strategies would most likely be viewed favorably by the Chinese managers? a. collaborate to solve the problems b. compromise to resolve the issues c. be honest and direct about the issue d. have a solution prepared in advance

b. compromise to resolve the issues Chinese managers favor compromise and avoidance.