OB - Chapter 10

Which of the following is a middle-ground conflict handling style characterized by an individual's desire to get most of what they want but respect other's goals? a. Compromise b. Accommodation c. Avoidance d. Competition

a. Compromise

If both parties involved in a budget negotiation decide to leverage the same suppliers to get better pricing so that each party gets more for their dollar, this is an example of which kind of negotiation strategy? a. Integrative approach b. Accommodating approach c. Distributive approach d. None of these.

a. Integrative approach

Which of the following statements regarding negotiation strategies is correct? a. Listening is a key element in the integrative approach to negotiation. b. Focusing on a "fixed pie" in negotiations is a good approach because it controls the number of options to be considered. c. Reviews of negotiation experiments indicate that in almost all those situations where an integrative approach to negotiations could be adopted, such an approach was utilized. d. An adversarial stance is needed to begin integrative negotiation.

a. Listening is a key element in the integrative approach to negotiation.

Which of the following statements is true regarding the relationship between conflict and performance? a. Moderate task conflict leads to high performance. b. High conflict leads to high performance. c. Moderate personal conflict leads to high performance. d. Lack of conflict leads to high performance.

a. Moderate task conflict leads to high performance.

You just received a job offer at your dream company doing your dream job paying 20% more than you are currently making. Should you attempt to negotiate a higher salary or bonus? a. Yes. Most hiring managers expect candidates to negotiate. b. Yes. Be assertive. Demand a 10% increase or say you'll decline the offer. c. No. They want people who will agree to what management says. d. No. You shouldn't risk a good thing; they might rescind the offer.

a. Yes. Most hiring managers expect candidates to negotiate.

A seller with a strong BATNA _____________ than one with a weaker BATNA. a. is likely to obtain a better outcome b. completes the sale more often c. has spent less effort in preparation d. is no better off

a. is likely to obtain a better outcome

The Zone of Possible Agreement (ZOPA) is the range of values between the buyer's and seller's ________ . a. resistance / walk-away points b. optimal values c. anchor points d. initial offers

a. resistance / walk-away points

Which of the following would NOT be an effective means of stimulating healthy conflict? a. Assigning someone to play "devil's advocate". b. Building clarity into the situation. c. Encouraging disagreement without fear of reprisal. d. Creating a competition between teams.

b. Building clarity into the situation.

Which of the following is a positive outcome of conflict in the organization? a. Enhanced volunteering behavior b. Increased creativity c. Accurate assumptions d. Individual task satisfaction

b. Increased creativity

Which of the following statements regarding negotiations between Japanese and American parties is MOST correct? a. Japanese negotiators have a higher tolerance for conflict as a way of working through issues than their American counterparts. b. Japanese negotiators tend to be very difficult to 'read' because they are very stoic and unemotional compared to their American counterparts. c. American negotiators like to establish a strong relationship first while Japanese negotiators like to "get down to business". d. Japanese negotiators reveal more information during negotiations than their American counterparts.

b. Japanese negotiators tend to be very difficult to 'read' because they are very stoic and unemotional compared to their American counterparts.

At Amazon, what is the purpose of the "Two Pizza Rule"? a. Promote competition: Managers get two pizzas to award to the employees who worked the hardest each month. b. Promote constructive conflict: Teams should be small enough that they can be fed with just two pizzas. c. Control spending: Team lunches cannot be more than the cost of two pizzas. d. Motivate employees: Anyone with a successful new idea gets a coupon for two free pizzas.

b. Promote constructive conflict: Teams should be small enough that they can be fed with just two pizzas.

In which of the following scenarios are you MOST likely to experience conflict? a. Self-awareness exercises have been completed and 25% of the team members were categorized as Type A. b. The firm just instituted a matrix structure to focus on the company's strategy to maximize both efficiency and customer satisfaction. c. Interdepartmental meetings have just been concluded resulting in a different list of goals for each department that are aligned with the company's strategy. d. Resources within the firm are relatively plentiful and most departments in the organization are seeing a modest increase in their annual budget.

b. The firm just instituted a matrix structure to focus on the company's strategy to maximize both efficiency and customer satisfaction.

Lyle is a member of a union. His supervisor gave Lyle a three-day suspension for not wearing protective shoes on the manufacturing floor. Lyle appealed the suspension and the plant manager refused to rescind it. The union wants to appeal this decision to a neutral third party for a ruling. What procedure does the union want to utilize? a. mediation b. arbitration c. accommodation d. negotiation

b. arbitration

Conflict between two individuals such as coworkers is also known as a. intergroup conflict. b. interpersonal conflict. c. interdepartmental conflict. d. intrapersonal conflict.

b. interpersonal conflict.

Nicholas is the production manager for a manufacturing firm. He has two supervisors who are experiencing conflict with each other based upon personality differences. Nicholas should have held a meeting last week to discuss next year's budget, but cancelled it because the two supervisors had a verbal confrontation on the shop floor the previous day and he wanted them to have time to cool off before discussing such an important topic. What conflict handling style is Nicholas demonstrating? a. Accommodation b. Compromise c. Avoidance d. Collaboration

c. Avoidance

Maris Manufacturing is a unionized company producing customized metal units for the appliance and medical equipment industries. Each contract negotiation is a contentious affair for the union and management. However, over the past few months both union and management officials have become very concerned about the number of Maris union employees who are experiencing alcohol-related issues; last month alone, six employees incurred significant expenses for the company's self-funded medical plan. Union officials have asked management to meet next week to discuss adding an Employee Assistance Plan to current collective bargaining agreement. This is an example of what conflict handling style? a. Compromise b. Accommodation c. Collaboration d. Competition

c. Collaboration

One approach to deal with intragroup conflict is remembered with the acronym LEAD, which stands for ________. a. Localize, Eliminate, Avoid, Deny b. Listen, Evade, Accommodate, Divert attention c. Listen, Empathize, Acknowledge, Do something d. Listen, Empathize, Apologize, Do nothing

c. Listen, Empathize, Acknowledge, Do something

Intrapersonal conflict refers to a. a type of conflict between two people. b. conflict that takes place between different groups such as between different departments. c. a type of conflict that arises when a person is uncertain about what is expected or wanted or has a sense of being inadequate to the task. d. a process that involves people disagreeing.

c. a type of conflict that arises when a person is uncertain about what is expected or wanted or has a sense of being inadequate to the task.

A negative bargaining range implies ________ . a. both parties are in a bad mood during negotiations b. a distributive approach favors the seller c. an integrative approach may be required to achieve a satisfactory outcome d. the agreement will be bad for both parties

c. an integrative approach may be required to achieve a satisfactory outcome

Intergroup conflict a. occurs between team members. b. occurs between two individuals. c. occurs between two departments. d. occurs within the individual.

c. occurs between two departments.

A mediator should enter a negotiation when a. personal differences are detected. b. the parties are only talking for short periods of time and tension is rising. c. the parties are unable to find a solution themselves. d. a quick resolution is desired but not imperative.

c. the parties are unable to find a solution themselves.

Which of the following is a negative outcome of conflict in the organization? a. Occcasional personal attacks b. Climate of distrust c. Employee feelings of being demeaned with resulting lower morale d. All of the above

d. All of the above

You are a new supervisor and your mentor suggests that you should normalize conflict within your team. Why would she say that? a. The team should exhibit greater creativity, consider a broader range of ideas, and challenge long-standing assumptions which may no longer apply. b. Allowing employees to disagree without fear of reprisal mitigates common adverse personal impacts of conflict, such as anxiety and feeling demeaned. c. If people are suppressing their difference in opinions regarding their tasks, the final result many not be the best solution. d. All of the above.

d. All of the above

Which of the following is NOT a recommended step in negotiating a higher salary for yourself? a. Get the facts. b. Overcome your fear. c. Listen more than you talk. d. Begin with an aggressive first offer.

d. Begin with an aggressive first offer.

If there is conflict between two members of a team and the underlying reason for the conflict is personality differences, which is the most viable way of managing the organizational conflict? a. Focus their attention on a different teammate who is a common enemy of the two clashing team members. b. Take a majority vote on which individual is causing more issues on the team. c. Change the structure of the organization. d. Change the composition of the team by separating the individuals at odds.

d. Change the composition of the team by separating the individuals at odds.

Which of the following is considered a good piece of advice to offer individuals who want to engage in successful negotiations? a. Don't establish deadlines; when the negotiations are over, they are over. b. Focus on disagreement first and then go back to those areas that are easily resolved. c. Rushing negotiations can be a good tactic. d. Don't worry about periods of silence; just wait.

d. Don't worry about periods of silence; just wait.

Which of the following statements regarding ethics and negotiations is accurate? a. Use of "hardball" tactics and deception in negotiation is fair game; everyone knows going in that the goal is to get all you can for your side. b. A party who feels you are angry and about to walk out will always be more likely to make concessions. c. Watch for deception in aspects of the negotiation that aren't very important, but no one would be deceptive in things that would lead to a big difference; they wouldn't want the court battle that would result. d. Keep in mind that you might have to interact with the other party in the future, so don't ruin the relationship with legal but ethically questionable actions.

d. Keep in mind that you might have to interact with the other party in the future, so don't ruin the relationship with legal but ethically questionable actions.

Which of the following statements are true with regard to determining your best alternative to a negotiated agreement (BATNA)? a. The party with the less favorable BATNA is in the best negotiating position since there is more to gain. b. You should reveal your BATNA to the other party so that they reveal their BATNA; this will greatly shorten the time spent in negotiations. c. You should only negotiate if your BATNA is unacceptable. d. None of these.

d. None of these.

In which of the following scenarios would you expect high performance? a. The two members of the team are constantly bickering. One never says anything without the other disagreeing. b. The three partners have an interesting relationship. Partner A is almost always in agreement with Partner B, but fights constantly with Partner C. Partners B and C get along at times and fight at times. c. The five team members never have a negative word to say to each other; there never seems to be any conflict on the team. d. The team members seem to get along well enough, but on occasion they will argue about some issues.

d. The team members seem to get along well enough, but on occasion they will argue about some issues.

Jared is a member of the engineering department in the manufacturing firm and also serves on the Strategy 2025 team, which is crafting an engineering strategy for the firm's future. He has a "Do not miss" meeting in the engineering department scheduled for Wednesday at 8 a.m. and just received an urgent email about a "Can't miss" meeting for the strategy group at 8:15 a.m. Wednesday morning. Jared is experiencing a. interpersonal conflict. b. intergroup conflict. c. role ambiguity. d. intrapersonal conflict.

d. intrapersonal conflict.