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