Chapter 10

Which of the following statements is TRUE about the bargaining zone model of negotiations? Question options: A) It usually begins by setting the resistance points, followed by making the initial offer. B) In win‒lose situations, both the target and resistance point are revealed to the other party. C) It usually implies that both the parties attempt to reach the initial offer point set by the other party. D) It includes a target point, which is the team's realistic goal or expectation for a final agreement.

It includes a target point, which is the team's realistic goal or expectation for a final agreement.

Which of the following is a positive consequence of workplace conflict? Question options: A) It increases team performance. B) It makes for better decision making by reexamining assumptions. C) It results in effective utilization of resources. D) It reduces organizational politics.

It makes for better decision making by reexamining assumptions.

Which of the following statements is TRUE about conflict? Question options: A) It leads to lower employee turnover and higher customer satisfaction. B) It usually undermines team cohesion and performance. C) Moderate levels of conflict prevent organizations from becoming responsive to external environment. D) Conflict of any level is harmful to the smooth functioning of an organization.

It usually undermines team cohesion and performance.

What is the relationship between emotional intelligence and relationship conflicts? Question options: A) With emotional intelligence, conflicts tend to stay relationship-based. B) Emotional intelligence is unrelated to relationship conflicts. C) Relationship conflict is less likely to occur if emotional intelligence is high. D) Emotional intelligence tends to increase the likelihood of relationship conflicts.

Relationship conflict is less likely to occur if emotional intelligence is high.

Which of the following statements is TRUE of the relationship conflicts in a highly cohesive team? Question options: A) Relationship conflict is suppressed when the conflict occurs. B) Relationship conflicts tend to be more frequent because of the high cohesion. C) Relationship conflict is absent in such teams. D) Mediation is needed to resolve relationship conflicts among team members.

Relationship conflict is suppressed when the conflict occurs.

________ goals are goals that the conflicting employees or departments value and whose attainment requires the joint resources and effort of those parties. Question options: A) Mediator B) Subordinate C) Superordinate D) Divisional

Superordinate Superordinate goals are goals that the conflicting employees or departments value and whose attainment requires the joint resources and effort of those parties. These goals are called superordinate because they are higher order aspirations such as the organization's strategic objectives rather than objectives specific to the individual or work unit.

Which of the following statements is TRUE of relationship conflicts? Question options: A) It usually allows for logical and rational debates over different aspects of an issue. B) It is also known as constructive conflict. C) It is ideal to use humor to maintain positive group emotions in teams with low relationship conflict. D) Team norms usually encourage tactics that diffuse relationship conflict when it first appears.

Team norms usually encourage tactics that diffuse relationship conflict when it first appears. Team norms also encourage tactics that diffuse relationship conflict when it first appears. For instance, research has found that teams with low relationship conflict use humor to maintain positive group emotions, which offsets negative feelings team members might develop toward some coworkers during debate.

Which of the following statements is TRUE about superordinate goals? Question options: A) They focus on the individual efforts of employees in a team rather than the entire group effort. B) They usually heighten the problem of differentiation. C) They are higher order aspirations such as the organization's strategic objectives. D) They create an atmosphere for establishing individual identity as against a shared social identity.

They are higher order aspirations such as the organization's strategic objectives.

In the negotiation process, a key objective of ________ is to establish and maintain trust. Question options: A) managing concessions B) gathering information C) managing time D) building the relationship

building the relationship

Which of the following sources of conflict is typically associated with mergers and acquisitions, where everyone wants the company to succeed, but they fight over the "right way" to do things because of their unique experiences in the separate companies? Question options: A) goal incompatibility B) scarce resources C) task interdependence D) differentiation

differentiation Differentiation produces the classic tension between employees from two companies brought together through a merger. When two companies are brought together as in mergers and acquisitions, the employees in each of the organizations have unique experiences in the separate companies. Differentiation is most apparent in such a situation.

Which of the following conflict management styles may be necessary when it is apparent that the other party will take advantage of information sharing and other cooperative strategies? Question options: A) problem-solving B) avoiding C) forcing D) yielding

forcing

Which of the following conflict management styles may be necessary when it is apparent that the other party will take advantage of information sharing and other cooperative strategies? Question options: A) problem-solving B) forcing C) yielding D) avoiding

forcing

Employees at Charlotte International have been frustrated with the management on just about everything. The conflict episodes are being viewed by both sides as personal attacks rather than attempts to resolve problems. Both sides have decided to seek third-party dispute resolution. The management prefers a third-party intervention that has high process and decision control, while employees prefer a high level of process control and low decision control. The management at Charlotte International appears to prefer which of the following types of third-party intervention?

inquisitor

Which of the following factors leads to relationship conflicts in teams? Question options: A) low levels of communication B) homogeneous workforce C) low levels of interdependence D) abundant resources

low levels of communication

In the negotiation process, a key objective of ________ is to discover in the other party and communicate your own relative importance of each issue being negotiated. Question options: A) managing time B) gathering information C) managing concessions D) building the relationship

managing concessions

Which third-party conflict resolution strategy manages the process and context of interaction between the disputing parties but does not impose a solution on the parties? Question options: A) legislation B) inquisition C) mediation D) arbitration

mediation

Which third-party conflict resolution strategy manages the process and context of interaction between the disputing parties but does not impose a solution on the parties? Question options: A) mediation B) arbitration C) legislation D) inquisition

mediation

Employees at Charlotte International have been frustrated with the management on just about everything. The conflict episodes are being viewed by both sides as personal attacks rather than attempts to resolve problems. Both sides have decided to seek third-party dispute resolution. The management prefers a third-party intervention that has high process and decision control while employees prefer a high level of process control and low decision control. The employees at Charlotte International prefer which of the following types of third-party intervention? Question options: A) abstainer B) arbitrator C) competitor D) mediator

mediator

When team norms encourage ________, team members learn to appreciate honest dialogue without personally reacting to any emotional display during the disagreements. Question options: A) neuroticism B) introversion C) openness D) conscientiousness

openness

NewTel is a telephone company with a policy of filling positions internally through promotions, rather than hiring from outside. Until recently, the company had a strong engineering focus and tended to promote people to senior executive positions from the engineering areas. Consequently, almost all of the company's 14 senior executives joined the company over 20 years ago as junior engineers. There is increasing pressure on NewTel to become more market and service oriented. As a result, four people were hired last year from retail firms to fill new senior executive positions in marketing and service departments. The external hires were necessary because current employees were not sufficiently qualified. Now, there are signs of tension among senior executives, particularly during budget deliberations where there is limited discretionary spending on new corporate activities. The four new hires have been thwarted in their attempts to have the company invest more in marketing and customer service instead of investing in technological research, and they blame the senior executives for being hard-headed. The conflict episodes are being viewed by both sides as personal attacks rather than attempts to resolve the problem. The conflict at NewTel appears to be a Question options: A) task-related conflict. B) constructive conflict. C) relationship conflict. D) legal conflict.

relationship conflict.

Initial offer points, target points, and resistance points represent three elements in Question options: A) the sources of conflict. B) the conflict process model. C) the types of third-party conflict resolution. D) the bargaining zone model.

the bargaining zone model.

The bargaining zone model states that Question options: A) the best negotiations occur in a neutral territory. B) the physical space around the negotiations affects the negotiation outcome. C) negotiators must try to move the other party from a win‒lose orientation toward a win‒win orientation. D) the negotiation process moves each party along a continuum in opposite directions with an area of potential overlap.

the negotiation process moves each party along a continuum in opposite directions with an area of potential overlap. Each party in the negotiation process moves along a continuum—from the initial offer point to the target point, and ends at the resistance point—in opposite directions with an area of potential overlap called the bargaining zone.