Chapter 14

Your ________ determines the lowest value acceptable to you for a negotiated agreement. A) BATNA B) margin of error C) bid price D) asking price E) hidden value

A

With reference to the interactionist view of conflict, conflict that relates to the content and goals of work is called ________ conflict. A) job B) task C) relationship D) process E) communication

B

You are a marketing director for a large food manufacturer. Lately, you have noticed that you are spending a great deal more time at work, sometimes 14 hours a day, because your best friend, who is head of product development, continues to ask you to serve on taste test panels for new products. Which type(s) of conflict are you experiencing? A) task B) relationship C) process D) both A and B E) all A, B, and C

B

________ conflict supports the goals of the group while ________ conflict hinders group performance. A) Interactionist; dysfunctional B) Functional; dysfunctional C) Dysfunctional; functional D) Dysfunctional; interactionist E) Functional; interactionist

B

Which of the following conflict-handling intentions is unassertive and uncooperative? A) competing B) collaborating C) avoiding D) compromising E) accommodating

C

It seems that your work group is in conflict much of the time. One colleague has suggested that you, as the supervisor, are responsible for eliminating the conflict so that your work group can function harmoniously. Another colleague has suggested that conflict is good for stimulating creativity and productivity within the work environment. You are unsure about whether you should try to eliminate the conflict within your group or learn to deal with it positively. If you support the idea that conflict should be eliminated, you are supporting which of the following views of conflict? A) the traditional view B) the human relations view C) the interactionist view D) the moderated acceptance view E) the optimistic view

A

People from which country are most likely to confront differences of opinion directly and openly? A) United States B) Canada C) Great Britain D) Germany E) China

A

Stage II of the conflict process deals with the conflict being ________. A) perceived and felt B) apparent and experienced C) expressed and perceived D) cooperative and assertive E) accommodated and compromised

A

The conflict-handling techniques are characterized by two dimensions, cooperativeness and assertiveness. Assertiveness indicates the degree to which ________. A) one party attempts to satisfy his or her own concerns B) one party attempts to suppress the conflict C) the parties attempt to find a win-win solution D) one party attempts to satisfy the other party's concerns E) the parties are willing to involve third-party conflict resolution techniques

A

What is the overall goal of conflict management? A) achieving the desired conflict level B) resolving conflict C) stimulating conflict D) identifying conflict E) assessing the source of conflict

A

Which of the following statements is true regarding distributive bargaining? A) It operates under zero-sum conditions. B) It focuses on long-term relationships. C) It involves high information sharing. D) It attempts to create a win-win solution. E) In terms of intraorganizational behavior, all things being equal, distributive bargaining is preferable to integrative bargaining.

A

________ bargaining is negotiation that seeks to divide a "fixed pie." A) Distributive B) Integrative C) Reflective D) Affective E) Conjunctive

A

Conditions that can create conflicts can be classified into three categories. Which of the following is one of these three categories that includes variables such as jurisdictional clarity, member—goal compatibility, and leadership styles? A) communication B) structure C) personal variables D) group interactions E) process variables

B

During which phase of the negotiation process do the parties exchange their initial proposals or demands? A) opening and initiating B) definition of ground rules C) clarification and justification D) bargaining and problem-solving E) integration of preferences

B

In a negotiation process, which of the following activities is most likely to be included in the "definition of ground rules" step? A) determining your best alternative to a negotiated agreement B) determining time constraints, if any, applicable to negotiation C) justifying your original demands D) formalizing the agreement that has been worked out E) determining the history leading up to the negotiation

B

Some studies suggest that ________ levels of task conflict in the early development stages ________ creativity in groups. A) low; increases B) moderate; increases C) high; mitigates D) moderate; decreases E) low; decreases

B

The ________ stage of the conflict process is important because it's where conflict issues tend to be defined. A) potential opposition B) cognition and personalization C) intuitions D) behavior E) reaction and transference

B

Which of the following outcomes is not a dysfunctional consequence of conflict? A) dissolution of common ties B) reassessment of group goals C) destruction of the group D) poor communication E) reduced group cohesiveness

B

________ is the third stage in the conflict process and it intervenes between people's perceptions and their overt behavior. A) Potential for opposition B) Intention C) Cognition D) Attribution E) Behavioral manifestation

B

Which of the following statements is true regarding integrative bargaining? A) Integrative bargaining leaves one party a loser. B) Integrative bargaining makes the first offer, and makes it an aggressive one. C) Integrative bargaining focuses on long-term relationships. D) Integrative bargaining operates under zero-sum conditions. E) Integrative bargaining involves low information sharing.

C

Which of the following statements is true regarding task conflicts? A) Task conflicts relate to how the work gets done. B) Task conflicts are almost always dysfunctional. C) Groups performing routine tasks won't benefit from task conflict. D) Task conflict focuses on interpersonal relationships. E) Task conflicts hinder creativity and innovation

C

Which of the following terms best describes the process that occurs when two or more parties decide how to allocate scarce resources? A) mediation B) conflict management C) negotiation D) unionization E) arbitration

C

You decide to do more research on the view that conflict should be encouraged as a means to achieve change and innovation. This view is termed ________. A) the traditional view B) the human relations view C) the interactionist view D) the acceptance view E) the promotional view

C

________ is defined as a process that begins when one party perceives another party has or is about to negatively affect something the first party cares about. A) Problem solving B) Assessment C) Conflict D) Negotiation E) Collective bargaining

C

Jennifer has come to realize that conflict has both functional, as well as dysfunctional, outcomes. She has observed examples of both in her organization. Last month, Jennifer's department experienced constructive conflict during a meeting. Which of the following is not an outcome of this functional conflict? A) the quality of decisions is improved B) creativity and innovation are stimulated C) tensions are released D) groupthink is increased E) interest and curiosity are encouraged

D

Which of the following statements is true regarding conflict? A) The smaller the group, the greater the likelihood of conflict. B) The less specialized the activities of the group, the greater the likelihood of conflict. C) People low in the personality traits of disagreeableness, neuroticism, or self-monitoring are more likely to engage in a conflict. D) Diversity of goals among groups is a major source of conflict. E) As the ambiguity about where responsibility for actions lies decreases, the potential for conflict increases

D

Which of the following statements is true regarding negotiation that takes place in a collectivist culture? A) Collectivists are less likely to seek to preserve relationships and promote the good of the group as a whole than individualists. B) Collectivists are more likely to confront differences of opinion directly and openly as compared to individualists. C) Competing tactics are the most preferred methods of conflict management in China. D) As compared to individualists, collectivists are less likely to see offers from their counterparts as unfair and to reject them. E) The methods of conflict management preferred by United States managers are avoiding and compromising.

D

At first, the disputing parties resist your offer to help create a win-win situation for both groups. They are each highly focused on their demands in the negotiation, otherwise known as their ________. A) focal points B) distribution points C) resistance points D) settlement ranges E) target points

E

Based on the dimensions of cooperativeness and assertiveness, the conflict-handling intentions are classified into five categories. Which of the following is not one of these five conflict-handling intentions? A) collaborating B) competing C) accommodating D) avoiding E) resisting

E

Tyler has often been seen to be employing accommodation as his conflict-handling strategy. In which of the following situations would Tyler's strategy be most suitable? A) when he perceives no chance of satisfying his concerns B) when an issue is trivial or symptomatic of other issues C) when gathering information supersedes immediate decision D) when others can resolve the conflict more effectively E) when harmony and stability are especially important

E

When one person seeks to satisfy his or her own interests regardless of the impact on the other parties to the conflict, that person is ________. A) competing B) avoiding C) accommodating D) compromising E) collaborating

A

Which of the following statements is a condition necessary for integrative bargaining to succeed in organizations? A) Opposing parties must not be guarded about their concerns. B) Opposing parties must not be sensitive to others' needs. C) Opposing parties must not trust each other. D) Opposing parties must not be open to sharing information. E) Opposing parties must not want to maintain flexibility.

A

You have decided to try to find a win-win situation to help labor and management resolve their differences. You are attempting to engage in ________. A) integrative bargaining B) conciliation C) mediation D) distributive bargaining E) arbitration

A

A Chinese manager is more likely to use which of the following techniques for conflict management? A) direct confrontation B) authoritative command C) avoiding D) pressurizing E) competing tactics

C

According to the interactionist view, ________ conflicts support the goals of the group and improve its performance. A) formal B) informal C) functional D) dysfunctional E) reactive

C

All things being equal, ________ bargaining is preferable to distributive bargaining because the former builds long-term relationships. A) accommodative B) transformational C) integrative D) collaborative E) distributive

C

Caleb, a manager, always displays anger when he negotiates with his team members. Which type of bargaining is Caleb employing to induce concessions from his team? A) integrative bargaining B) collective bargaining C) distributive bargaining D) individual bargaining E) dysfunctional bargaining

C

Carisa is negotiating for the labor union. Today, she is presenting the evidence and papers that demonstrate the average wages in the area, the cost of health care for the average worker, and a pie graph demonstrating how these costs affect the new salary request. Which phase of the negotiation process is Carisa currently in? A) preparation and planning B) definition of ground rules C) clarification and justification D) bargaining and problem solving E) closure and implementation

C

Emma is the labor union negotiator. Today, she is meeting with management to discuss the new five-year contract, including wages and benefits. This example of labor-management negotiations over wages exemplifies ________. A) integrative bargaining B) arbitration C) distributive bargaining D) mediation E) conciliation

C

According to the interactionist's perspective, a group that functions without conflict is ________. A) dysfunctional B) static and apathetic C) responsive to the need for change and innovation D) the most productive E) viable, self-critical, and creative

B

Angelina feels that her cubicle neighbor talks loudly on the phone, but in other ways she is a great neighbor. Angelina gets annoyed every time her neighbor's phone rings, but she has decided it's simply not worth the trouble to talk to her neighbor. Angelina's conflict-handling intention is called ________. A) competing B) avoiding C) accommodating D) compromising E) collaborating

B

In a negotiation process, which of the following activities is most likely to be included in the "closure and implementation" step? A) determining your best alternative to a negotiated agreement B) justifying your original demands C) formalizing the agreement that has been worked out D) determining time constraints, if any, applicable to negotiation E) exchange of the initial proposals or demands

C

In the case of distributive bargaining, the ________ point indicates what a person would like to achieve out of a negotiation. A) resistance B) clarification C) target D) closure E) focus

C

In which of the five steps of the negotiation process do both parties have to undoubtedly make concessions? A) accommodating B) compromising C) bargaining D) clarifying E) implementing

C

Playbill, Inc. is a company that hires culturally diverse people to perform Shakespearean plays for high school students. The company employs actors and actresses from all over the world. The actors and actresses have joined together to ask Playbill for higher salaries. The employees are struggling over deciding who will negotiate for them. Which of the following statements is true pertaining to the effect of individual differences on negotiations? A) Women tend to negotiate better outcomes than men. B) Extraverts tend to be very successful in distributive bargaining. C) People who are highly interested in having positive relationships with other people are poor negotiators. D) Individuals who score high on agreeableness dimension tend to be very successful in distributive bargaining. E) Positive moods and emotions negatively affect integrative bargaining.

C

The two general approaches to bargaining are known as ________ bargaining. A) emotional and rational B) affective and reflective C) distributive and integrative D) formal and informal E) reflexive and restrictive

C

When your work group disagrees, the disagreements usually concern how the group's work should be accomplished. The type of conflict experienced by your group is ________. A) task conflict B) relationship conflict C) process conflict D) traditional conflict E) reactive conflict

C

In a negotiation process, which of the following activities is most likely to be included in the "preparation and planning" step? A) justifying your original demands B) determining your best alternative to a negotiated agreement C) determining where the negotiation will take place D) designing procedures for implementing the agreement that has been worked out E) exchange of the initial proposals or demands

B

Irma does not agree with the standard operating procedures adapted for the new project. However, she discusses the items with the team and comes to know that she was in the minority. She has, therefore, decided to accept the new procedures to maintain smooth operations within the team. This type of intention is called ________. A) sacrificing B) accommodating C) collaborating D) compromising E) competing

B

Jennifer's boss asks for her recommendations on strategies to promote functional conflicts within the company. Which of the following is Jennifer most likely to recommend? A) punishing individuals who support beliefs that management has rejected B) empowering employees to question their bosses C) implementing a policy of promoting personnel who are conflict avoiders D) instructing managers to discourage devil's advocacy in the decision-making process E) encouraging managers to reward employees who keep their opinions to themselves

B

Labor and management at DJ Trucking cannot agree upon a contract for the truck drivers. The drivers are threatening to strike, and management knows that such a strike would be very costly. Each side contends that they are bargaining fairly, but no agreement seems to be possible. Both sides agree that they are competing over a fixed amount of resources. Each side feels that what one side wins, the other loses. Based on this information we can say that the two sides are engaged in ________. A) conciliation B) distributive bargaining C) mediation D) integrative bargaining E) arbitration

B

The conflict-handling intention of collaborating is ________. A) assertive and uncooperative B) assertive and cooperative C) unassertive and uncooperative D) unassertive and cooperative E) affective and reflective

B

The terms negotiation and ________ are used interchangeably. A) mediation B) bargaining C) collaboration D) accommodating E) arbitration

B

Which of the following conflict-handling intentions involves accepting a solution that provides incomplete satisfaction of both parties' concerns? A) collaborating B) compromising C) avoiding D) competing E) accommodation

B

Which of the following conflict-handling intentions involves attempting to find a win-win solution? A) avoiding B) collaborating C) accommodating D) compromising E) competing

B

________ is an antidote for groupthink. A) Politics B) Distributive bargaining C) Conflict D) Integrative bargaining E) Negotiation

C

During a negotiation, making an initial offer leads to the ________ bias. A) self-serving B) framing C) attributional D) anchoring E) cognitive

D

In which stage of the conflict process does conflict become visible? A) outcomes B) intentions C) incompatibility D) behavior E) personalization

D

Studies have shown that there are some cultural differences in negotiation styles. Negotiators of which country are reported to have less trust in their negotiation counterparts? A) United States B) Japan C) Hong Kong D) India E) Germany

D

The conflict-handling intention of accommodating is ________. A) assertive and uncooperative B) assertive and cooperative C) unassertive and uncooperative D) unassertive and cooperative E) reflective and assertive

D

The conflict-handling techniques are characterized by two dimensions, cooperativeness and assertiveness. Cooperativeness indicates the degree to which ________. A) one party attempts to satisfy his or her own concerns B) one party attempts to suppress the conflict C) the parties attempt to find a win-win solution D) one party attempts to satisfy the other party's concerns E) the parties are willing to involve third-party conflict resolution techniques

D

Which of the following is a characteristic of distributive bargaining? A) win-win solution B) long-term focus C) good interpersonal relationships D) opposed interests E) high information sharing

D

Which of the following is not a possible result of felt conflict? A) anxiety B) tension C) frustration D) indifference E) hostility

D

Which of the following is not a step in the negotiation process? A) definition of ground rules B) clarification and justification C) bargaining and problem solving D) process evaluation E) preparation and planning

D

Which of the following is not an individual factor that influences the effectiveness of a negotiator? A) personality B) mood C) gender D) age E) culture

D

A party who seeks to appease an opponent may be willing to place the opponent's interests above his or her own, sacrificing to maintain the relationship. We refer to this intention as ________. A) collaborating B) avoiding C) compromising D) competing E) accommodating

E

All of the following techniques are ways to achieve more integrative outcomes, except ________. A) bargaining in teams rather than bargaining as an individual B) introducing more negotiable issues of negotiation C) focusing on underlying interests of both parties D) creating more opportunities for logrolling E) making an aggressive first offer

E

People from which country are most likely to involve a third party to resolve disputes? A) United States B) Canada C) Great Britain D) Germany E) China

E

According to the traditional view of conflict, conflict is ________. A) harmful B) natural C) necessary D) healthy E) rational

A

In case of distributive bargaining, the ________ point marks the lowest outcome that is acceptable-the point below which the party would break off negotiations rather than accept a less favorable settlement. A) resistance B) tolerance C) target D) focal E) clarification

A

Leah has found some ethical problems with the healthcare policy of her organization. She knows she is right in considering this as a vital issue to her organization's welfare. She finds that others are taking advantage of her noncompetitive behavior. Which conflict-handling strategy should Leah select in this situation? A) competition B) collaboration C) avoidance D) accommodation E) compromise

A