HR Ch 9

presentation

3rd phase of negotiation

bargaining

4th phase of negotiation

Whenever Barbara and her teenage daughter Kimberly argue, it usually ends with Barbara saying, "OK, if it is that important to you, I will go along with it." Which of the following styles of conflict-handling is Barbara using?

Accommodating

Which of the following statements is correct regarding the nature of global negotiations?

American negotiators reveal more information during negotiations than do their Japanese counterparts.

_____ is a process that involves bringing in a third party who has the authority to act as a judge and make a binding decision to which both parties must adhere.

Arbitration

In a conflict between two members of a team with personality differences as the underlying reason, which of the following is the best way to manage the conflict?

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

Which of the following is an effective way to manage organizational conflict?

Creating a common opposing force

Two marketing groups within a firm's marketing department compete against each other for a larger percentage of the advertising budget for promoting respective products. Which of the following options would be the most effective way to manage this organizational conflict?

Focus attention of the two groups on a common "enemy" that they compete with

Which of the following is a way of managing conflicts?

Focusing attention on a common enemy

BATNA

Stands for "Best alternative to be a negotiated agreement" Determining your BATNA is one important part of the investigation and planning phase in negotiation

Which of the following is a positive outcome of conflict?

Surfacing of assumptions that may be inaccurate

In which of the following scenarios is one most likely to experience conflict?

The firm has a matrix structure where functional managers have varying degrees of power apart from the project manager.

Which of the following defines the Platinum Rule?

Treat people the way they want to be treated.

competing

a conflict-handling that is highly assertive but low on cooperation

accomodating

a cooperative and unassertive conflict-handling style

compromising

a middle-ground conflict-handling style, in which a person has some desire to express their own concerns and gets their way but still respects the other person's goals as well

Which conflict handling style is cooperative and unassertive?

accommodating

The first step to an integrative approach to negotiation is:

adopting a cooperative stance.

integrative approach

an approach to negotiation in which both parties look for ways to integrate their goals under a larger umbrella

avoiding

an uncooperative and unassertive conflict-handling style

The _____ is a neutral third party, but the decision made by him or her is final.

arbitrator

The individual listened to the union explain why the suspended employee should be permitted to return to work with back pay provided. He then listened to the company's representative suggest why that same employee was correctly suspended and should not receive such back pay. Finally, the individual made a decision in favor of the employer. The individual making the decision is the _____.

arbitrator

Nick is the production manager of a manufacturing firm. Nick finds it hard to communicate with Steven, one of the supervisors on the shop floor. Nick tries to ensure that he is not around on the shop floor whenever it is Steven's shift. What conflict-handling style is Nick using?

avoiding

The _____ style of handling conflict is high on both assertiveness and cooperation.

collaborating

Norah emailed her professor noting that her grade for the semester was not posted and requested the information so that she could submit her paperwork for tuition reimbursement for the class. Her professor did not respond. At the start of the next semester, Norah stopped at the professor's office and bluntly told her that she was very rude for not responding. Furthermore, Norah told the professor that because of the professor's irresponsibility, she was having extreme difficulties securing reimbursements. The professor apologized, but said she never received the initial email. The conflict between Norah and her professor is a result of:

communication problems

People exhibiting a(n) _____style of handling conflict are more interested in getting the outcome they want as opposed to keeping the other party happy, and they push for the deal they are interested in making.

competing

In a conflict between Maria and Macy, Maria says, "Perhaps I ought to reconsider my initial position." Which of the following conflict-handling styles has been used in this negotiation?

compromising

In contract negotiation, the school district wanted teachers to work an eight-hour day. The union wanted a seven-and-a-half-hour work day. The signed contract reflected a seven-hour-and-40-minute day. Which of the following conflict-handling styles did the union and school district use

compromising

The school district's current contract calls for teachers to teach five periods per day in high school. During recent negotiations, in order to secure a modest raise in the next contract, the teachers agree to give up one free period and will now teach six periods. The change in teaching periods is an example of _____.

concession

intergroup conflict

conflict takes place among different group such as different departments or divisions in a company between union and management; or between companies such as companies who supply the same customer

intrapersonal conflict

conflict that arises within a person

collaborating

conflict-handling style that is high on both assertiveness and cooperation

A manufacturing firm was preparing its budget for the next year. The operations manager asked the other assembled managers, "Since marketing is getting a 5 percent increase in its area, who is giving up 5 percent?" Which of the following is this an example of?

disruptive approach

investigation

first step in negotiation in which info is gathered

concessions

giving up one thing to get something else in return

alternative dispute resolution (ADR)

includes mediation, arbitration, and other ways of resolving conflicts with the help specially trained, neutral party without the need for a formal trial or hearing

In an effort to increase car sales, Jon—the sales manager of a car showroom—offers expedited delivery as an extra service. This upsets Stan, the transportation manager, who is trying to boost his department's revenue by cutting transit costs. This is an example of:

incompatible goals.

_____ approach to negotiation sees both parties in the negotiation attempting to find ways to increase "the pie" available, and thus integrate their goals under a larger umbrella.

integrative

Conflict that takes place between different departments is called _____ conflict.

intergroup

Naomi and Marcia are in the same sorority. Naomi is running for a student government position. Marcia says, "I will not vote for her even if she is in my sorority." Which of the following kinds of conflict is Marcia experiencing?

interpersonal

Daniel and Emily work in the same department. Each Monday they go to a meeting in their supervisor's conference room with eight other people in the department. Marissa has just left that meeting and turns to Wanda and asks, "Wanda, aren't you sick of the way Daniel and Emily go at each other? Daniel just mentioned that something seemed a bit off about the figures on Emily's budget, and Emily just erupted accusing Daniel of being 'out to get her.' Our meetings would be so much shorter if we did not have to listen to such petty comments between them." Daniel and Emily are going through:

interpersonal conflict

Jenny is a 19-year-old college senior who has been asked by her professor to serve as his assistant in an accounting class. As part of her duties, Jenny will be responsible for running the recitation section of the class, where she will need to teach and tutor freshmen students who have problems in the course. Since she is almost the same age as the freshmen students and has never had any formal education training, Jenny feels somewhat inadequate to be the accounting assistant. She is experiencing:

intrapersonal conflict

In _____, an outside third party enters the situation with the goal of assisting the parties in reaching an agreement.

mediation

mediation

process in which an outside their party (mediator) enters the situation with goal assisting the parties to reach an agreement

arbitration

process involving bringing in a 3rd party (arbitrator) who has the authority to act as judge and make a binding decision to which both parties must be adhere

conflict

process involving people disagreeing

negotiation

process whereby 2 or more parties work toward an agreement

conflict management

resolving disagreements effectively

Jarvis is a member of both the engineering team in a manufacturing firm, and the Strategy 2015 team, which is crafting an engineering strategy for the firm's future. On Monday, two meetings were scheduled for both teams at approximately the same time. Jarvis is faced with:

role conflict

Which of the following is a root cause of conflict in the workplace?

task interdependence

closure

the last part of negotiation in which you and the other party have either come to an agreement on terms, or one party has decided that the final offer is unacceptable and therefore must be walked away from

distributive view

traditional-fixed-pile approach in which negotiators see the situations as a pie that they have to divide between them

Negotiation is the process:

whereby two or more parties work toward an agreement.