Organizational Behavior - Lesson 8

John is looking to buy a new pontoon boat to keep at his lake house. He decides that his maximum reservation point for the boat he wants to buy is $25,000. What minimum reservation point for the seller would allow for the widest window for negotiation?

$20,000

Which of the following make up the indirect conflict management strategies? Select all that apply.

- Altering scripts and myths - Reduced independence

Which of the following should a manager ask before trying to resolve a conflict? Select all that apply.

- Do the people involved want a quick or long-term solution? - Does the manager have the power or authority to resolve the conflict? - How simple or complex are the issues involved in the conflict?

Which of the following conditions are necessary for organizational conflict to occur? Select all that apply.

- Ongoing issues and problems are involved. - A reason exists for wanting to stop the opposing side from achieving their goal.

Which of the following strategies are part of the direct conflict management model? Select all that apply.

- accommodation - colloboration

Which of the following stages are part of the negotiation process? Select all that apply.

- agreement - bargaining - implementation

Which of the following are types of third-party negotiators? Select all that apply.

- arbitrators - consultants - mediators

Which of the following types of conflict form organizational conflict? Select all that apply.

- process - task-related - relationship-related

Which kind of situation would warrant a third-party negotiator to step in and help?

Casey's loud, combative attitude has made the other team members feel resentful, causing communications to shut down.

Which type of conflict is poorly managed and allowed to express itself in unproductive ways leading to stress, poor communication, and divisiveness?

Dysfunctional conflict

John, a computer programmer, is negotiating for a raise in his salary. He has brought with him the published wage and salary reports for programmers in his region to help strengthen his argument. What type of integrative negotiation is John using?

Relying on external or fair standards

In the fourth stage of the negotiation process, known as the _____ step, both sides should feel that they have gained something positive and that their points of view have been acknowledged.

agreement

Only when the substantive and emotional reasons for conflict are identified and dealt with head-on can real resolution occur, a type of conflict management is known as _____ conflict management.

direct

Also known as zero-sum negotiations, _____ involves a single issue to be resolved between two parties that have no personal or ongoing relationship.

distributive bargaining

The type of negotiation known as _____ involves a single issue to be decided, usually price.

distributive bargaining

Which form of conflict leads to stress, poor communications, divisiveness, group infighting, and departmental isolation?

dysfunctional conflict

In the third stage of conflict, known as _____ conflict, there is often tension and discomfort as both parties become aware of the conflict.

felt

A form of conflict known as _____ conflict encourages creativity, is beneficial to the organization, and deters groupthink.

functional

A _____ negotiator is less likely to veer away from his or her reservation point in a negotiation.

hard

In the fifth step in the negotiation process, it is made very clear that without _____ there can be no binding agreement.

implementation

When discussion and compromise have come to a standstill because of strong emotions and difficult personalities, managers may choose to attack the problem with a workaround strategy known as _____ conflict management.

in-direct

In a _____ situation, there are often many different points to address.

integrative negotiation

The first stage of conflict is _____ conflict, in which conflict exists but has yet to emerge.

latent

A process where two or more groups come together to discover commonalities and reach a mutually acceptable resolution to conflict is known as _____.

negotiation

During the _____ stage of the negotiation process, each side makes a case for their position and states their understanding of the issue.

presentation

In the second stage of the negotiation process, known as the _____ step, each person or group involved gives their side of the story.

presentation

Organizational-level problems such as goal incompatibility, employee competition, vision, and mission statements make up _____ conflicts.

process

When properly managed, _____ conflicts can be beneficial to organizations. This kind of conflict is comprised of organizational-level issues such as goal incompatibility, employee competition, scarce resources, and economic uncertainty.

process

Interpersonal problems and personality incompatibilities are examples of _____ conflicts, which are difficult to resolve because they require substantial investments of time and effort by the manager.

relationship-related

When Whitney became manager of one of Verizon Wireless's locations, she encountered interpersonal struggles and personality clashes. The conflict she was trying to manage is known as _____ conflict.

relationship-related

Juan is at the local BMW dealership looking at a new sport sedan he has had his eyes on. He has a fixed maximum amount in mind that will work within his budget. This fixed maximum amount he is willing to pay is known as a maximum _____ point.

reservation

An unethical negotiation practice where positive data is highlighted while negative information is downplayed or hidden is known as _____.

selective disclosure

A strategy that should be used in an integrative situation is to _____.

separate the people involved from the problem

Also known as substantive conflicts, _____ conflicts are usually easy to resolve as they are focused on the content, goals, or direction of work assignments.

task-related

Fairly common and relatively easy to resolve, _____ conflicts primarily consist of the direction, content or goals of work assignments.

task-related

To qualify as a _____ the parties must decide that the strategy meets the goals of both parties, is acceptable to both, and creates a standard of cooperation between the parties in the future.

win-win strategy