Question 1

What are the various causes of conflict?

Accepted Answer

The three general categories of conditio...

Question 2

Karl is the labor union negotiator. Today, he is meeting with the top management to discuss the new five-year contract, including wages and benefits. This labor-management negotiation over wages is most likely to use ________ bargaining.

Accepted Answer

A)   associative
B)   distributive
C)   evaluative
D)   integrative
E)   reflectiveF) None of the above
G) D) and E)

Question 3

In a negotiation process, which of the following activities is most likely to be included in the "preparation and planning" step?

Accepted Answer

A)   exchange of the initial proposals or demands
B)   designing procedures for implementing the agreement that has been worked out
C)   determining your best alternative to a negotiated agreement
D)   justifying your original demands
E)   determining where will the negotiation take placeF) C) and D)
G) B) and C)

Question 4

Megatron Construction is having a dispute with a home buyer about some of the terms of their building contract. Both the company and the home buyer want to avoid the expenses and trouble of going to court, but they cannot agree on how to settle their disagreement.
-The home buyer wants to bring in a third party who will have the authority to dictate an agreement. This person will be a(n)  ________.

Accepted Answer

A)   plaintiff
B)   consultant
C)   conciliator
D)   mediator
E)   arbitratorF) A) and D)
G) None of the above

Question 5

Assertiveness indicates the degree to which ________.

Accepted Answer

A)   one party attempts to satisfy the other party's concerns
B)   the parties attempt to find a win-win solution
C)   the parties are willing to involve a third party in conflict resolution
D)   one party attempts to satisfy his or her own concerns
E)   one party attempts to suppress the conflictF) C) and E)
G) A) and D) D

Question 6

Which of the following methods of third-party negotiation always results in a settlement?

Accepted Answer

A)   consultancy
B)   conciliation
C)   mediation
D)   arbitration
E)   executionF) B) and D)
G) All of the above

Question 7

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?

Accepted Answer

A)   process variables
B)   communication
C)   personal variables
D)   structure
E)   group interactionsF) B) and D)
G) None of the above

Question 8

According to the traditional view of conflict, all conflict is ________.

Accepted Answer

A)   rational and cannot be avoided
B)   healthy and improves productivity
C)   necessary and improves creativity of a group
D)   natural and helps generate discussion
E)   harmful and must be avoidedF) A) and D)
G) C) and D) E

Question 9

The two parties eventually agree to ask Sam Spade, an attorney and trusted friend, to help them informally to solve their problem. Sam's role is that of a(n)  ________.

Accepted Answer

A)   conciliator
B)   arbitrator
C)   consultant
D)   mediator
E)   plaintiffF) A) and C)
G) A) and D)

Question 10

Which of the following statements is true regarding conflict?

Accepted Answer

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

Question 11

Distributive bargaining attempts to create a win-win solution for both the parties.

Accepted Answer

A) True 
 B)False

Question 12

During which phase of the negotiation process do the parties exchange their initial proposals or demands?

Accepted Answer

A)   integration of preferences
B)   preparation and planning
C)   clarification and justification
D)   definition of ground rules
E)   bargaining and problem solvingF) A) and B)
G) A) and C)

Question 13

Labor and management at Leo Trucking cannot seem to agree upon a contract for the truck drivers. As each side contends that they are bargaining fairly, no agreement seems to be possible. The drivers are threatening to go on strike, and management knows that such a strike would prove to be costly.
-None of the parties involved in the dispute wants to reach a win-win agreement. They are each highly focused on their demands which they would like to achieve, otherwise known as their ________ points.

Accepted Answer

A)   focal
B)   resistance
C)   tolerance
D)   target
E)   distributionF) B) and C)
G) B) and D)

Question 14

Which of the following statements is true regarding integrative bargaining?

Accepted Answer

A)   Integrative bargaining involves low information sharing.
B)   Integrative bargaining leaves one party a loser.
C)   Integrative bargaining is used in labor-management negotiations most of the time.
D)   Integrative bargaining operates under zero-sum conditions.
E)   Integrative bargaining focuses on long-term relationships.F) B) and C)
G) A) and E)

Question 15

The conflict-handling intention of accommodating is assertive and cooperative.

Accepted Answer

A) True 
 B)False

Question 16

During which phase of the negotiation process do the parties have the actual discussion to hash out an agreement?

Accepted Answer

A)   integration of preferences
B)   definition of ground rules
C)   bargaining and problem-solving
D)   preparation and planning
E)   closure and implementationF) A) and E)
G) C) and D)

Question 17

The conflict-handling intention of accommodating is ________.

Accepted Answer

A)   reflective and assertive
B)   unassertive and cooperative
C)   assertive and uncooperative
D)   assertive and cooperative
E)   unassertive and uncooperativeF) A) and D)
G) A) and B) B

Question 18

In the case of a distributive bargaining, the ________ point indicates what a person would like to achieve out of the negotiation.

Accepted Answer

A)   target
B)   focus
C)   resistance
D)   bargaining
E)   distributionF) B) and E)
G) A) and B)

Question 19

During a negotiation, making an initial offer leads to the ________ bias.

Accepted Answer

A)   self-serving
B)   belief
C)   framing
D)   anchoring
E)   attributionalF) A) and B)
G) B) and E)

Question 20

Which of the following statements is true regarding the managed conflict perspective?

Accepted Answer

A)   It argues that conflicts improve creativity of the group.
B)   It classifies conflicts into functional and dysfunctional conflicts.
C)   It is based on the view that conflicts reduce the long-term viability of the group.
D)   It argues that all conflicts are bad and should be eliminated.
E)   It proposes that some conflict is absolutely necessary for a group to perform effectively.F) B) and E)
G) A) and E)

Exam 14: Conflict and Negotiation

What are the various causes of conflict?

Correct Answer
verified
The three general categories of conditio...
View Answer

Karl is the labor union negotiator. Today, he is meeting with the top management to discuss the new five-year contract, including wages and benefits. This labor-management negotiation over wages is most likely to use ________ bargaining.

Correct Answer
verified

In a negotiation process, which of the following activities is most likely to be included in the "preparation and planning" step?

Correct Answer
verified

Correct Answer
verified

Assertiveness indicates the degree to which ________.

Correct Answer
verified
D

Which of the following methods of third-party negotiation always results in a settlement?

Correct Answer
verified

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?

Correct Answer
verified

According to the traditional view of conflict, all conflict is ________.

Correct Answer
verified
E

The two parties eventually agree to ask Sam Spade, an attorney and trusted friend, to help them informally to solve their problem. Sam's role is that of a(n) ________.

Correct Answer
verified

Which of the following statements is true regarding conflict?

Correct Answer
verified

Distributive bargaining attempts to create a win-win solution for both the parties.

Correct Answer
verified

During which phase of the negotiation process do the parties exchange their initial proposals or demands?

Correct Answer
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Correct Answer
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Which of the following statements is true regarding integrative bargaining?

Correct Answer
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The conflict-handling intention of accommodating is assertive and cooperative.

Correct Answer
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During which phase of the negotiation process do the parties have the actual discussion to hash out an agreement?

Correct Answer
verified

The conflict-handling intention of accommodating is ________.

Correct Answer
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B

In the case of a distributive bargaining, the ________ point indicates what a person would like to achieve out of the negotiation.

Correct Answer
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During a negotiation, making an initial offer leads to the ________ bias.

Correct Answer
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Which of the following statements is true regarding the managed conflict perspective?

Correct Answer
verified

Exam 14: Conflict and Negotiation

What are the various causes of conflict?

Correct AnswerverifiedThe three general categories of conditio...View AnswerShow Answer

Karl is the labor union negotiator. Today, he is meeting with the top management to discuss the new five-year contract, including wages and benefits. This labor-management negotiation over wages is most likely to use ________ bargaining.

Correct AnswerverifiedShow Answer

In a negotiation process, which of the following activities is most likely to be included in the "preparation and planning" step?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Assertiveness indicates the degree to which ________.

Correct AnswerverifiedD

Which of the following methods of third-party negotiation always results in a settlement?

Correct AnswerverifiedShow Answer

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?

Correct AnswerverifiedShow Answer

According to the traditional view of conflict, all conflict is ________.

Correct AnswerverifiedE

The two parties eventually agree to ask Sam Spade, an attorney and trusted friend, to help them informally to solve their problem. Sam's role is that of a(n) ________.

Correct AnswerverifiedShow Answer

Which of the following statements is true regarding conflict?

Correct AnswerverifiedShow Answer

Distributive bargaining attempts to create a win-win solution for both the parties.

Correct AnswerverifiedShow Answer

During which phase of the negotiation process do the parties exchange their initial proposals or demands?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which of the following statements is true regarding integrative bargaining?

Correct AnswerverifiedShow Answer

The conflict-handling intention of accommodating is assertive and cooperative.

Correct AnswerverifiedShow Answer

During which phase of the negotiation process do the parties have the actual discussion to hash out an agreement?

Correct AnswerverifiedShow Answer

The conflict-handling intention of accommodating is ________.

Correct AnswerverifiedB

In the case of a distributive bargaining, the ________ point indicates what a person would like to achieve out of the negotiation.

Correct AnswerverifiedShow Answer

During a negotiation, making an initial offer leads to the ________ bias.

Correct AnswerverifiedShow Answer

Which of the following statements is true regarding the managed conflict perspective?

Correct AnswerverifiedShow Answer

Correct Answer
verified
The three general categories of conditio...
View Answer

Correct Answer
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Correct Answer
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D

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E

Correct Answer
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Correct Answer
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Correct Answer
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B

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