Question 1

Which of the following hinders group performance and results in negative outcomes for the individual, group or organisation?

Accepted Answer

A)   Hierarchical conflict
B)   Dysfunctional conflict
C)   Optimal conflict
D)   Functional conflictE) A) and B)
F) C) and D)

Question 2

In newer and flatter workplaces, where horizontal teams are used, conflict is less likely to happen.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following could be reasons for conflict at work?

Accepted Answer

A)   Excessively long hours.
B)   Emotional bullying.
C)   Colleagues who don't listen.
D)   All of the above.E) None of the above
F) B) and C)

Question 4

In interest-based negotiation, the problem is defined in terms of the interests of each side's needs, desires, concerns and fears, rather than the positions of each party.

Accepted Answer

A) True 
 B)False

Question 5

Framing is the way in which a party describes, explains or defines a conflict.

Accepted Answer

A) True 
 B)False

Question 6

Conflict that is handled well can:

Accepted Answer

A)   lead to positive results.
B)   improve self-awareness.
C)   increase communication skills.
D)   avoid potential conflict.E) B) and C)
F) None of the above

Question 7

In a situation of conflict, it is impossible to find common ground to remove any of the differences.

Accepted Answer

A) True 
 B)False

Question 8

What is the purpose of effective reframing?

Accepted Answer

A)   Restate a position.
B)   Change the other party's point of view.
C)   Ensure both parties have a common understanding of underlying causes.
D)   Reduce the emotional level of the other party.E) A) and C)
F) B) and D)

Question 9

Discuss the differences among personal negotiating styles. Which strategy do you think is more effective, and why?

Accepted Answer

Personal negotiating styles can vary gre...

Question 10

Outline the interest-based bargaining approach to negotiation and explain why it is functional in practical negotiation.

Accepted Answer

Interest-based bargaining is an approach...

Question 11

The five personal negotiating styles are:

Accepted Answer

A)   self-denying, self-protecting, self-exposing, self-bargaining, self-fulfilling.
B)   self-denying, self-protecting, self-exposing, self-bargaining, self-actualising.
C)   self-denying, self-loathing, self-exposing, self-bargaining, self-fulfilling.
D)   self-orientating, self-serving, self-controlling, self-fulfilling, self-experimental.E) A) and B)
F) B) and C)

Question 12

The benefits of conflict management are the opportunity to clarify issues, generate new ideas and get feelings out in the open.

Accepted Answer

A) True 
 B)False

Question 13

A successful negotiator is able to:

Accepted Answer

A)   use empathy appropriately.
B)   choose appropriate negotiation styles, strategies and personal style.
C)   generate the most appropriate solutions and reach a negotiated outcome.
D)   all of the above.E) All of the above
F) A) and B)

Question 14

Relationships and issues are mixed together in positional bargaining.

Accepted Answer

A) True 
 B)False

Question 15

In a win-win negotiation strategy, both parties are satisfied with the negotiated result.

Accepted Answer

A) True 
 B)False

Question 16

The negotiators who argue according to 'only what they want' are:

Accepted Answer

A)   principled bargainers.
B)   effective bargainers.
C)   position-based bargainers.
D)   effective negotiators.E) C) and D)
F) A) and C)

Question 17

According to Schermerhorn (2008), conflict occurs in organisations in four major patterns. Identify these four patterns and compare and contrast them.

Accepted Answer

According to Schermerhorn (2008), confli...

Question 18

The difference between a WATNA and a BATNA is that:

Accepted Answer

A)   BATNAs show you the best outcome from a negotiation whilst WATNAs show you the worst outcome from a negotiation.
B)   BATNAs will show whether you should proceed to negotiate whilst WATNAs in sufficient number or severity will show that you should NOT negotiate.
C)   BATNAs reveal the positives that will eventuate as you proceed with your negotiation whilst WATNAs reveal the negatives that will eventuate as you proceed with your negotiation.
D)   BATNAs let you know the best thing that is likely to happen if you cannot reach agreement whilst WATNAs tell you the worst thing that is likely to happen if you cannot reach agreement.E) C) and D)
F) B) and D)

Question 19

The fight response means both parties may be open to conflict resolution.

Accepted Answer

A) True 
 B)False

Question 20

An individual's approach to conflict depends on:

Accepted Answer

A)   whether the individual is too afraid to seek compensation.
B)   the individual's personality, cultural background and communication skills.
C)   avoidance of conflict because they are trying to 'save face'.
D)   assertiveness, empathy and active listening.E) B) and C)
F) A) and D)

Exam 4: Negotiation and Conflict Management

In newer and flatter workplaces, where horizontal teams are used, conflict is less likely to happen.

Correct AnswerverifiedShow Answer

In interest-based negotiation, the problem is defined in terms of the interests of each side's needs, desires, concerns and fears, rather than the positions of each party.

Correct AnswerverifiedShow Answer

In a situation of conflict, it is impossible to find common ground to remove any of the differences.

Correct AnswerverifiedShow Answer

Relationships and issues are mixed together in positional bargaining.

Correct AnswerverifiedShow Answer

The fight response means both parties may be open to conflict resolution.

Correct AnswerverifiedShow Answer

The five personal negotiating styles are:

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Conflict that is handled well can:

Correct AnswerverifiedShow Answer

In a win-win negotiation strategy, both parties are satisfied with the negotiated result.

Correct AnswerverifiedShow Answer

According to Schermerhorn (2008), conflict occurs in organisations in four major patterns. Identify these four patterns and compare and contrast them.

Correct AnswerAnswered by ExamLex AIAccording to Schermerhorn (2008), confli...View AnswerShow Answer

Which of the following hinders group performance and results in negative outcomes for the individual, group or organisation?

Correct AnswerverifiedShow Answer

The negotiators who argue according to 'only what they want' are:

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An individual's approach to conflict depends on:

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The benefits of conflict management are the opportunity to clarify issues, generate new ideas and get feelings out in the open.

Correct AnswerverifiedShow Answer

Framing is the way in which a party describes, explains or defines a conflict.

Correct AnswerverifiedShow Answer

Which of the following could be reasons for conflict at work?

Correct AnswerverifiedShow Answer

Discuss the differences among personal negotiating styles. Which strategy do you think is more effective, and why?

Correct AnswerAnswered by ExamLex AIPersonal negotiating styles can vary gre...View AnswerShow Answer

A successful negotiator is able to:

Correct AnswerverifiedShow Answer

The difference between a WATNA and a BATNA is that:

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What is the purpose of effective reframing?

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Outline the interest-based bargaining approach to negotiation and explain why it is functional in practical negotiation.

Correct AnswerAnswered by ExamLex AIInterest-based bargaining is an approach...View AnswerShow Answer

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According to Schermerhorn (2008), confli...
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Correct Answer
Answered by ExamLex AI
Personal negotiating styles can vary gre...
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Correct Answer
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Correct Answer
Answered by ExamLex AI
Interest-based bargaining is an approach...
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