Question 1

Which of the following conflict-handling intentions involves accepting a solution that provides incomplete satisfaction of both parties' concerns?

Accepted Answer

A)  collaborating
B)  compromising
C)  avoiding
D)  competing
E)  accommodating

Question 2

Which of the following statements is true regarding negotiation that takes place in a collectivist culture?

Accepted Answer

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 than individualists.
C)  Collectivist cultures see people as autonomous, not as people deeply embedded in social situations.
D)  Compared to individualists, collectivists are less likely to see offers from their counterparts as unfair and to reject them.
E)  The method of conflict management preferred by collectivist managers is competing.

Question 3

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)  mediator
B)  arbitrator
C)  conciliator
D)  consultant
E)  plaintiff

Question 4

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

Accepted Answer

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

Question 5

Which of the following is not true regarding gender differences in negotiations?

Accepted Answer

A)  Men and women negotiate differently.
B)  Men value status more than women.
C)  Women value compassion and altruism more than men.
D)  Men place a higher value on economic outcomes than women.
E)  Women place a lower value on relationship outcomes than men.

Question 6

Which of the following statements is true regarding conflict?

Accepted Answer

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.

Question 7

Luke's cubicle neighbor Leia, though an understanding and great co-worker, talks loudly on the phone. Luke gets annoyed every time Leia's phone rings, but he has decided it's simply not worth the trouble to talk to her about it. Luke's conflict-handling intention is called ________.

Accepted Answer

A)  competing
B)  avoiding
C)  accommodating
D)  compromising
E)  collaborating

Question 8

Jeff has a reputation for shouting angrily while negotiating. In contrast, Anita is known for her soft-spoken agreeable approach to negotiations. Jeff is more likely to get the concessions he wants than Anita.

Accepted Answer

A) True 
 B)False

Question 9

A review that examined the effects of the four sets of behaviors across multiple studies found that openness and collaborating were both associated with superior group performance.

Accepted Answer

A) True 
 B)False

Question 10

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)  mediator
B)  arbitrator
C)  conciliator
D)  consultant
E)  plaintiff

Question 11

In terms of intraorganizational behavior, all things being equal, why is integrative bargaining preferable to distributive bargaining?

Accepted Answer

In terms of intraorganizational behavior...

Question 12

Assertiveness indicates the degree to which ________.

Accepted Answer

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 a third party in conflict resolution

Question 13

In nearly all cases, the party with superior alternatives will not do better in a negotiation.

Accepted Answer

A) True 
 B)False

Question 14

Conflicts related to how the work gets done are called ________ conflicts.

Accepted Answer

A)  communication
B)  task
C)  job
D)  relationship
E)  process

Question 15

Relationship conflicts are almost always dysfunctional.

Accepted Answer

A) True 
 B)False

Question 16

Stratford 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 the company 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?

Accepted Answer

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.

Question 17

Conflict that relates to the content and goals of work is called ________ conflict.

Accepted Answer

A)  job
B)  task
C)  relationship
D)  process
E)  communication

Question 18

Conservationists have had a perpetual conflict with the government of the United States over the fast and rampant depletion of Earth's natural resources. They argue that the United States must reduce its consumption level significantly to rectify this problem. Which of the following, if true, would most strengthen the conservationists' argument?

Accepted Answer

A)  The United States has been conserving forests for several years.
B)  Most countries have not taken any measures to reduce their consumption levels of natural resources.
C)  There are several countries that have more requirements for resources than the United States.
D)  The United States accounts for one-third of the total world resource consumption.
E)  New resource deposits are constantly being discovered.

Question 19

Identify the three basic types of conflict from the perspective of where the conflict occurs and discuss why it is important to understand the loci of conflict in order to address conflict in the workplace.

Accepted Answer

The three basic types of conflict are dy...

Question 20

A popular stereotype is that men are more cooperative and pleasant in negotiations than women.

Accepted Answer

A) True 
 B)False

Exam 14: Conflict and Negotiation

Correct Answer
verified

Which of the following conflict-handling intentions involves accepting a solution that provides incomplete satisfaction of both parties' concerns?

Correct Answer
verified

A review that examined the effects of the four sets of behaviors across multiple studies found that openness and collaborating were both associated with superior group performance.

Correct Answer
verified

In terms of intraorganizational behavior, all things being equal, why is integrative bargaining preferable to distributive bargaining?

Correct Answer
verified
In terms of intraorganizational behavior...
View Answer

A popular stereotype is that men are more cooperative and pleasant in negotiations than women.

Correct Answer
verified

Assertiveness indicates the degree to which ________.

Correct Answer
verified

Identify the three basic types of conflict from the perspective of where the conflict occurs and discuss why it is important to understand the loci of conflict in order to address conflict in the workplace.

Correct Answer
verified
The three basic types of conflict are dy...
View Answer

Luke's cubicle neighbor Leia, though an understanding and great co-worker, talks loudly on the phone. Luke gets annoyed every time Leia's phone rings, but he has decided it's simply not worth the trouble to talk to her about it. Luke's conflict-handling intention is called ________.

Correct Answer
verified

Conflict that relates to the content and goals of work is called ________ conflict.

Correct Answer
verified

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) ________.

Correct Answer
verified

In nearly all cases, the party with superior alternatives will not do better in a negotiation.

Correct Answer
verified

Relationship conflicts are almost always dysfunctional.

Correct Answer
verified

Jeff has a reputation for shouting angrily while negotiating. In contrast, Anita is known for her soft-spoken agreeable approach to negotiations. Jeff is more likely to get the concessions he wants than Anita.

Correct Answer
verified

Correct Answer
verified

Which of the following is not true regarding gender differences in negotiations?

Correct Answer
verified

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 negotiation that takes place in a collectivist culture?

Correct Answer
verified

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

Correct Answer
verified

Which of the following statements is true regarding conflict?

Correct Answer
verified

Conflicts related to how the work gets done are called ________ conflicts.

Correct Answer
verified

Exam 14: Conflict and Negotiation

Correct AnswerverifiedShow Answer

Which of the following conflict-handling intentions involves accepting a solution that provides incomplete satisfaction of both parties' concerns?

Correct AnswerverifiedShow Answer

A review that examined the effects of the four sets of behaviors across multiple studies found that openness and collaborating were both associated with superior group performance.

Correct AnswerverifiedShow Answer

In terms of intraorganizational behavior, all things being equal, why is integrative bargaining preferable to distributive bargaining?

Correct AnswerverifiedIn terms of intraorganizational behavior...View AnswerShow Answer

A popular stereotype is that men are more cooperative and pleasant in negotiations than women.

Correct AnswerverifiedShow Answer

Assertiveness indicates the degree to which ________.

Correct AnswerverifiedShow Answer

Identify the three basic types of conflict from the perspective of where the conflict occurs and discuss why it is important to understand the loci of conflict in order to address conflict in the workplace.

Correct AnswerverifiedThe three basic types of conflict are dy...View AnswerShow Answer

Luke's cubicle neighbor Leia, though an understanding and great co-worker, talks loudly on the phone. Luke gets annoyed every time Leia's phone rings, but he has decided it's simply not worth the trouble to talk to her about it. Luke's conflict-handling intention is called ________.

Correct AnswerverifiedShow Answer

Conflict that relates to the content and goals of work is called ________ conflict.

Correct AnswerverifiedShow Answer

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) ________.

Correct AnswerverifiedShow Answer

In nearly all cases, the party with superior alternatives will not do better in a negotiation.

Correct AnswerverifiedShow Answer

Relationship conflicts are almost always dysfunctional.

Correct AnswerverifiedShow Answer

Jeff has a reputation for shouting angrily while negotiating. In contrast, Anita is known for her soft-spoken agreeable approach to negotiations. Jeff is more likely to get the concessions he wants than Anita.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which of the following is not true regarding gender differences in negotiations?

Correct AnswerverifiedShow Answer

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 negotiation that takes place in a collectivist culture?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which of the following statements is true regarding conflict?

Correct AnswerverifiedShow Answer

Conflicts related to how the work gets done are called ________ conflicts.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
In terms of intraorganizational behavior...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The three basic types of conflict are dy...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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