Deck 11: Negotiation and Conflict Management

Question 1

As the bargaining process develops, which reason changes and results in a progressed understanding among the parties?

A) Competing goals
B) Situational factors
C) Relational elements
D) Content objectives

Answer 1

A

Question 2

Which types of factors affect the course of communication during a conflict?

A) Situational
B) Relational
C) Informal
D) Strategic

Answer 2

A

Question 3

Which conflict style reflects more on the concern for achievement of content goals than for relational stability?

A) Competing
B) Accommodating
C) Compromising
D) Avoiding

Answer 3

A

Question 4

Which dimensions represent a group of approaches, strategies, and behaviors that are used by negotiators to advance their objectives?

A) Information management, concessions, and positioning
B) Concessions, relational goals, and positioning
C) Information avoiding style and anxiety management
D) Positioning, competing style, and conflict management

Question 5

In a construction company, three managers were asked to team up and handle a single project. A meeting was conducted to discuss the project. All three managers negotiated and accepted each other's views. They also exchanged information openly. What type of communication strategy was displayed by these managers?

A) Cooperative
B) Competitive
C) Rational
D) Structured

Question 6

Two companies that are in collaboration with each other meet for a negotiation. Ted is the representative of one company and Sam for the other. During the negotiation, Ted's arguments are more focused toward Sam rather than their topic of negotiation. Ted's behavior is an example of

A) verbal aggressiveness.
B) informal bargaining.
C) information management.
D) high-level enthusiasm.

Question 7

Which factor helps to avoid allegations of rigidity and closed-mindedness?

A) Concession
B) Situation
C) Information
D) Competition

Question 8

Two companies meet to finalize a business deal. Rick, the director of one company, wants a 70% share of the profit, while Stan, the representative of the other company disagrees. After much discussion and haggling, Rick terminates the contract with Stan, stating that the negotiations are futile. The conflict between Rick and Stan has resulted in

A) autistic hostility.
B) self-fulfilling prophecies.
C) unwitting commitments.
D) strategic bargaining.

Question 9

Ricky, the representative of a manufacturing company, is called for a meeting with one of their suppliers to negotiate the pricing of raw materials. As the meeting proceeds, Ricky understands that this issue is recurring and it requires deliberation and confrontation over time. What is this type of negotiation called?

A) Formal bargaining
B) Informal bargaining
C) Situational bargaining
D) Relational bargaining

Question 10

What is the process of arguing between communicators who cannot agree on a common point called?

A) Negotiation
B) Conflict
C) Affiliation
D) Communication

Question 11

Fashion Fiesta, a designer clothing company, wants to join with Sassy, a local designer clothing outlet, and bring the latest designs into the market. The two companies meet to negotiate marketing strategies. In the meeting, Philip, Fashion Fiesta's representative, stresses a desire to focus on online advertising. Rixton, Sassy's representative, does not agree and urges the group to consider Sassy's marketing strategies. What forced Rixton to disagree with Philip, and why?

A) Because Philip was positioning the negotiation; Rixton was waiting for an instance to affirm his side's right for a balanced negotiation.
B) Because Philip was involved in formal bargaining; Rixton was waiting for an instance to affirm his side's right for a balanced negotiation.
C) Because Philip was over-committed to rigid positions; Rixton was analyzing his situation and reasoning his position.
D) Because Philip was verbally aggressive; Rixton was analyzing his situation and reasoning his position.

Question 12

Which conflict style stresses problem solving, qualified support, and assimilation?

A) Collaborating
B) Avoiding
C) Compromising
D) Accommodating

Question 13

Two firms are collaborating on a bridge building project. Timothy and Sarah are representing their companies. Sarah explained the need for an extensive job execution plan. Initially, Timothy was hesitant to implement Sarah's plan. However, after listening to all the details, Timothy cooperated with her. What is portrayed by this conversation?

A) Accommodating style
B) Competing style
C) Avoiding style
D) Compromising style

Question 14

Susan is an interior designer with an engineering consultancy. She was appointed to work on a new project. As the project had a strict deadline, total dedication was expected from all members of the group. In spite of differences in opinion, all members agreed to work together. However, right from the beginning, Susan was careless. She postponed meetings and when there were proposals to make changes in designs, she ignored the issues. What kind of a conflict style is illustrated by Susan's behavior and why?

A) Avoiding, because Susan had low concern for both the content and the relational goals of the project.
B) Compromising, because Susan had low concern for the content goal, but high concern for the relational goal of the project.
C) Accommodating, because Susan had high concern for the content goal, but low concern for the relational goal of the project.
D) Competing, because Susan had moderate concern for the content and the relational goal of the project.

Question 15

Two managers, Mark and Sam, are given a common project to execute. Due to differences in ideas, they plan to meet and discuss the problem in detail. During the discussion, Mark tells Sam that he is willing to reconsider his initial position and the meeting ends smoothly. What conflict style did Mark use?

A) Compromising
B) Accommodating
C) Avoiding
D) Collaborating

Question 16

Stan, a senior manager in an organization, sees to it that he is well-informed about everything that happens in his department. During a negotiation about a new project, Stan asks for clarification about the project. Using the information obtained, he clarifies the other managers' confusions. He creates a list of goals and prioritizes them. He also asks Stacy, another manager, to prioritize her goals. He then redirects the focus of the discussion toward his group's objectives. What type of negotiation skill is Stan displaying?

A) Information management
B) Anxiety management
C) Conflict management
D) Situational management

Question 17

What is the tendency of attacking other people's self-concept instead of the topic of communication called?

A) Verbal aggressiveness
B) Argumentativeness
C) Anxiousness
D) Competitiveness

Question 18

Sam and Luke are the admin managers of an organization. They meet regularly to discuss matters related to admin operations. In a recent meeting, Sam said that he can handle all recruitments. So, Luke decided to handle the filing and reporting work. The conversation between Sam and Luke is an example of ________ style.

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

Question 19

Which skill, when employed in the workspace, proves to be a positive and constructive strategy?

A) Argumentativeness
B) Anxiousness
C) Aggressiveness
D) Competitiveness

Question 20

In which type of session do two or more people with different goals communicate to produce a mutually desirable outcome?

A) Negotiation
B) Deliberation
C) Participation
D) Affiliation

Question 21

A construction company met with its supplier to negotiate on the pricing of materials in the cafeteria. The members could not reach a definite decision. So, Sammy, the representative of the construction company, asked the supplier for more time. He also requested that the next meeting be held in their office's conference room. What skill did Sammy portray?

A) Situational knowledge
B) Communication competence
C) Anxiety management
D) Goal setting

Question 22

Differentiate between argumentativeness and verbal aggressiveness by giving a few examples.

Question 23

Stark and Edward never liked one another. Usually they handle competition by achieving their goals through gossip, coalitions, etc. This created a bad atmosphere in the department. One day, the team leader called Stark and Edward to her office to discuss the problem. After controlling their tension, both opened up and explained the reasons for their behavior. What kind of skills do Stark and Edward need to develop in order to face these kinds of situations?

A) Conflict management skills
B) Goal setting skills
C) Situational knowledge skills
D) Communication competence skills

Question 24

Discuss the factors that lead to successful conflict management in depth. Cite examples to support your answer.

Question 25

What are the important points to keep in mind while setting goals? Explain how goal setting can be helpful for professional conflict management.

Question 26

What is the difference between formal and informal bargaining? Explain with examples.

Question 27

Two software companies, which had been planning to collaborate, meet for a negotiation. Both parties discuss the emotional distance they want to maintain and the rights each party is willing to extend to the other. What kind of goals are both the parties more focused on?

A) Relational
B) Content
C) Situational
D) Strategic

Question 28

Define the term conflict in your own words. Explain how one can use it to one's advantage during a heated discussion.

Question 29

A small group of six members meet for a weekly sales forecast. When the leader asks the members to submit their proposals, Candy, one of the members, insists that her proposal should be submitted to the Managing Director. When the leader tries to reason with her, she stands her ground and refuses to listen to other members' proposals. What conflict style is illustrated by Candy's behavior?

A) Competing
B) Accommodating
C) Avoiding
D) Collaborating

Question 30

Explain how one can present one's position competently during a negotiation. Support your answer with examples wherever needed.

Question 31

Discuss in detail the various conflict styles and tactics that help conflict management.

Question 32

State the advantages and disadvantages of argumentativeness and verbal aggressiveness. How can one control these tendencies?

Question 33

Discuss in depth the results produced by conflict escalation. Cite relevant real-life examples.

Question 34

Two big construction companies join hands on a major project for beautification of the city. Members from both companies meet to discuss the plan of action. All the details and information are exchanged in a frank and open manner and everyone has a clear idea of the issues. What kind of strategy is visible in this scenario?

A) Cooperative
B) Competitive
C) Concession
D) Positioning

Question 35

How is negotiation vital for the development of the company?