Deck 9: Managing Conflicts of Interest

Question 1

Debi and Rob have a disagreement that leads to a fist fight. This is an example of

A) Direct aggression
B) Indirect aggression
C) Emotional aggression
D) Instrumental aggression

Answer 1

A

Question 2

In a conflict of interest, how you behave depends on

A) How important your goals are to you
B) How important the relationship is to you
C) How important your job is to you
D) a and b
E) All of the above

Answer 2

D

Question 3

Bob is spreading false rumors about Frank. That is an example of

A) Direct aggression
B) Indirect aggression
C) Emotional aggression
D) Instrumental aggression

Answer 3

B

Question 4

When something is necessary for your survival, it is a

A) Want
B) Need
C) Interest
D) None of the above

Question 5

The potential benefit we will gain by achieving our goals is a

A) Want
B) Need
C) Interest
D) None of the above

Question 6

To be competent in managing conflicts

A) Do whatever feels like the natural thing to do
B) Learn to always use problem-solving negotiation
C) Learn to do all five strategies
D) Learn to avoid conflict

Question 7

Which is NOT something a conflict of interest is based on?

A) Differences in wants, needs, goals, and values
B) Scarcities of resources such as power or influence
C) Rivalry
D) Incompatible ideas

Question 8

Which of the following strategies can be enacted by one person alone?

A) Compromising
B) Withdrawing
C) Smoothing
D) Problem-solving negotiations

Question 9

Roger is trying for a promotion. The pay increase he will receive represents a

A) Want
B) Need
C) Interest
D) None of the above

Question 10

When both the goal and relationship is important, a person would use which conflict management strategy?

A) Compromising
B) Withdrawing
C) Smoothing
D) Problem-solving negotiations
E) Forcing (shark)

Question 11

When you desire something it is a

A) Want
B) Need
C) Interest
D) None of the above

Question 12

Conflicts are constructive to the extent that they

A) Result in everyone's best interest
B) Strengthen relationships
C) Allow the stronger party to win
D) a and b
E) All of the above

Question 13

When the goal is more important than relationships, a person would use which conflict management strategy?

A) Compromising
B) Withdrawing
C) Smoothing
D) Problem-solving negotiations
E) Forcing

Question 14

Compromise usually occurs instead of problem-solving negotiation when

A) No one wants to discuss the issue any longer
B) Time is in short supply
C) Bonus points are given for compromise
D) None of the above

Question 15

Linda really wants a horse farm. David is not enthusiastic about the idea but he buys it for her anyway. This is an example of

A) Compromising
B) Withdrawing
C) Smoothing
D) Problem-solving negotiations
E) Forcing

Question 16

Helen sees a dress that she really loves. That dress represents a

A) Want
B) Need
C) Interest
D) None of the above

Question 17

A telephone salesman tries to sell Janet some vitamins. When he refuses to take "no" for an answer, she hangs up on him. This is an example of

A) Compromising
B) Withdrawing
C) Smoothing
D) Problem-solving negotiations
E) Forcing

Question 18

When neither the goal nor the relationship is important, a person would use which conflict management strategy?

A) Compromising
B) Withdrawing
C) Smoothing
D) Problem-solving negotiations
E) Forcing

Question 19

When a relationship is more important than the goals, a person would use which conflict management strategy?

A) Compromising
B) Withdrawing
C) Smoothing
D) Problem-solving negotiations
E) Forcing

Question 20

David has not eaten in several days. For him, food represents a

A) Want
B) Need
C) Interest
D) None of the above

Question 21

In the one-step negotiation

A) Whoever has the greatest need gets his or her way
B) Whoever has the greatest power gets his or her way
C) Whoever has the least power gets his or her way
D) Whoever is the most insistent gets his or her way

Question 22

In distributive negotiation, the goal is to

A) Maximize outcomes for both you and the other
B) Minimize outcomes for both you and the other
C) Maximize your outcomes while minimizing the other's
D) Minimize your outcomes while maximizing the other's

Question 23

Maintaining the relationship in the future becomes important when interactions between the two of you are

A) Durable and frequent
B) Powerful and perceptive
C) Conflicted and mediated
D) Short-term and intense

Question 24

When controlling the occurrence of a conflict you must consider

A) The entry state of the disputants
B) The exit state of the disputants
C) The presence of the disputants
D) Who is right and who is wrong

Question 25

Which types of interdependences are inherent in any negotiation?

A) Participation interdependence
B) Outcome interdependence
C) Information interdependence
D) Materials interdependence
E) a, b, and c
F) a, c, and d

Question 26

To clearly describe your wants, you should

A) Make personal statements
B) Be specific
C) Focus on the long-term relationship
D) a and b
E) All of the above

Question 27

If the time and place is NOT right for dealing with a conflict, it can be avoided by

A) Decreasing barriers and removing triggering events
B) Increasing barriers and strengthening triggering events
C) Decreasing barriers and strengthening triggering events
D) Increasing barriers and removing triggering events

Question 28

When conflicts arise, you must

A) Weigh short term gains against potential long term losses
B) Weigh who will win and lose if a settlement is reached
C) Try problem-solving negotiation first
D) Withdraw until you have decided which strategy to use

Question 29

The biggest problem with winning the distributive negotiation is

A) The winner is likely to celebrate in front of the lower
B) The loser is apt to vent anger in front of the winner
C) There is damage to the interpersonal relationship
D) There is difficulty in enforcing the agreement

Question 30

When negotiators feel that they should return the same benefit or harm to the other, they are feeling the

A) Dilemma of honesty
B) Dilemma of trust
C) Norm of reciprocity
D) Norm of equity

Question 31

Which action is NOT helpful in distributive negotiation?

A) Making an extremely low opening offer
B) Compromising slowly
C) Using threats, promises, and arguments
D) Negotiating until agreement is reached

Question 32

When you use one strategy, it makes the others

A) Less possible
B) More possible
C) Not possible
D) They are equally possible

Question 33

When a negotiator is worried about whether to believe the other, that is a

A) Dilemma of honesty
B) Dilemma of trust
C) Norm of reciprocity
D) Norm of equity

Question 34

Les is running for public office and must maintain a congenial public image. Her avoidance of conflict is due to

A) An internal barrier
B) An external barrier
C) A triggering barrier
D) Fear of aggression

Question 35

When power among negotiators is unequal

A) The low power person tends to distrust the high power person
B) The high power person tends to distrust the low power person
C) The low power person tends to underestimate the high power person
D) The high power person tends to overestimate the low power person

Question 36

When people with shared and opposed interests attempt to come to agreement, that is

A) Mediation
B) Negotiation
C) Arbitration
D) Conflict Prevention

Question 37

Edye complains to Buddy that she doesn't have enough closet space. He finally agrees to let her have part of his closet space. That is an example of

A) An entry state issue
B) An integrative issue
C) A distributive issue
D) A family issue

Question 38

In integrative negotiation, the goal is to

A) Maximize outcomes for both you and the other
B) Minimize outcomes for both you and the other
C) Maximize your outcomes while minimizing the other's
D) Minimize your outcomes while maximizing the other's

Question 39

When considering a goal dilemma, negotiators much consider how to

A) Reach an agreement favorable to self and agreeable to other
B) Reach an agreement favorable to self and not to the other
C) Reach an agreement in the time available
D) Manage conflicting offers from the other side

Question 40

Which is NOT helpful in integrative negotiating?

A) Describing what you want
B) Being aggressive in stating your wants
C) Listening to and paraphrasing what the other person wants
D) Describing your feelings

Question 41

In order to communicate your feelings, you need to

A) Let you emotions show (cry, etc.)
B) Explain what your emotions are
C) Use your emotions to make your point
D) Hide your emotions

Question 42

Constructive acts toward another do not yield exceptionally positive consequences; destructive acts

A) Are also not exceptional in the damage to relationships
B) Are moderately detrimental to relationships
C) Are exceptionally detrimental to relationships
D) Are impossible to overcome

Question 43

You can empower the other person by

A) Being open to negotiations
B) Being flexible about options
C) Providing choice among options
D) a and b
E) All of the above

Question 44

It is helpful to define the conflict as

A) A mutual problem
B) Small and specific
C) Global and general
D) a and b
E) All of the above

Question 45

Attempting to get the other person to agree to your position is most likely to result in

A) Acceptance of your position
B) Understanding of your position
C) Rejection of your position
D) It has no effect

Question 46

You can enlarge the shadow of the future by

A) Highlighting the long-term cooperative relationship
B) Deemphasizing problem solving
C) Bringing up past arguments
D) Being committed to winning your point

Question 47

In fundamental attribution error, you attribute the causes of the opponent's behavior to

A) Situational factors
B) Psychological states
C) Greed
D) Desire to win
E) All of the above

Question 48

When presenting reasons for what you both want, it is most important to

A) Listen carefully and decide if the other person's reasons are valid
B) Be ready to give better reasons than the other person
C) Reaffirm how sad you will be if you do not get what you want
D) Arrange to allow the other person to win 50% of the time

Question 49

In inventing creative options, it is good to

A) Make decisions quickly
B) Stick to the things you know will work
C) Think of as many options as possible
D) Quickly discard complicated options

Question 50

A fully negotiated conflict includes

A) A mediator
B) An arbitrator
C) A commitment to honor the agreement
D) Acknowledgement of the winning side

Question 51

What is NOT an obstacle in inventing options?

A) Judging prematurely
B) Searching for multiple answers
C) Assuming a limited amount that must be divided up
D) Short sighted self concern

Question 52

In discussing a conflict, negotiators should determine

A) How the wants and goals are different
B) How the wants and goals are the same
C) Actions seen by the other as unacceptable
D) a and b
E) All of the above

Question 53

Reaching a wise decision requires reconciling

A) Wants
B) Goals
C) Positions
D) a and b
E) All of the above

Question 54

One of the most difficult and important aspects of conflict resolution is

A) Explaining what you want
B) Listening to what the other person wants
C) Accurately defining the conflict
D) Accurate perspective-taking

Question 55

To reach a wise agreement, you must be able to

A) See the conflict from both your own and the other's perspective
B) Call in a mediator to check and give approval to your agreement
C) Give in to the other person to make them happy
D) Give in now but get what you want later

Question 56

Which is NOT a benefit of paraphrasing?

A) It gives the other person feedback on how well you understood them
B) It shows that you care enough to listen
C) It helps you in judging and evaluating
D) It helps you see the message from the sender's perspective

Question 57

To engage in perspective taking, it is best to

A) Role-play their position by paraphrasing it
B) Understand how you would feel if you were the other person
C) Learn more about the cultural background of the other person
D) Take some time to think about their perspective

Question 58

In exchanging reasons for positions, it is most important to

A) Have your say
B) Let the other person have their say
C) Express cooperative intentions
D) Have a third party listening

Question 59

In integrative negotiation, it is important to

A) Come to a quick understanding
B) Know and use the weaknesses of the other person
C) Understand the other's perspective
D) Persuade the other person to see your side

Question 60

Why is it important to describe your feelings in negotiating conflict?

A) It can make the other person feel sorry for you
B) It builds a bond of sharing with the other person
C) It allows you to vent your feelings by ranting and raving
D) It is not important; keep your feelings to yourself

Question 61

Which of the following is NOT an ingredient for reducing prejudice?

A) Cooperative action with mutual goals
B) Personal interactions among diverse members
C) Social norms favoring acceptance
D) Unequal status of members in the two groups

Question 62

In studying contact theory, researchers found that favorable attitudes toward members of another group depended on the

A) Nature of the contact
B) Frequency of the contact
C) Length of the contact
D) Intensity of the contact

Question 63

When we hold less favorable views about groups to which we do not belong it is called

A) Social identity theory
B) In-group-out-group bias
C) Decategorization
D) Self-fulfilling prophecy

Question 64

A requirement in reaching a wise agreement is to

A) Put the wants and needs of the other over your own
B) Call in an arbitrator to aid in negotiations
C) Stifle any feelings of animosity toward the other person
D) Make a decision based on objective criteria

Question 65

Social identity theory states that group members

A) Identify with their group so they have fun people to associate with
B) See their group as better than other groups
C) Use their groups to get benefits for others
D) Occurs when everyone in the group agrees on their identity

Question 66

Which is NOT a trap that Blake and Mouton found tend to escalate a conflict

A) Win-lose dynamic
B) Psycodynamic fallacy
C) Self-fulfilling prophecy
D) Splintering of the losing group

Question 67

Reasons a person should refuse to negotiate include

A) Illegal or Inappropriate behavior
B) Inability to implement an agreement
C) Intuition
D) a and b
E) All of the above

Question 68

When two groups are placed in the same room and given unrelated tasks, they often begin to

A) Ignore the other group
B) Cooperate with the other group
C) Compete with the other group
D) Splinter into subgroups

Question 69

In Sherif's study of intergroup conflict it was found that

A) Competition between groups led to conflicts
B) Having a common enemy somewhat reduced the conflict
C) Superordinate goals and activities eliminated the conflict
D) All of the above

Question 70

In social identity and social categorization theories, individuals emphasize the ___________ of their group members and the __________ of the outgroup

A) Dissimilarities; similarities
B) Similarities; dissimilarities
C) Dissimilarities; dissimilarities
D) Similarities; similarities

Question 71

In Sherif's study of intergroup conflict, the strategy that worked to eliminate rivalry was

A) Contact in a pleasant situation
B) Establishment of a common enemy
C) Working toward a common goal
D) Shooting fireworks together

Question 72

Social categorization theory states that

A) Personal and social identities create bias
B) Social categories are hierarchical
C) People discriminate within their social group
D) Most people are fair-minded

Question 73

In the psychodynamic fallacy, groups

A) Treat the other group in such a way that their false assumption about it comes
True.
B) See the actions of the other group as an attempt to dominate them
C) See the motivations of the other group as due to personality factors
Rather than to the dynamics of intergroup conflict

Question 74

In the self-fulfilling prophecy

A) Treat the other group in such a way that their false assumption about it
Comes true
B) See the actions of the other group as an attempt to dominate them
C) See the motivations of the other group as due to personality factors rather than
To the dynamics of intergroup conflict

Question 75

Reduced prejudice is found where individuals had an outgroup

A) Coworker
B) Neighbor
C) Friend
D) All of the above

Question 76

A mediator is

A) A disinterested third party who makes a decision on how to resolve a conflict.
B) A neutral third party who assists people in negotiating a constructive resolution to their conflict
C) A negotiator who has more expertise than the person being negotiated with.
D) None of the above

Question 77

Two youth groups have a history of intergroup conflict. Which of the following would be the best way to resolve this conflict?

A) Build a gymnasium which both groups may use
B) Hold a basketball tournament in which both groups may participate
C) Have both groups work together to sponsor carwashes in order to build
A needed basketball court
D) None of the above

Question 78

Blake and Mouton found that intergroup conflicts tend to

A) Decrease group cohesion
B) Increase group cohesion
C) Decrease use of an arbitrator
D) Increase use of an arbitrator

Question 79

If you fail to negotiate a wise agreement, you should

A) Give it up
B) Start over
C) Find a new group
D) Agree to disagree

Question 80

A wise agreement includes

A) The ways each person will act differently in the future
B) A counter signature from a mediator
C) What will happen to the person who breaks the agreement
D) What will happen to the relationship if one member breaks the agreement