Deck 11: Conflict and Negotiation

Question 1

Conflict that relates to the content and goals of work is termed _______conflict.

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

Answer 1

task

Question 2

The_______ view of conflict argues that conflict is a natural and inevitable outcome in any group.

A) human relations
B) functional
C) traditional
D) human resources
E) interactionist

Answer 2

human relations

Question 3

Which of the following conflict-handling orientations might involve attempting to find a win-win solution?

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

Answer 3

C

Question 4

Which is not a type of conflict identified by the interactionist view?

A) process
B) relationship
C) organizational
D) functional
E) task

Question 5

In which stage are conflict issues defined?

A) behavior
B) reaction and transference
C) potential opposition
D) cognition and personalization
E) intuitions

Question 6

For process conflict to be productive, it must be_______ .

A) subject to managerial control
B) kept high
C) kept low
D) kept at moderate levels
E) kept at low-to-moderate levels

Question 7

Conflict is dysfunctional when it _______.

A) leads to change
B) reduces group cohesiveness
C) provides a means for expressing frustration
D) fosters an environment of self-evaluation
E) provides a medium to release tension

Question 8

If no one is aware of conflict, it is generally agreed that_______ .

A) no conflict exists
B) conflict is inevitable
C) conflict is subversive
D) conflict is psychologically driven as opposed to physically manifest
E) employee-employer relations will be good

Question 9

The focus of relationships in distributive bargaining is _______.

A) the long term
B) win-win
C) the short term
D) accommodation
E) lose-lose

Question 10

_______conflict hinders group performance.

A) Reactive
B) Formal
C) Functional
D) Dysfunctional
E) Informal

Question 11

The _______view of conflict argues that conflict arises from management failure.

A) traditional
B) interactionist
C) functional
D) conjunctive
E) human relations

Question 12

Encouraging group leaders to maintain an ongoing minimum level of conflict is part of the _______view of conflict.

A) conjunctivist
B) human relations
C) interactionist
D) functional
E) traditional

Question 13

For task conflict to be productive, it should be_______ .

A) kept at moderate levels
B) kept low
C) subject to managerial control
D) kept at low-to-moderate levels
E) kept high

Question 14

_______intervene(s) between people's perceptions and their overt behavior.

A) Intuition
B) Attitudes
C) Cognition
D) Intention
E) Attributions

Question 15

Which type of conflict-handling intention results in a person seeking to suppress conflict?

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

Question 16

Alpha Construction is having a dispute with a home buyer about some of the terms of their building contract. Both Alpha and the home buyer want to avoid the expense 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 is a(n)_______ .

A) mediator
B) officiant
C) consultant
D) conciliator
E) arbitrator

Question 17

Last month, Azima's department experienced constructive conflict during a meeting. Which of the following is not an outcome of this functional conflict?

A) creativity and innovation are stimulated
B) groupthink is increased
C) interest and curiosity are encouraged
D) the quality of decisions is improved
E) tensions are released

Question 18

Negotiation can be defined as a process in which two or more parties exchange goods or services and attempt to agree upon_______ .

A) the monetary value of the exchanged items
B) the exchange rate for those goods and services
C) a model of the negotiation process for resolving differences
D) effective arbitrators for disputes
E) acceptable bargaining strategies for obtaining the goods and services

Question 19

According to the interactionist's perspective, a group that functions without conflict is _______.

A) likely to be responsive to the need for change and innovation
B) an rare phenomenon
C) prone to becoming static and apathetic
D) living up to behavioral ideals
E) the most productive

Question 20

The two general approaches to bargaining are known as_______ .

A) legal and restrictive.
B) emotional and rational.
C) affective and reflective
D) formal and informal.
E) distributive and integrative

Question 21

The dimension of assertiveness refers to situations _______.

A) involving a major behavior change
B) in which one party behaves generously
C) that lead to conflict
D) in which there is an expression of competition
E) in which one party attempts to satisfy his/her own concerns

Question 22

Which bargaining strategy is preferable for use in intra-organizational behavior?

A) distributive bargaining
B) equal bargaining
C) integrative bargaining
D) equity splitting
E) positive negotiation

Question 23

What is one of the views of conflict?

A) the human interactions view
B) the relationist view
C) the persuasive view
D) the functional view
E) the traditional view

Question 24

It seems that your work group is in conflict much of the time. One colleague has suggested that you, as the supervisor, are responsible for eliminating the conflict so that your work group can function harmoniously. Another colleague has suggested that conflict is good for stimulating creativity and productivity within the work environment. You are unsure about whether you should try to eliminate the conflict within your group or learn to deal with it positively.
If you support the idea that conflict should be eliminated, you are supporting which of the following views of conflict?

A) the positivistic view
B) the traditional view
C) the moderated acceptance view
D) the human relations view
E) the interactionist view

Question 25

The most important criterion in determining whether conflict is functional or dysfunctional is _______.

A) overall morale
B) management's assessment
C) absenteeism levels
D) turnover rates
E) performance

Question 26

The conflict-handling intention of accommodating is_______ .

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

Question 27

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

A) definition of ground rules
B) clarification and justification
C) integration of preferences
D) bargaining and problem-solving
E) opening and initiating

Question 28

Azima has come to realize that conflict has both functional, as well as dysfunctional, outcomes. She has observed examples of both in her organization.
Azima's boss decides to implement a new policy whereby employees provide regular, formalized feedback to their supervisors. Employees are encouraged to evaluate and criticize their superiors. Based on your understanding of functional conflict, is this policy likely to benefit Azima's company?

A) No, because the evaluations will promote relationship conflict, which is always dysfunctional.
B) Yes, because the evaluations will encourage groupthink, which increases turnover.
C) Yes, because the evaluations will encourage functional conflict, which improves organizational performance.
D) No, because the evaluations will generate dysfunctional conflict, which breeds discontent.
E) No, because the evaluations will create a climate of insecurity for the company's management.

Question 29

Playbill, Inc. is a company that hires culturally diverse people to perform Shakespearean plays for high school students. The company employ actors and actresses from all over they world. The actors and actresses have joined together to ask Playbill for higher salaries. The employees are struggling over deciding who will negotiate for them.
Which of the following statements is true pertaining to the role of personality traits in negotiations?

A) High risk takers will be better negotiators.
B) Individuals who are concerned with appearing competent make excellent negotiators.
C) Individuals with an internal locus of control will be better negotiators.
D) Personality of the negotiators will determine, to a large extent, who prevails.
E) Recent research has shown that extraverts are less effective negotiators than introverts.

Question 30

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

A) mediation
B) execution
C) arbitration
D) consultancy
E) conciliation

Question 31

Stage II of the conflict process deals with conflict being_______.

A) expressed and perceived
B) perceived and felt
C) overt and covert
D) internalized
E) apparent and experienced

Question 32

What factor would most likely increase the negative impact of an arbitration session?

A) establishment of an agreement that is non-binding
B) limited options of the arbitrator
C) compulsory nature of the arbitration
D) heavy-handedness of the arbitrator
E) voluntary nature of the arbitration

Question 33

_______bargaining is negotiation that seeks to divide a "fixed pie."

A) Affective
B) Integrative
C) Distributive
D) Conjunctive
E) Reflective

Question 34

It seems that your work group is in conflict much of the time. One colleague has suggested that you, as the supervisor, are responsible for eliminating the conflict so that your work group can function harmoniously. Another colleague has suggested that conflict is good for stimulating creativity and productivity within the work environment. You are unsure about whether you should try to eliminate the conflict within your group or learn to deal with it positively.

-When your work group disagrees, the disagreements usually concern how the group's work should be accomplished. The type of conflict experienced by your group is_______ .

A) process conflict
B) traditional conflict
C) reactive conflict.
D) relationship conflict
E) task conflict

Question 35

Which one of the following might not be a functional outcome of the conflict process?

A) increases innovation
B) fosters environment of self-evaluation
C) avoids risk
D) relieves tensions
E) stimulates creativity

Question 36

Conflict management techniques can _______conflict.

A) stimulate
B) resolve
C) lead to a higher probability of concurrent
D) both resolve and stimulate
E) none of the above

Question 37

Alpha Construction is having a dispute with a home buyer about some of the terms of their building contract. Both Alpha and the home buyer want to avoid the expense of going to court, but they cannot agree on how to settle their disagreement.

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

A) mediator
B) officiant
C) arbitrator
D) consultant
E) conciliator

Question 38

Playbill, Inc. is a company that hires culturally diverse people to perform Shakespearean plays for high school students. The company employ actors and actresses from all over they world. The actors and actresses have joined together to ask Playbill for higher salaries. The employees are struggling over deciding who will negotiate for them.
Which of the following statements is false concerning gender differences in negotiations?

A) Women's attitudes toward negotiation and toward themselves as negotiators appear to be quite different from men's.
B) Women are neither worse nor better negotiators than men.
C) Low-power managers, regardless of gender, attempt to placate their opponents.
D) Men tend to negotiate slightly better outcomes than women.
E) Women are more cooperative, pleasant, and relationship oriented in negotiations than men.

Question 39

The traditional view of conflict argues that conflict _______.

A) must be avoided
B) can be avoided
C) cannot be avoided
D) helps to generate discussion
E) improves productivity

Question 40

Azima has come to realize that conflict has both functional, as well as dysfunctional, outcomes. She has observed examples of both in her organization.

-When "yes" people are hired and promoted, _______outcomes are likely to result.

A) harmonious
B) dysfunctional
C) improved organizational
D) enhanced policy
E) functional

Question 41

Which one of the following is not part of the traditional view of conflict?

A) inevitable
B) must be avoided
C) the causes should be corrected.
D) harmful
E) indicates malfunctioning

Question 42

Which of the following is most likely to promote the success of mediation?

A) high level of conflict intensity
B) shared perceptions of the mediator as coercive
C) extensive experience of the mediator
D) high motivation of the disputing parties
E) shared perceptions of the mediator as biased

Question 43

The example of labor-management negotiations over wages exemplifies _______bargaining.

A) restrictive
B) affective
C) integrative
D) distributive
E) reflective

Question 44

Integrative bargaining focuses on _______ .

A) short-term benefits
B) competition
C) long-term relationships
D) zero-sum gains
E) ensuring balanced inputs

Question 45

In which stage of the conflict process does conflict become visible?

A) intentions
B) behavior
C) potential opposition or incompatibility
D) cognition and personalization
E) illumination

Question 46

It seems that your work group is in conflict much of the time. One colleague has suggested that you, as the supervisor, are responsible for eliminating the conflict so that your work group can function harmoniously. Another colleague has suggested that conflict is good for stimulating creativity and productivity within the work environment. You are unsure about whether you should try to eliminate the conflict within your group or learn to deal with it positively.

-You have decided to allow the conflict to exist so long as it doesn't hinder group performance. You will try to eliminate _______conflict.

A) task
B) non-communicative
C) dysfunctional
D) individualized
E) functional

Question 47

In assessing intentions, cooperativeness is the degree to which _______.

A) one party attempts to resolve conflict
B) there is an absence of conflict
C) one party attempts to satisfy the other party's concerns
D) both parties work toward a common goal
E) one party can empathize with the other

Question 48

Azima has come to realize that conflict has both functional, as well as dysfunctional, outcomes. She has observed examples of both in her organization.
Azima's boss asks for her recommendations on strategies for promoting functional conflict within the company. Which of the following is Azima most likely to recommend?

A) training managers to discourage devil's advocates in the decision-making process
B) punishing individuals who support beliefs that management has rejected
C) implementing a policy of promoting personnel who are conflict avoiders
D) empowering employees to question their bosses with impunity
E) encouraging managers to reward employees who keep their opinions to themselves

Question 49

High job specialization can lead to_______ conflict.

A) personal-variable
B) structural
C) communication
D) team
E) job-related

Question 50

_______conflicts are almost always dysfunctional.

A) Process
B) Job
C) Personal
D) Relationship
E) Task

Question 51

The traditional view of conflict is the belief that conflict is_______ .

A) situationally-dependent
B) harmful
C) neutral
D) natural
E) necessary

Question 52

Alpha Construction is having a dispute with a home buyer about some of the terms of their building contract. Both Alpha and the home buyer want to avoid the expense of going to court, but they cannot agree on how to settle their disagreement.

-Alpha wants to bring in a neutral third party who will facilitate a negotiated solution by using reasoning, persuasion, suggesting alternatives, and the like. This person is a(n) _______.

A) officiant
B) consultant
C) mediator
D) arbitrator
E) conciliator

Question 53

Which of the following is not a step in the negotiation process?

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

Question 54

In third-party negotiations, a third party who provides an informal communication link between the negotiator and the opponent is known as a(n) _______.

A) executor
B) mediator
C) conciliator
D) arbitrator
E) consultant

Question 55

The_______ view of conflict argues that conflict is necessary for a group to perform effectively.

A) traditional
B) reactive
C) human relations
D) functional
E) interactionist

Question 56

The conflict-handling intention of collaborating is_______ .

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

Question 57

The point below which either negotiating party would break off negotiations is known as the party's _______point.

A) assistance
B) target
C) resistance
D) negative
E) refusal

Question 58

It seems that your work group is in conflict much of the time. One colleague has suggested that you, as the supervisor, are responsible for eliminating the conflict so that your work group can function harmoniously. Another colleague has suggested that conflict is good for stimulating creativity and productivity within the work environment. You are unsure about whether you should try to eliminate the conflict within your group or learn to deal with it positively.

-You decide to do more research on the view that conflict should be encouraged as a means to achieve change and innovation. This view is termed _______.

A) the human relations view
B) the acceptance view
C) the traditional view
D) the promotional view
E) the interactionist view

Question 59

Which stage of the conflict process is best conceptualized as a dynamic process of interaction?

A) II
B) V
C) III
D) IV
E) I

Question 60

_______conflict relates to how the work gets done.

A) Job
B) Relationship
C) Process
D) Task
E) Reactive

Question 61

The terms negotiation and_______ are used interchangeably.

A) arbitration
B) collaboration
C) win-lose
D) accommodating
E) bargaining

Question 62

Conflict is an antidote for groupthink.

Question 63

_______conflict focuses on interpersonal interaction.

A) Task
B) Process
C) Relationship
D) Job
E) Communication

Question 64

The potential for conflict can actually be increased if too much information is communicated.

Question 65

The three conditions that create the opportunity for conflict are communication, structure, and personal variables.

Question 66

It seems that your work group is in conflict much of the time. One colleague has suggested that you, as the supervisor, are responsible for eliminating the conflict so that your work group can function harmoniously. Another colleague has suggested that conflict is good for stimulating creativity and productivity within the work environment. You are unsure about whether you should try to eliminate the conflict within your group or learn to deal with it positively.
If you support the idea that conflict should be eliminated, you are supporting which of the following views of conflict?

Question 67

In the conflict process, individuals' intentions are rigid and will rarely change due to an emotional reaction to the behavior of the other party.

Question 68

The human relations view of conflict advocates _______conflict.

A) open communication for resolving
B) encouraging
C) rejection of
D) group therapy for resolving
E) acceptance of

Question 69

Which of the following is not a conflict-resolution technique?

A) appointing a devil's advocate
B) avoiding the conflict
C) exercising authoritative command
D) creating superordinate goals
E) generating additional resources

Question 70

_______conflict supports the goals of the group and improves its performance.

A) Formal
B) Informal
C) Functional
D) Reactive
E) Dysfunctional

Question 71

Which of the following is a conflict-stimulation technique?

A) compromise
B) problem solving
C) bringing in outsiders
D) expansion of resources
E) exercising authoritative command

Question 72

What is the overall goal of conflict management?

A) assessing the source of conflict
B) stimulating conflict
C) achieving the desired conflict level
D) resolving conflict
E) identifying conflict

Question 73

Which is not one of the five conflict-handling intentions?

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

Question 74

Which of the following is not included in the definition of conflict?

A) disruption of tasks
B) perception
C) negative effects
D) something that is cared about
E) incompatibility

Question 75

The conflict-handling intention of avoiding is_______ .

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

Question 76

The first stage of the conflict process is termed_______ .

A) habituation
B) behavioral manifestation
C) intention
D) potential opposition or incompatibility
E) cognition and personalization

Question 77

The traditional view of conflict sees conflict as a dysfunctional outcome.

Question 78

If you place your opponent's interest above your own, you are engaging in collaborating.

Question 79

It seems that your work group is in conflict much of the time. One colleague has suggested that you, as the supervisor, are responsible for eliminating the conflict so that your work group can function harmoniously. Another colleague has suggested that conflict is good for stimulating creativity and productivity within the work environment. You are unsure about whether you should try to eliminate the conflict within your group or learn to deal with it positively.

-You have decided to accept conflict as a natural occurrence and deal with it. You are supporting_______ .

A) the interactionist view
B) the positivistic view
C) the human relations view
D) the behavior modification view
E) the traditional view

Question 80

When one party is willing to sacrifice in order to maintain the relationship, this type of intention is called_______ .

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