Deck 15: Conflict and Negotiation in Organizations

Question 1

Extreme conflict between organizations often must ultimately be resolved

A)after one organization is declared the "winner."
B)in court.
C)by first-line supervisors.
D)by entry-level employees.
E)in a lengthy shareholders' meeting.

Answer 1

B

Question 2

Conflict based on interpersonal issues, such as personally held values, is

A)legal conflict.
B)task conflict.
C)process conflict.
D)relationship conflict.
E)competition.

Answer 2

D

Question 3

Lynda feels meeting as a department to discuss an issue is unimportant and believes the currently proposed solution to the issue is incompatible with her own goals.Lynda is likely to adopt which reaction to conflict?

A)Competition
B)Collaboration
C)Compromise
D)Accommodation
E)Avoidance

Answer 3

E

Question 4

Reactions to conflict can be differentiated along the dimensions of how important each party's goals are to that party, and

A)how compatible the goals are.
B)how sequential the interdependence is.
C)how reciprocal the interdependence is.
D)how many parties there are.
E)how likely each party is to argue.

Question 5

New Wakefield Hospital has only one portable X-ray machine.The emergency room staff claims to have the greatest need for the machine, but the surgeons in the operating room demand ready access to the machine.The conflict between these two groups is a result of

A)different goals.
B)scarce resources.
C)personality clashes.
D)excessive competitiveness.
E)interpersonal conflict.

Question 6

Automobiles are often built on an assembly line where each worker adds a component to the car before sending it down the line to the next worker.This is an example of

A)pooled interdependence.
B)sequential interdependence.
C)reciprocal interdependence.
D)intergroup interdependence.
E)intrapersonal interdependence.

Question 7

In the opening case, the strike called by the Writers' Guild of America (WGA) was over all of the following except

A)the writers demanded that game shows be covered by WGA contracts.
B)the writers demanded that writers' pay for DVD sales be doubled.
C)the writers and directors operate under the same union contract.
D)that new media such as the Internet be compensated equally.
E)the writers demanded compensation when old media was

Question 8

Accommodation, as a reaction to conflict, occurs when

A)goals are incompatible and interaction is important to meeting goals.
B)goals are neither completely compatible nor incompatible and interaction is moderately important for goal attainment.
C)goals are compatible and interaction is important to meet goals.
D)goals are compatible and interaction is not important to goal attainment.
E)goals are incompatible and interaction is relatively unimportant to either party.

Question 9

Which of the following is not a likely cause of interpersonal conflict?

A)Different beliefs or perceptions
B)Personality clashes
C)Excessive competitiveness
D)Varied goals
E)Long-term business relationships

Question 10

A surgical team includes a surgeon, an anesthesiologist, and three technicians.Each member of the team needs information from the other members of the team to do his or her job.In this setting, which form of interdependence exists?

A)Pooled interdependence
B)Sequential interdependence
C)Reciprocal interdependence
D)Intergroup interdependence
E)Intrapersonal interdependence

Question 11

When activities flow both ways between work units, which of the following forms of interdependence exists?

A)pooled interdependence.
B)sequential interdependence.
C)reciprocal interdependence.
D)intergroup interdependence.
E)intrapersonal interdependence.

Question 12

A moderate degree of focused conflict includes all of the following except

A)it can energize behavior.
B)it helps when the parties disagree on how to achieve goals.
C)it can stimulate new ideas.
D)it can promote healthy competition.
E)it can result in higher-quality decisions.

Question 13

Which of the following may arise when there are differences in perceptions between organizations?

A)legal conflict.
B)task conflict.
C)process conflict.
D)relationship conflict.
E)competition.

Question 14

Jennifer and Jack agree that their firm should acquire a smaller competitor, but Jennifer feels they should engage in a hostile takeover whereas Jack believes a friendly merger would be more appropriate.Jennifer and Jack are experiencing

A)legal conflict.
B)task conflict.
C)process conflict.
D)relationship conflict.
E)competition.

Question 15

The degree to which two party's goals can be achieved simultaneously is called

A)goal interdependence.
B)goal reciprocity.
C)goal accommodation.
D)goal avoidance.
E)goal compatibility.

Question 16

At Harbor Paints, Inc., the sales representatives often argue with the production employees because promised orders are often behind schedule.The production employees claim the sales representatives frequently fail to submit orders until they are already past due.The sales representatives and the production employees are experiencing

A)conflict between organization and environment.
B)competition for scarce resources.
C)intergroup conflict.
D)interpersonal conflict.
E)representative conflict.

Question 17

The lowest level of interdependence that results in the least amount of conflict is called

A)pooled interdependence.
B)sequential interdependence.
C)reciprocal interdependence.
D)intergroup interdependence.
E)intrapersonal interdependence.

Question 18

All of the following are true about conflict except

A)it is a process, not a singular event.
B)the parties involved may be individuals, groups, or organizations.
C)it involves discomfort or animosity.
D)the parties involved need to perceive it for it to be real.
E)it is the central component of competition.

Question 19

If two employees are fiercely competing for a job, but view each others' behaviors as inappropriate, then after the "winner" of the job is determined, the conflict

A)will change form.
B)will finally be resolved.
C)is likely to continue.
D)is likely to extend to their subordinates.
E)may extend to their supervisors.

Question 20

A manufacturing company that disagrees with a government agency, such as the Food and Drug Administration (FDA), is an example of

A)conflict between an organization and the environment.
B)conflict between suppliers.
C)intergroup conflict.
D)sequential conflict.
E)pooled conflict.

Question 21

Team-building activities include all of the following except

A)they are intended to enhance effectiveness.
B)they are used when the need for conflict management is acute.
C)they are intended to enhance satisfaction.
D)they promote overall group effectiveness.
E)there should be less conflict among group members.

Question 22

How does a liaison help manage conflict?

A)By training parties to the conflict in resolution techniques
B)By taking the conflict to a higher level in the managerial hierarchy
C)By establishing rules and procedures to resolve the conflict
D)By ensuring appropriate conflict stimulation methods are used
E)By coordinating activities and acting as a common point of

Question 23

A complete absence of conflict may indicate the organization is stagnant and that employees are content with the status quo.A manager in this situation may need to

A)collaborate with competitors.
B)accommodate the wishes of others.
C)compromise with inflexible employees.
D)stimulate conflict.
E)establish a superordinate goal.

Question 24

Compromise includes all of the following except

A)the parties' goals are not completely compatible.
B)the parties interact with others to achieve goals.
C)it can lead to new and innovative ideas.
D)goals are not aggressively pursued.
E)interactions are not that important to goal attainment.

Question 25

The overall purpose of a superordinate goal is to

A)divert attention away from the organizational goals.
B)promote more competition among groups.
C)foster collaboration between two conflicting parties.
D)focus attention on the source of the conflict.
E)reduce the prevalence of intergroup norms.

Question 26

The Win-Win Negotiator was developed by

A)Martin Fackler and his associates.
B)Chung Mong Koo and his associates.
C)Ross Reck and his associates.
D)Ronald Grover and his associates.
E)Peter Sanders and his associates.

Question 27

Negotiation includes all of the following except

A)has two or more parties.
B)the parties have different preferences regarding an issue.
C)it can only be interpersonal.
D)the parties need to reach agreement.
E)the parties can be groups or individuals

Question 28

Game theory includes all of the following except

A)every alternative and outcome must be analyzed.
B)the types of communication between negotiators.
C)the order in which different parties make choices.
D)it is a predictive model.
E)every possible move is predicted.

Question 29

A manager's first step in resolving conflict is to

A)separate the parties until they cool down.
B)identify each party's conflict resolution style.
C)accommodate each party's demands as well as possible.
D)attempt to determine the source of the conflict.
E)establish a superordinate goal.

Question 30

When the interaction between groups is very important to goal attainment, and the goals of the two groups are compatible, which reaction to conflict is likely to occur?

A)Competition
B)Collaboration
C)Compromise
D)Accommodation
E)Avoidance

Question 31

The methods to stimulate conflict under controlled conditions include all of the following except

A)altering the physical location of groups.
B)forcing absolute obedience to superiors.
C)forcing more resource sharing.
D)implementing changes in relationships among groups.
E)using training programs to increase employee awareness.

Question 32

When two party's goals are incompatible, but their interactions are important to meeting their goals, which reaction to conflict is likely to occur?

A)Competition
B)Collaboration
C)Compromise
D)Accommodation
E)Avoidance

Question 33

Rules and procedures help resolve conflict most in

A)small businesses.
B)routine situations.
C)organization-environment conflict.
D)interpersonal conflicts.
E)complex or unusual situations.

Question 34

All of the following are included in the PRAM model of negotiating except

A)Planning
B)Rationality
C)Forming win-win agreements
D)Developing win-win agreements
E)Maintenance

Question 35

Conflict is a common occurrence in organizations.

Question 36

In collaborative interaction,

A)tangible goals replace intangible ones.
B)sequential interdependence must exist.
C)goals may differ but be compatible.
D)conflict is almost always based on personality clashes.
E)the interaction between the parties is unimportant.

Question 37

Using structure to manage conflict includes all of the following except

A)use of a hierarchy.
B)use of rules and procedures.
C)use of third-party peacemaking.
D)use of liaison roles.
E)use of task forces.

Question 38

Survey feedback includes all of the following except

A)each employee's response to a questionnaire.
B)measures of perceptions.
C)measures of attitudes.
D)administration by a third-party facilitator.
E)everyone involved receives the results of the survey.

Question 39

Goals are neither completely compatible nor completely incompatible and interactions are moderately important to goal attainment in

A)competition.
B)collaboration.
C)compromise.
D)accommodation.
E)avoidance.

Question 40

The win-win approach to negotiation includes all of the following except

A)there are no winners and losers.
B)both parties reach agreement.
C)negotiators often depart from perfect rationality.
D)both parties want to have their needs satisfied.
E)both parties are committed to fulfilling their end of the

Question 41

Pooled interdependence is the highest level of interdependence.

Question 42

Conflict can arise between a company and parts of its environment, such as suppliers and regulators.

Question 43

The purpose of survey feedback is to change the behavior of supervisors by showing them how their subordinates view them.

Question 44

In sequential interdependence, the output of each unit is combined at the organizational level.

Question 45

Third-party peacemakers usually come from outside the organization.

Question 46

The research of the individual differences approach to negotiation rarely showed the positive results expected because situational variables negated the effects of the individual differences.

Question 47

Avoidance is one of the most common reactions to conflict.

Question 48

Organizations that use the hierarchy to manage conflict place one manager in charge of people, groups, or departments in conflict.

Question 49

Task conflict refers to conflict regarding the goals and content of work.

Question 50

Competition occurs when the goals are incompatible, and the interactions are important to each party's meeting its goals.

Question 51

An interesting new approach to team building involves having executive teams participate in group cooking classes to teach them the importance of interdependence and coordination.

Question 52

Either too much or too little conflict may result in low performance.
.

Question 53

Excessively competitive employees may continue to have conflict even after the "competition" is over.

Question 54

Collaboration occurs when the interaction between
groups is very important to goal attainment, and the goals are compatible.

Question 55

When attempting to resolve conflict, managers should first attempt to determine the source of the conflict.
.

Question 56

Different individual perceptions, goals, and attitudes make interpersonal conflict in organizations almost a certainty.

Question 57

Rules and procedures are not particularly effective when coordination problems and conflict are complex or unusual.

Question 58

Declining revenues can lead to intergroup conflict.

Question 59

Superordinate goals usually result in high levels of conflict.

Question 60

An accommodation conflict reaction usually involves friendly interactions.

Question 61

Whenever conflict occurs between groups or organizations, it is really the who are in conflict.

Question 62

occurs when goals are compatible, but the interactions are not considered important to overall goal attainment.

Question 63

When two people distrust each others' motives, dislike one another, or for some other reasons simply cannot get along, we say a
clash exists.

Question 64

Competition for scarce can lead to intergroup conflict.

Question 65

The win-win approach does not treat negotiation as a game in which there are winners and losers.

Question 66

The degree of goal is the extent to which the goals of two parties can be achieved simultaneously.

Question 67

Either too much or too little conflict may result in low
.

Question 68

The PRAM four-step approach proposed that proper planning, building relationships, getting agreements, and maintaining relationships are the key steps to successful negotiation.

Question 69

occurs when the goals are incompatible, and the interactions are important to each part's meeting its goals.

Question 70

_-_ activities are intended to enhance the effectiveness and satisfaction of individuals who work in groups or teams to promote overall group effectiveness.

Question 71

Conflict between a manufacturer and the Occupational Safety and Health Administration (OSHA) is an example of conflict between an organization and .

Question 72

The lowest level of task interdependence is
interdependence.

Question 73

Game theory requires that every alternative and outcome be analyzed with probabilities and numerical outcomes reflecting the preferences for each outcome.

Question 74

The Gap clothing stores operate with interdependence.Each store is considered a "department" by the parent corporation.

Question 75

conflict occurs when the parties agree on the goals and content of work, but disagree on how to achieve the goals and actually do the work.

Question 76

The assumption at the end of a win-win negotiation is that the parties want to stop when the negotiation is completed.

Question 77

As a device for managing conflict, a manager in a
coordinates activities, acting as a common point of contact.

Question 78

When there are differences of perceptions between organizations,
conflict may arise.

Question 79

When interdependence is complex and several groups and/or individuals are involved in conflict, a liaison may not be sufficient so a may be formed from representatives from each department.

Question 80

Contract negotiations between union and management are usually examples of .
.