Deck 15: Conflict and Negotiation in Organizations

Question 1

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

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

Answer 1

E

Question 2

If two employees are fiercely competing for a job, but view each other's 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.

Answer 2

C

Question 3

At ABC University, the finance department plans to grow based on several agreed upon goals, but department members can't seem to agree on how goals will actually be achieved. The finance department is experiencing

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

Answer 3

C

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

Which of these conflicts 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?

A)Process
B)Task
C)Legal
D)Competition
E)Relationship

Question 6

Conflict based on whistle-blowing is primarily part of

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

Question 7

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 8

A ____ level of conflict is ideal for enhancing performance in the workplace.

A)high
B)low
C)moderate
D)reduced
E)decreasing

Question 9

Smallville 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 10

_____ arises when parties experience different interpersonal issues and concerns.

A)Legal conflict
B)Task conflict
C)Process conflict
D)Relationship conflict
E)Competition

Question 11

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 12

McDonald's not including fat content in its published nutritional information 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 13

At Auto International, a group of salespersons cannot agree on different department goals, as well as how such goals might be satisfied. The sales group is experiencing

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

Question 14

The type of interdependence where the output of one unit becomes the input of another is called

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

Question 15

At Westin Hotel, when activities flow both ways between the front desk, reservations, food and beverage, and housekeeping, which one of the following forms of interdependence exists?

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

Question 16

Adding together the profit of all the Starbucks stores to determine overall business success is an example of

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

Question 17

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.

Question 18

At Hometown Hospital, 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 19

At True Colors, 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 20

Rhianna 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. Rhianna is likely to adopt which reaction to conflict?

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

Question 21

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 contact

Question 22

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 23

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 24

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 agreement.

Question 25

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 26

All of the following are included in the PRAM model of negotiating EXCEPT:

A)planning.
B)rationality.
C)getting win-win agreements.
D)building relations.
E)maintenance.

Question 27

Which of these is the second step of the PRAM Model of Negotiation?

A)Proper Plan
B)Building relationships
C)Getting agreements
D)Maintaining the relationships
E)Risk assessment

Question 28

Team-building activities include all of the following EXCEPT:

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

Question 29

Using representatives drawn from each relevant group to facilitate conflict resolution involves the

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 30

Survey feedback includes all of the following EXCEPT:

A)each employee responds to a questionnaire.
B)it measures perceptions.
C)it measures attitudes.
D)it is administered by a third-party facilitator.
E)everyone involved receives the results of the survey.

Question 31

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 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

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 34

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 35

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 36

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

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

Question 37

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 38

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 39

Sanjana is an operations manager at ABC Manufacturing. She is facing a significant conflict in her department. Her 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 40

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 41

A competitive conflict reaction usually involves friendly interactions.

Question 42

Which of these is considered the lowest level of interdependence?

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

Question 43

In which of these is interdependence activities flow both ways between units?

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

Question 44

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

Question 45

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

Question 46

Routine conflict management can be handled via which of the following technique?

A)Use of a hierarchy
B)Use of rules and procedures
C)Use of third-party peacemaking
D)Use of delegation roles
E)Use of task forces

Question 47

Conflict is a common occurrence in organizations.

Question 48

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

Question 49

Reciprocal interdependence exists when activities flow one-way between work units.

Question 50

Research finds that either too much or too little conflict has no impact on performance.

Question 51

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

Question 52

_____ conflict may arise when there are differences in perceptions between organizations.

A)Legal
B)Task
C)Process
D)Relationship
E)Interpersonal

Question 53

Conflict regarding the goals and content of work refers to legal conflict.

Question 54

The lowest level of interdependence is pooled interdependence.

Question 55

When attempting to resolve conflict, managers should first attempt to stop the conflict.

Question 56

Excessively competitive employees will not generally continue to have conflict after the "competition" is over.

Question 57

To manage conflict, when an organization places one manager in charge of people, groups, or departments in conflict, the organization is using which of the following technique to manage conflict?

A)Use of a hierarchy
B)Use of rules and procedures
C)Use of third-party peacemaking
D)Use of delegation roles
E)Use of task forces

Question 58

Intergroup conflict involves issues between two or more organizational groups.

Question 59

Task conflict in organizations is based on differing goals and the content of work.

Question 60

Which of these is NOT a type of reaction to conflict?

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

Question 61

When two people distrust each other's motives, dislike one another, or for some other reasons simply can't get along, we say a(n) ______ clash exists.

Question 62

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

Question 63

Unfortunately, the Win-Win approach still generates winners and losers.

Question 64

A task force may be created when the need for conflict management is acute.

Question 65

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

Question 66

Competition for scarce ______ can lead to intergroup conflict.

Question 67

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

Question 68

The PRAM four-step approach proposed that proper preparation, building regimes, getting agreements, and mastering training are the key steps to successful negotiation.

Question 69

If each store is considered a "department" by the Gap clothing stores, it operates with _______ interdependence.

Question 70

_______ is a process resulting in the perceptions of two parties that they are working in opposition to each other in ways that result in feelings of discomfort or animosity.

Question 71

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

Question 72

_______ 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 73

The assumption at the end of a win-win negotiation is that the different parties will have their needs satisfied.

Question 74

According to research, an ideal managerial situation for supervisors and organizational performance is to have a complete lack of conflict in an organization.

Question 75

Superordinate goals can result in decreased levels of conflict.

Question 76

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

Question 77

Third-party peacemakers usually come from inside the organization.

Question 78

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

Question 79

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

Question 80

The lowest level of task interdependence is ______ interdependence.