Deck 10: Conflict and Negotiation

Question 1

An example of approach-approach conflict for John is choosing between a valued promotion in his organization or a desirable new job with another firm.

Answer 1

True

Question 2

Two persons continually in disagreement over each other's choice of work attire is an example of an emotional interpersonal conflict.

Answer 2

True

Question 3

Approach-avoidance conflict occurs when a person must choose between two negative, equally unattractive alternatives.

Answer 3

False

Question 4

Intergroup conflict occurs among different teams or groups in an organization.

Question 5

Conflict between functional departments such as marketing and manufacturing is a common example of intragroup conflict.

Question 6

Intergroup conflict occurs between two or more individuals in opposition to each other, and may be either substantive or emotional or both.

Question 7

An example of approach-avoidance conflict is being asked to accept a job transfer to another town in an undesirable location or to have one's employment with an organization terminated.

Question 8

Conflict resolution involves a fundamental disagreement over ends or goals to be pursued and the means for their accomplishment.

Question 9

Approach-approach conflict, avoidance-avoidance conflict, and approach-avoidance conflict are different types of interpersonal conflict.

Question 10

The use of cross-functional teams and task forces is one way of trying to maximize intergroup conflict.

Question 11

Two persons debating each other aggressively on the merits of two different proposed advertising campaigns is an example of emotional interpersonal conflict.

Question 12

An example of interorganizational conflict is the disagreements between unions and the organizations employing the union members.

Question 13

Arbitration occurs whenever disagreements exist in a social situation over issues of substance, or whenever emotional antagonisms create frictions between individuals or groups.

Question 14

The classical example of interorganizational conflict is conflict among functional groups or departments, such as marketing and manufacturing, in organizations.

Question 15

In today's environment, with so much focus on competition, research shows that managers and team leaders spend relatively little time dealing with conflicts.

Question 16

A dispute with one's boss over a plan of action to be followed, such as a marketing strategy for a new product, is an example of emotional conflict.

Question 17

Substantive conflict is commonly known as a clash of personalities.

Question 18

When emotional conflicts creep into work situations, they can be conducive to teamwork because they get people to talk about their feelings.

Question 19

Intrapersonal conflict occurs within the individual because of actual or perceived pressures from incompatible goals or expectations.

Question 20

Being offered a higher paying job whose responsibilities entail unwanted demands on one's personal time is an example of approach-avoidance conflict.

Question 21

Conflict in organizations can be upsetting both to the individual directly involved and to others affected by its occurrence.

Question 22

Manifest conflict may be resolved by removing or correcting its antecedents.

Question 23

In the context of the stages of conflict, when the antecedent conditions become the basis for substantive or emotional differences between people or groups, the stage of perceived conflict exists.

Question 24

Conflict resolution occurs when the reasons for a dysfunctional conflict are eliminated.

Question 25

Intergroup conflict always results in positive benefits to individuals, the group, or the organization.

Question 26

Attitude toward time is a cultural difference that can have a substantial impact on conflict.

Question 27

Functional conflict can offer opportunities for creativity that can improve individual, team, or organizational performance.

Question 28

When conflict is expressed openly in behavior, it is said to be manifest conflict.

Question 29

Individuals who are not able to recognize and respect the impact of culture on behavior may contribute to the emergence of functional conflict.

Question 30

Dysfunctional conflict works to the individual's, group's, or organization's disadvantage often diverting energies and hurting group cohesion.

Question 31

Functional conflict is also referred to as constructive conflict.

Question 32

Unfortunately, functional conflict cannot bring important problems to the surface and as such they cannot be addressed constructively.

Question 33

Functional conflict can cause decisions to be considered carefully and to be perhaps reconsidered to ensure that the right course of action is being followed.

Question 34

The conflict resolution process begins with a good understanding of its causes and recognition of the stage to which it has developed.

Question 35

Conflict that is experienced as tension and motivates a person to take action to reduce feelings of discomfort is called felt conflict.

Question 36

Daniel and Carol are unable to work together because of their interpersonal differences. This exemplifies a destructive substantive conflict.

Question 37

When the antecedent conditions become the basis for substantive or emotional differences between people or groups, the stage of felt conflict exists.

Question 38

Conflict antecedents establish the conditions from which conflicts are likely to develop.

Question 39

Perceived conflict is experienced as tension that motivates the person to take action to reduce feelings of discomfort.

Question 40

Compromise is a superficial and often temporary form of conflict resolution.

Question 41

The hard approach to distributive negotiation may lead to a win-lose outcome.

Question 42

Disputes and open disagreements may erupt among units and people when workflow interdependence is high.

Question 43

The myth of the fixed pie occurs when people become committed to their demands and are reluctant to back down.

Question 44

Lose-lose strategies may result from outright competition or authoritative command where the solution is dictated by an authority figure.

Question 45

Avoidance involves pretending a conflict does not really exist.

Question 46

An appeal to common goals can focus the attention of potentially conflicting parties on one mutually desirable conclusion.

Question 47

An example of the indirect conflict management approach of using scripts is a monthly meeting of department heads which is held presumably for purposes of coordination and problem solving but actually becomes a polite forum for superficial agreement.

Question 48

Three criteria for effective negotiation are quality, harmony, and efficiency.

Question 49

When negotiating for a pay raise, it is important to do research and find out what others make for a similar position inside and outside the organization.

Question 50

People working in roles such as project liaison can serve as linking pins to reduce interdependence between groups, such as engineering and sales, which are prone to conflict.

Question 51

Accommodation is a conflict management strategy may be used when an issue is trivial.

Question 52

Role negotiation conflicts occur when the communication of task expectations proves unclear or upsetting.

Question 53

Disputes and open disagreements may erupt among units and people when workflow independence is high.

Question 54

Horizontal conflict occurs between hierarchical levels. It commonly involves supervisor-subordinate disagreements over resources, goals, deadlines, or performance results.

Question 55

Managed interdependence, appeals to common goals, upward referral, and altering scripts and myths are examples of direct conflict management strategies.

Question 56

Resource scarcity is a likely cause of conflict in organizations that are experiencing downsizing or financial difficulties.

Question 57

If conflict is severe and recurring, the continual use of upward referral may not result in true conflict resolution.

Question 58

Conflict can be created by the power or value asymmetries that exist when interdependent people or groups differ substantially from one another in status and influence or in values.

Question 59

In some situations, conflict is superficially managed by scripts, which are behavioral routines that become part of the organization's culture.

Question 60

Vertical conflict occurs between persons or groups at the same hierarchical level. It commonly involves goal incompatibilities, resource scarcities, or purely interpersonal factors.

Question 61

Which of the following is not considered a benefit of functional conflict?

A) Functional conflict can bring important problems to the surface so they can be addressed.
B) Functional conflict can cause decisions to be considered carefully.
C) Functional conflict can cause decisions to be reconsidered to ensure that the right course of action is being followed.
D) Functional conflict can decrease the amount of information used for decision making.
E) Functional conflict can offer opportunities for creativity that can improve individual, team, or organizational performance.

Question 62

If John and Jose are not able to recognize and respect cultural differences, they may contribute to the emergence of which type of conflict?

A) Constructive conflict
B) Functional conflict
C) Dysfunctional conflict
D) Content conflict
E) Process conflict

Question 63

If you are in a situation to make a choice between a valued promotion in your company or a desirable new job with another firm, you would be facing which type of conflict?

A) Retreat-advance
B) Avoidance-avoidance
C) Advance-retreat
D) Avoidance-approach
E) Approach-approach

Question 64

Use of cross-functional teams and task forces is one way of trying to minimize __________ and promote more creative and efficient operations.

A) interpersonal conflict
B) intragroup conflict
C) intergroup conflict
D) interorganizational conflict
E) extra-organizational conflict

Question 65

Which type of conflict diverts energies, hurts group cohesion, promotes interpersonal hostilities, and overall creates a negative environment for workers?

A) Inappropriate conflict
B) Inconsistent conflict
C) Functional conflict
D) Dysfunctional conflict
E) Contradictory conflict

Question 66

Which of the following involves interpersonal difficulties that arise over feelings of anger, mistrust, dislike, fear, resentment, and the like?

A) Substantive conflict
B) Emotional conflict
C) Indigenous conflict
D) Rational conflict
E) Impulsive conflict

Question 67

Being asked to accept a job transfer to another town in an undesirable location or to have one's employment with an organization terminated is an example of _____________ conflict.

A) avoidance-avoidance
B) approach-approach
C) retreat-retreat
D) avoidance-approach
E) approach-avoidance

Question 68

Two persons continually in disagreement over each other's work attire is an example of __________.

A) substantive intrapersonal conflict
B) substantive group conflict
C) emotional interpersonal conflict
D) substantive interpersonal conflict
E) emotional intrapersonal conflict

Question 69

In arbitration, the neutral third party has the power to issue a binding decision.

Question 70

Which of the following statements regarding conflict is INCORRECT?

A) Managers and team leaders should always avoid conflict since it creates a negative environment and destructive performance results.
B) The manager or team leader may act as a mediator to resolve conflicts between other people.
C) Managers and team leaders can spend considerable time dealing with conflicts.
D) Managers and team leaders should be able to recognize situations that have the potential for conflict.
E) Managers and team leaders should be able to deal with conflict situations in ways that will best serve the needs of both the organization and the people involved.

Question 71

An example of _________ is being offered a higher paying job whose responsibilities entail unwanted demands on one's personal time.

A) avoidance-avoidance conflict
B) approach-approach conflict
C) approach-avoidance conflict
D) retreat-retreat conflict
E) avoidance-approach conflict

Question 72

Which of the following most commonly occurs in the context of the competition and rivalry that characterize firms operating the same markets?

A) Shared organizational conflict
B) Intraorganizational conflict
C) Cross-organizational conflict
D) Interorganizational conflict
E) Extra-organizational conflict

Question 73

Two persons debating each other aggressively on the merits of two different proposed advertising campaigns is an example of __________.

A) substantive intrapersonal conflict
B) substantive group conflict
C) emotional interpersonal conflict
D) substantive interpersonal conflict
E) emotional intrapersonal conflict

Question 74

Conflict between functional departments such as operations and finance is a common example of __________.

A) interpersonal conflict
B) intergroup conflict
C) intragroup conflict
D) interorganizational conflict
E) extra-organizational conflict

Question 75

All of the following are considered levels of conflict EXCEPT:

A) emotional conflict.
B) interorganizational conflict.
C) intergroup conflict.
D) intrapersonal conflict.
E) interpersonal conflict.

Question 76

All of the following are examples of interorganizational conflict EXCEPT:

A) disagreements between unions and the organizations employing the union members.
B) disagreements between government regulatory agencies and the organizations subject to their surveillance.
C) the battle between U.S. businesses and their global rivals.
D) disagreements with members of another work team.
E) disagreements between organizations and those who supply them with raw materials.

Question 77

Samantha stated that she does not like her coworker, Mary. Samantha said, "Mary always rubs me the wrong way." Samantha is experiencing __________ conflict with Mary.

A) substantive
B) emotional
C) indigenous
D) rational
E) impulsive

Question 78

The __________ process begins with a good understanding of the causes of conflict and recognition of the stage to which conflict has developed.

A) conflict fortitude
B) conflict negation
C) conflict resolution
D) conflict judgment
E) conflict determination

Question 79

Conflict as it is experienced in the daily workplace involves at least two basic forms, ________ and _______.

A) rational conflict and irrational conflict
B) sanctioned conflict and ad-hoc conflict
C) substantive conflict and emotional conflict
D) bureaucratic conflict and personal conflict
E) institutional conflict and rational conflict

Question 80

Continuing battles between U.S. businesses and their global rivals such as Ford versus Hyundai and AT&T versus Verizon are examples of which of the following?

A) Interorganizational conflict
B) Intergroup conflict
C) Intrapersonal conflict
D) Interpersonal conflict
E) Substantive conflict