Deck 13: Conflict and Negotiation

Question 1

is the ability to see life from another person's perspective.

A) Jurisdiction
B) Empathy
C) Incumbence
D) Suboptimization

Answer 1

B

Question 2

Conflict can be functional, or a positive force, in all of the following situations except:

A) when it places the focus on the conflict itself and the parties involved.
B) when it stimulates creativity out of a friendly rivalry.
C) when it causes individuals or groups to better understand their contribution to the organization.
D) when it motivates people to change.

Answer 2

A

Question 3

At a public hospital there is one doctor for neurology, one for cardiology, and another for orthopedics. The structural cause for conflict between these individuals would be:

A) authority relationships.
B) status inconsistencies.
C) job interdependence.
D) specialization.

Answer 3

D

Question 4

The conflict that occurs between a company and a union during a strike is an example of:

A) horizontal conflict.
B) intragroup conflict.
C) interorganizational conflict.
D) line-staff conflict.

Question 5

Which of the following are NOT structural factors in causing conflict?

A) Goal differences
B) Status inconsistencies
C) Values and ethics
D) Authority relationships

Question 6

Your company specializes in manufacturing precast concrete products and has collaborated with another company for the ironworks. You receive a complaint on a building's door jams, which had in fact been installed by the company you have collaborated with. This situation illustrates a conflict based on:

A) authority relationships.
B) jurisdictional ambiguity.
C) interdependence.
D) status inconsistencies.

Question 7

EI is defined as:

A) any situation in which incompatibility leads to disagreement or opposition between two or more parties.
B) constructive agreement between two or more people.
C) the negative side of emotional quality.
D) the power to control one's emotions and perceive emotions in others.

Question 8

Two machine operators disagree over the cause of an equipment breakdown. One thinks that the machine was overworked, while the other thinks that the machine was being manhandled. This conflict is based on differences in:

A) authority relationships.
B) perception.
C) values and ethics.
D) needs.

Question 9

You are supervising a work crew and you notice that the crew members have a high desire for conformity in the group. This behavior is repeatedly resulting in incorrect decision-making outcomes. In such a situation, you should:

A) encourage territoriality in your work crew.
B) develop trust within your work crew.
C) stimulate functional conflict in your work crew.
D) challenge crew members to choose between two or more things in which they believe.

Question 10

Conflict that occurs between teams in an organization is referred to as:

A) intraorganizational conflict.
B) interorganizational conflict.
C) intergroup conflict.
D) intragroup conflict.

Question 11

When one's values conflict with his/her job demands, this is conflict.

A) intersender
B) person-role
C) work-home
D) intrasender

Question 12

The key to managing conflict in a multicultural workforce is:

A) to address the power distance issue.
B) to bring each employee's skills and abilities at par with everyone else.
C) to reduce interdependence among teams.
D) to incorporate diversity training.

Question 13

As a manager, your ability to diagnose conflict as good or bad is contingent upon your looking at all of the following except:

A) the issue.
B) the parties involved.
C) the context of the conflict.
D) the occurrence of groupthink.

Question 14

All of the following are positive consequences of intergroup conflict except:

A) decreased communication.
B) decreased member detachment.
C) increased task focus.
D) increased group loyalty.

Question 15

A key to recognizing a dysfunctional conflict is that:

A) it arises from thinking of new ways to approach problems.
B) it arises from someone challenging old policies.
C) it is often cognitive in origin.
D) it is often emotional or behavioral in origin.

Question 16

The power not only to control emotions but also to perceive them is termed:

A) self-awareness.
B) emotional intelligence.
C) disciplined empathy.
D) perfunctoriness.

Question 17

When a child gets sick at school, the parent often must leave work to care for the child. This would be an example of:

A) interrole conflict.
B) intrarole conflict.
C) intersender conflict.
D) intrasender conflict.

Question 18

One occasion in which managers should work to stimulate functional conflict is when:

A) there has been a tendency to overuse the devil's advocate perspective.
B) group members are not cohesive.
C) there is only one source of conflict.
D) there is an occurrence of groupthink.

Question 19

Two departments in a university are engaged in a conflict because one had its budget cut. This is an example of conflict based on:

A) jurisdictional ambiguity.
B) interdependence.
C) authority relationships.
D) common resources.

Question 20

To avoid dysfunctional conflicts in virtual teams, a manager should:

A) make sure that face-to-face interactions are kept to a minimum.
B) find out a good fit between the values of the individuals and the organization.
C) make sure virtual team members have threaded discussions.
D) ensure that the tasks of the virtual teams fit their methods of interacting.

Question 21

The behavioral tendency associated with an equal versus equal power relationship is:

A) negotiation.
B) focussing on a win-win approach.
C) suboptimization.
D) making concessions.

Question 22

Which of the following is true of defining moments?

A) They help people crystallize their values and serve as opportunities for personal growth.
B) They create differences in values and ethics and can be a source of disagreement.
C) They create healthy, constructive disagreements between two or more people.
D) They occur when a person feels similar degrees of attraction and repulsion.

Question 23

The mechanisms used by individuals to make the best of a conflict situation are considered:

A) conversion mechanisms.
B) cooperative mechanisms.
C) compromise mechanisms.
D) withdrawal mechanisms.

Question 24

Person-role conflicts:

A) arise when a role sender requires an individual to perform contradictory or inconsistent roles.
B) occur when individuals experience conflicts among the multiple roles in their lives.
C) arise when a person feels similar degrees of attraction and repulsion towards two alternative courses of action.
D) occur when individuals are expected to perform behaviors that clash with their beliefs or values.

Question 25

A conflict felt by middle managers where conflicting expectations are placed on the managers from their bosses and employees is termed as .

A) suboptimization conflict
B) control-autonomy conflict
C) role conflict
D) resource dependency conflict

Question 26

A technique that is effective in managing intrapersonal conflict is:

A) role analysis.
B) identification of natural conflict resolution style.
C) personality inventory identification.
D) understanding power networks.

Question 27

An ineffective technique for dealing with conflicts where an attempt is made to label or discredit an opponent is referred to as:

A) abusive competition.
B) stereotype reactance.
C) character assassination.
D) administrative orbiting.

Question 28

Which of the following defense mechanisms takes the form of aggressive behavior directed at someone else who is not the source of a conflict?

A) Conversion
B) Identification
C) Displacement
D) Fixation

Question 29

Interventions such as activating central authority and clarifying common interests are most appropriate for interpersonal conflicts in which of the following power networks?

A) Equal versus equal
B) High versus low
C) High versus middle versus low
D) Control versus autonomy

Question 30

A doctor asks a nurse to administer medication to a patient in a way that conflicts with the guidelines laid down by the hospital. This is an example of:

A) interrole conflict.
B) intrarole conflict.
C) person-role conflict.
D) social role conflict.

Question 31

A dissatisfied customer feels that she has been defrauded by an individual salesperson. As a result, she confronts this salesperson angrily and demands a refund. Which form of conflict has occurred in this situation?

A) Interorganizational conflict
B) Interpersonal conflict
C) Intergroup conflict
D) Interrole conflict

Question 32

A defense mechanism in which an individual continues dysfunctional behavior that will clearly not solve a conflict is known as:

A) negativism.
B) rationalization.
C) displacement.
D) fixation.

Question 33

A customer confronts a sales manager about a faulty product his organization sold to her. The sales manager tells her to file a complaint formally. She learns that she has to fill a complaint form which will be reviewed by the frontline staff and then passed on to the necessary authorities and that the whole procedure will take about 20-30 business days. In this scenario the company is using the technique of addressing conflicts.

A) distributive bargaining
B) administrative orbiting
C) due process nonaction
D) confrontation

Question 34

is a withdrawal mechanism in which an individual's emotional conflicts are expressed in physical symptoms.

A) Conversion
B) Compensation
C) Identification
D) Displacement

Question 35

In the context of defense mechanisms, the tendency of an individual to make up for a bad relationship at home by spending more time at the office can be categorized as a(n) .

A) aggressive mechanism
B) withdrawal mechanism
C) compromise mechanism
D) cooperative mechanism

Question 36

When a person continually responds pessimistically to attempts at solving a problem, the person is displaying a defense mechanism called:

A) identification.
B) displacement.
C) fixation.
D) negativism.

Question 37

A problem associated with the equal versus equal power networks is:

A) control versus autonomy.
B) role conflict.
C) role ambiguity.
D) covert fighting for positions.

Question 38

_{39. In the context of conflict resolution, is delaying action on a conflict by buying time, usually by telling the}
Individuals involved that the problem is being worked on.

A) administrative orbiting
B) nonaction
C) due process nonaction
D) secrecy

Question 39

challenge individuals to choose between two or more things in which they believe.

A) Moral dilemmas
B) Defining moments
C) Approach-avoidance conflicts
D) Suboptimization situations

Question 40

A withdrawal mechanism that provides an escape from a conflict through daydreaming is known as:

A) flight.
B) fantasy.
C) conversion.
D) displacement.

Question 41

When two departments are in conflict but are also facing a common threat, the management is most appropriate.

A) competing
B) accommodation
C) compromising
D) collaborating

Question 42

_{45. The strategy of conflict management is founded on the potential for win-win outcomes, honest}
Communication, trust, openness to risk and vulnerability, and the notion that the whole may be greater than the sum of the parts.

A) task-focused
B) dual-concern
C) competitive
D) cooperative

Question 43

Disagreements over wages and working conditions between a union and an employer are usually resolved through:

A) strikes.
B) changing union leaders and management personnel.
C) negotiations.
D) expending resources and giving everybody what they want.

Question 44

The high versus middle versus low power network illustrates the classic conflicts such as role conflict and role ambiguity felt by middle managers.

Question 45

is a tendency to display behavior inconsistent with, or even opposite of, a conventionally held concept.

A) Stereotype reactance
B) Displacement
C) Role conflict
D) Suboptimization

Question 46

Developing trust within a group can prevent the misattribution of task conflict for personal conflict.

Question 47

Work units that are highly interdependent may be more prone to interunit conflict than two independent departments.

Question 48

Which of the following styles of conflict management results in both parties (persons or groups) to the dispute giving something up to reach an understanding?

A) Collaborating
B) Avoiding
C) Accommodating
D) Compromising

Question 49

In which of the following situations should the competing style of conflict management be used?

A) When quick, decisive action is vital
B) When others can resolve the conflict more effectively
C) When issues seem tangential or symptomatic of other issues
D) When issues are more important to others than to oneself

Question 50

The major behavioral tendency associated with the high versus middle versus low power relationship is suboptimization.

Question 51

When negotiators let emotion rather than cognition determine their actions, it is much less likely that conflict will be resolved.

Question 52

The style of conflict management is intermediate in both assertiveness and cooperativeness.

A) competing
B) cooperating
C) collaborating
D) compromising

Question 53

A negotiation approach where each party seeks to maximize its resources is called:

A) recursive bargaining.
B) distributive bargaining.
C) spiral bargaining.
D) collective bargaining.

Question 54

_{47. In the context of negotiation, is the approach in which the parties' goals are not seen as mutually exclusive,}
But the focus is on both sides achieving their objectives.

A) integrative negotiation
B) distributive bargaining
C) resource expansion
D) compromising

Question 55

A manager may want to stimulate functional conflict when there is an occurrence of groupthink in the team.

Question 56

Education on cultural differences can make significant progress in preventing conflict.

Question 57

In which of the following situations can the avoiding style of conflict management be used?

A) When an issue is trivial or more important issues are pressing
B) When the benefits of resolution outweighs potential disruption
C) When one perceives a chance of satisfying one's concerns
D) When unpopular actions need to be implemented on important issues

Question 58

Emotional intelligence relates positively to the ability to manage conflict.

Question 59

Conflict between groups can lead to increased cohesiveness within each group.

Question 60

A key to recognizing functional conflict is that it is often cognitive in origin.

Question 61

Conversion is a withdrawal mechanism in which emotional conflicts are expressed in physical symptoms.

Question 62

Match the following:
a. Conflict that is constructive and beneficial
b. Cause of conflict where work requires groups or individuals to rely on each other
c. An unhealthy, potentially destructive disagreement between two or more people
d. Unclear lines of responsibility within an organization
e. Conflict between two departments
Jurisdictional ambiguity

Question 63

Cross-cultural negotiations can be more effective if each party learns as much about the other cultures as possible.

Question 64

Match the following:
a. Person-role conflict is an example of this type of conflict
b. A compromise mechanism characterized by trying to justify one's behavior by constructing bogus reasons
for it
c. Redirecting one's grief onto someone else
d. Rigidly focusing on an event or person to vent one's anger even though this won't solve the problem
e. A defense mechanism in which a person responds with pessimism to any attempt at solving the problem
Fixation

Question 65

Briefly explain the five styles of conflict management.

Question 66

What are the structural factors that cause conflict in an organization?

Question 67

What are the causes of conflicts that arise out of personal characteristics of those in a conflict?

Question 68

Administrative orbiting and secrecy are very effective conflict reduction techniques.

Question 69

Match the following:
a. Conflict that is constructive and beneficial
b. Cause of conflict where work requires groups or individuals to rely on each other
c. An unhealthy, potentially destructive disagreement between two or more people
d. Unclear lines of responsibility within an organization
e. Conflict between two departments
Intergroup conflict

Question 70

A style in which one is concerned that the other party's goals be met but relatively unconcerned with getting one's
own way is called compromising.

Question 71

Match the following:
a. Person-role conflict is an example of this type of conflict
b. A compromise mechanism characterized by trying to justify one's behavior by constructing bogus reasons
for it
c. Redirecting one's grief onto someone else
d. Rigidly focusing on an event or person to vent one's anger even though this won't solve the problem
e. A defense mechanism in which a person responds with pessimism to any attempt at solving the problem
Rationalization

Question 72

Fixation is a very passive defense mechanism in an interpersonal conflict situation.

Question 73

Describe the positive effects of functional conflicts.

Question 74

What are the different forms of conflict in organizations?

Question 75

Briefly explain the types of intrapersonal conflict.

Question 76

Match the following:
a. Conflict that is constructive and beneficial
b. Cause of conflict where work requires groups or individuals to rely on each other
c. An unhealthy, potentially destructive disagreement between two or more people
d. Unclear lines of responsibility within an organization
e. Conflict between two departments
Functional conflict

Question 77

Match the following:
a. Conflict that is constructive and beneficial
b. Cause of conflict where work requires groups or individuals to rely on each other
c. An unhealthy, potentially destructive disagreement between two or more people
d. Unclear lines of responsibility within an organization
e. Conflict between two departments
Dysfunctional conflict

Question 78

What are the effective techniques of preventing and/or eliminating conflict within an organization?

Question 79

Match the following:
a. Conflict that is constructive and beneficial
b. Cause of conflict where work requires groups or individuals to rely on each other
c. An unhealthy, potentially destructive disagreement between two or more people
d. Unclear lines of responsibility within an organization
e. Conflict between two departments
Interdependence

Question 80

What are the different power networks as described by W.F.G. Mastenbroek?