Question 1

Making a deal look nonnegotiable is a lesson under the leverage of limited authority.

Accepted Answer

False

Question 2

One of the outcomes of a successful negotiation is that all parties believe they have made a good deal.

Accepted Answer

A successful negotiation should result in a mutually beneficial outcome for all parties involved, where each party feels satisfied with the final agreement.

Question 3

Informational factors contribute to conflict when people have developed their point of view on the basis of different sets of facts.

Accepted Answer

When groups or individuals have different information or facts about a situation, they may come to different conclusions or opinions, leading to conflict.

Question 4

Competent managers know that the goal is not to eliminate conflict, but to manage it in a way that reduces its potential harm to engagement and performance.

Accepted Answer

Competent managers understand that conflict is a natural part of any workplace, and their goal is not to eliminate it entirely but to find healthy ways to manage it. When conflict is managed well, it can drive creativity, innovation, and growth. However, if conflict is left unchecked, it can harm employee engagement, morale, and productivity.

Question 5

A mediator is typically necessary when a lack of trust between two parties makes negotiation ineffective.

Accepted Answer

A mediator can help establish a neutral and safe environment for both parties to communicate their needs and concerns, and work towards finding a mutually acceptable solution. When there is a lack of trust, a mediator can help build trust and understanding between the parties, and facilitate effective negotiation.

Question 6

Using hypotheticals allows a manager in the generation of new solutions and opportunities.

Accepted Answer

Hypothetical scenarios allow managers to consider possibilities outside of current limitations or constraints, which can lead to creativity and innovation in problem-solving and decision-making.

Question 7

The highest levels of both relationship conflict and task conflict occur in low-performing teams during late project stages.

Accepted Answer

Research studies have shown that high levels of relationship conflict and task conflict occur in low-performing teams during the late stages of a project. In contrast, high-performing teams tend to have low levels of relationship conflict and moderate levels of task conflict throughout the project.

Question 8

A sheep's clothing negotiator appears to be reasonable while making impossible demands.

Accepted Answer

A sheep's clothing negotiator attempts to mask their true intentions or demands by appearing to be reasonable and approachable, while actually making demands that may be impossible or unacceptable.

Question 9

Win-win negotiations are characterized by a focus on differences, rather than common interests.

Accepted Answer

Win-win negotiations are characterized by a focus on identifying common interests and finding solutions that satisfy the needs and goals of all parties involved. This approach involves searching for shared goals and values, exploring options, and finding creative solutions that address the concerns of all parties.

Question 10

Role factors contribute to conflict when people have different images or interpretations of the same thing.

Accepted Answer

The answer of Role factors contribute to conflict when people...

Question 11

Which is not a characteristic of win-win negotiation?

Accepted Answer

The answer of Which is not a characteristic of win-win...

Question 12

In a recent meta-analysis, task conflict was associated with increased performance in decision-making teams.

Accepted Answer

According to the statement, the recent meta-analysis found task conflict to be associated with increased performance in decision-making teams, which means the statement is true.

Question 13

In a zero-sum game, when one person succeeds, another one fails.

Accepted Answer

This is the definition of a zero-sum game - the gains of one player come at the expense of another player's losses, resulting in a total net change of zero.

Question 14

In a zero-sum game, employees are rewarded if they compete aggressively, but they are also told they should work together toward the department's overall outcome as a whole.

Accepted Answer

In a zero-sum game, the reward structure implies that any gain by one person is at the expense of others, promoting individualistic behavior and discouraging collaboration. Therefore, it is unlikely that employees would be told to work together towards the department's overall outcome as a whole, as this goes against the nature of a zero-sum game.

Question 15

Gaining an opportunity to consult with others is an advantage while employing the leverage of timing.

Accepted Answer

When we consult with others, we can gain important insights and perspectives that can help us make better decisions. Timing is also important because if we wait too long to make a decision, we may miss out on opportunities or face negative consequences. Therefore, using both consultation and timing together can be a powerful advantage.

Question 16

When negotiating, an agreement worse than your BATNA should not be accepted.

Accepted Answer

BATNA stands for Best Alternative to a Negotiated Agreement. If the negotiated agreement is worse than the alternative, then there is no reason to accept it. It is better to walk away and pursue the next best option.

Question 17

Silence is a common tactic used when a party does not like what his counterpart has said/offered.

Accepted Answer

Silence can be interpreted by the other party as a disapproval or a lack of agreement towards what was said/offered. It can also provide a space for the other party to reconsider their position or offer in the negotiation.

Question 18

To help the parties involved trust the mediator, he/she must pick sides and support one party.

Accepted Answer

The mediator should remain neutral and impartial to both parties involved in the dispute. Picking sides could lead to a lack of trust and credibility. The mediator's role is to facilitate communication and help the parties find a mutually agreeable solution.

Question 19

As a negotiator, you would use a competitive approach to negotiating with parties who have an interest in maintaining good relationships.

Accepted Answer

A competitive approach to negotiating is focused on winning at all costs, even if it means damaging relationships with the other party. In situations where maintaining good relationships is important, a collaborative or integrative approach would be more effective.

Question 20

The mocker unnerves others by making nasty comments about their previous performance or other remarks to belittle the opponent.

Accepted Answer

The answer of The mocker unnerves others by making nasty...

Quiz 9: Conflict Negotiation