Deck 9: Conflict and Negotiation

Question 1

Management must seek to eliminate all conflict because it can negatively influence performance by shifting group members' attention away from important tasks.

Answer 1

False

Question 2

Group negotiations take place whenever one group's work depends on the cooperation and actions of another group over which the first group's manager has no control.

Answer 2

True

Question 3

When limited-resource situations are created to be win-lose competitions,the resulting competition is typically functional.

Answer 3

False

Question 4

The confrontation method has proved to be effective for problem solving for conflicts originating from differing value systems.

Question 5

Avoiding a conflict neither effectively resolves it nor eliminates it.

Question 6

As the necessity for technical expertise in all areas of organizations grows,staff roles might be expected to expand,and line and staff conflicts might be expected to decrease.

Question 7

An assembly department completes a product which is then transported to painting for finishing.This is an example of reciprocal interdependence.

Question 8

"Dysfunctional conflict" actually can have positive organizational outcomes and should be welcomed by management.

Question 9

Violence and aggression are the most common outcomes of intergroup conflict.

Question 10

Negotiation and compromise have the same meaning to most Americans.

Question 11

Conflict is inevitable in organizations.

Question 12

In negotiations,the "limited performer" personality type is dependent on past precedents for confidence in decision making.

Question 13

All organizations have pooled interdependence among groups.

Question 14

Conflicts between staff specialists and line generalists are probably the most common form of intergroup conflict.

Question 15

In extreme conflict situations,when threats are perceived,democratic methods of leadership are likely to become less popular.

Question 16

In many cases resources are not expanded when the expansion of resources technique is applied as a conflict resolution technique.

Question 17

By definition,in mediation groups are bound by the mediator's decision.

Question 18

In an organization that has strong anticonflict values,mangers typically seek to avoid dysfunctional conflicts but will allow functional conflict.

Question 19

In negotiations,the "power seeker" personality type is outgoing,socially oriented,ambitious,and tough under a cloak of amiability,likability,and affability.

Question 20

The use of authority may be the single best means to resolve intergroup conflict.

Question 21

Within a particular organization the marketing and manufacturing groups do not directly interact with each other.This is an example of ___________.

A)anticonflict interdependence
B)pooled interdependence
C)reciprocal interdependence
D)independence

Question 22

As conflict increases and perceptions become more distorted,all of the negative stereotypes that may have ever existed are ___________.

A)reinforced
B)reexamined
C)removed
D)diminished

Question 23

For most organizations an optimal level of conflict can positively influence organizational performance.

Question 24

Group cohesiveness typically increases in the presence of ___________.

A)competition
B)external threat
C)conflict
D)All of the above

Question 25

When negative stereotyping is a factor in a conflict,members of each group see _______ differences within their unit than actually exist and ________ differences between the groups than actually exist.

A)fewer,fewer
B)fewer,greater
C)greater,greater
D)greater,fewer

Question 26

Jan and Joe disagree on the direction their student organization should take.Jan believes that the organization should focus on social activities while Joe wants the organization to concentrate on service activities.This is an example of ___________.

A)task conflict
B)interrole conflict
C)relationship conflict
D)process conflict

Question 27

The highest level of interdependence occurs with ___________.

A)anticonflict interdependence
B)pooled interdependence
C)reciprocal interdependence
D)sequential interdependence

Question 28

Jan and Sam disagree on the goals they believe the team should pursue.This is an example of ___________ conflict.

A)person-role
B)intrarole
C)interrole
D)None of the above

Question 29

Sources of line-staff conflict include ___________.

A)the staff specialist may be loyal to a discipline,while the line manager may be loyal to the organization
B)line managers fear that staff specialists will encroach on their jobs and thereby diminish their authority and power
C)that in many cases,generalists are younger than staff managers
D)A and B

Question 30

Conflict between groups is ___________ in organizations.

A)positive
B)negative
C)inevitable
D)improbable

Question 31

A heated discussion on how to launch a new research project ended with its participants feeling personally attacked and resentful of each other.One of the people leaving the meeting was heard saying "I'd rather see the project fail than let Lem have his way." This situation is an example of ___________.

A)dysfunctional conflict
B)functional conflict
C)the conflict effect
D)high Dcon

Question 32

When arbitration is used,the arbiter and not the parties in conflict decides the solution.

Question 33

Management must have a focus on immediate results if team building activities are to work.

Question 34

When a group is in conflict,its members usually become ________ task oriented.

A)much less
B)less
C)more
D)None of the above

Question 35

Jan attaches assembly A to assembly B with five bolts then passes it along to Pat for packaging.This is an example of ___________.

A)anticonflict interdependence
B)pooled interdependence
C)reciprocal interdependence
D)sequential interdependence

Question 36

In organizations that have strong anticonflict values ___________.

A)managers seek to avoid functional conflicts that could disturb the status quo
B)managers seek to avoid dysfunctional conflicts that could disturb the status quo
C)managers seek to avoid conflicts-functional or dysfunctional-that could disturb the status quo
D)individuals are confronted if they exhibit conflict inducing behaviors

Question 37

Pat and Joy are working on joint presentation for class.Pat believes that Joy should create the presentation slides while Joy states that she has done more than her share of the work and the slides should be created by Pat.This is an example of ___________.

A)task conflict
B)interrole conflict
C)relationship conflict
D)process conflict

Question 38

Jan and Joe are both on the same project team.Jan has an intense dislike for Joe who feels the same way about Jan.This is an example of ___________.

A)task conflict
B)interrole conflict
C)relationship conflict
D)process conflict

Question 39

"Team building" it typically only effective for new or relatively new teams.

Question 40

Carefully planted rumors can serve a useful purpose.

Question 41

Gerri is task and result oriented,seeks challenges and opportunities,and is potentially confrontational.Which of the following personality types best match this profile?

A)Power seeker
B)Persuader
C)Reliable performer
D)Limited performer

Question 42

Pat has been described as "tough under a cloak of amiability,likability,and affability." This profile best fits the _______ personality type.

A)power seeker
B)persuader
C)reliable performer
D)limited performer

Question 43

Common dysfunctional consequences of intergroup conflict include all of the following except ___________.

A)negative stereotyping
B)decreased communication
C)violence
D)distorted perceptions

Question 44

Team building ___________.

A)is not a short-term strategy to reduce intergroup conflict
B)ordinarily begins with a series of diagnostic meetings
C)is an ongoing process that is really never completed
D)All of the above

Question 45

When combatants in a heated domestic conflict turn on the responding police officer,it is an example of ___________.

A)avoidance
B)a common enemy
C)superordinate goals
D)extrarole behavior

Question 46

A manager's goal should be to come to the negotiations with a full appreciation of the ___________ that drive the other side's actions.

A)values
B)beliefs
C)wants
D)All of the above

Question 47

Managers spend more than ____ percent of their time in conflict management.

A)10
B)20
C)30
D)40

Question 48

The avoidance technique for conflict resolution ___________.

A)typically brings about long-term benefit while presenting a short-term solution
B)typically brings about only long-term benefit
C)may not bring any long-term benefit,but can certainly work as a short-run solution
D)typically provides no long or short term benefit

Question 49

The specific aims of ___________ include setting goals and priorities,analyzing how the group does its work,examining the group's norms and processes for communicating and decision making,and assessing the interpersonal relationships within the group.

A)"storming"
B)team building
C)team design
D)group development

Question 50

This negotiation tactic involves getting an additional concession or perk after an agreement has been reached.

A)Good-guy/bad-guy
B)The nibble
C)Low-balling
D)Icing the cake

Question 51

If differences between groups are serious,smoothing ___________.

A)is a means for a long term solution
B)provides both long and short term benefits
C)is at best a short-run solution
D)may be best when the conflict is of a line-staff nature

Question 52

The confrontation method of problem solving has been found most effective in resolving ___________.

A)conflicts resulting from misunderstandings or language barriers
B)conflicts where groups have different value systems
C)Both A and B
D)None of the above

Question 53

The element of surprise ______________ the negotiation process.

A)is a valuable part of
B)has limited effect in
C)only serves to delay and hinder
D)is essential in the proper functioning of

Question 54

The most effective method for managing intergroup conflict is ___________.

A)compromise
B)smoothing
C)the use of authority
D)there is no single best means

Question 55

Due to an economic downturn,Big Corp (BC)is facing potential bankruptcy and closure.In an emergency meeting with management,the union representing BC's hourly workforce agrees to a 20% pay cut to help save the company.This situation is an example of the ___________ technique for problem resolution.

A)confrontational
B)superordinate goals
C)smoothing
D)None of the above

Question 56

___________ may be the oldest,most frequently used method for resolving intergroup conflict.

A)Avoidance
B)Compromise
C)Smoothing
D)The use of authority

Question 57

In a negotiation session,a line manager states to an internal supplier,"I don't need you,there are dozens of external venders that can do the job cheaper." What negotiation technique is the line manager using?

A)Low-balling
B)The power of competition
C)The push-back
D)Flexing

Question 58

In negotiation,when the one group ___________ too early,it may mean that they have already gotten more than it thinks they deserve.

A)offers to split the difference
B)"nibbles"
C)"freezes"
D)A and B

Question 59

Changing the structure of the organization ___________.

A)helps resolve intergroup conflict
B)creates conflict
C)Both A and B
D)typically has no impact on conflict

Question 60

The greater the number of options that can be identified,___________.

A)the lesser is the likelihood that both groups can benefit from the negotiation process
B)the greater is the likelihood that both groups can benefit from the negotiation process
C)the greater is the likelihood of increased conflict
D)None of the above

Question 61

Why is conflict between line and staff groups common?

Question 62

How does personality impact negotiation? Describe four common types of personalities that impact negotiations.

Question 63

What is work interdependence and how has it been classified? Provide a brief description and an example for each of its types.

Question 64

Researcher have identified several types of conflict that can influence group functioning.What are these conflict types? Provide examples of each.

Question 65

How are "distorted perceptions" and "negative stereotypes" similar and different?

Question 66

Describe four changes that are likely to occur within groups in intergroup conflict.

Question 67

Group conflict can arise from a number of sources.Describe three of these sources.

Question 68

Three elements are critical to team building success.Describe these elements

Question 69

Can conflict within an organization ever be too high or too low? Explain your answer.

Question 70

There are two critical prenegotiation tasks.Describe these tasks and why they are important.

Question 71

Describe five conflict resolution techniques.Which one is the best?

Question 72

What are the pluses and minuses of "compromise" as a conflict resolution technique?

Question 73

Should management stimulate conflict? What are the risks associated with conflict?

Question 74

What types of changes can be expected between groups in conflict?