Question 1

When cooperativeness is high and assertiveness is low the mode of conflict management is ________.

Accepted Answer

The answer of When cooperativeness is high and assertiveness is...

Question 2

What are the five modes or styles of managing conflict? Give an example which illustrates the relationship between assertiveness and cooperativeness for each mode.

Accepted Answer

The answer of What are the five modes or styles...

Question 3

________ exists when assertiveness and cooperativeness are both high.

Accepted Answer

The answer of ________ exists when assertiveness and cooperativeness are...

Question 4

competing (high assertiveness, low cooperativeness)-most transactions where buyer and seller do not expect to meet again;

Accepted Answer

The answer of competing (high assertiveness, low cooperativeness)-most transactions where...

Question 5

Which of the following are integrative negotiation tactics?

Accepted Answer

All the options listed are integrative negotiation tactics. Integrative negotiation involves a collaborative approach where parties work together to find a win-win solution. This includes exchanging plenty of information to understand each other's needs (A), finding ways to cut costs for mutual benefit (B), increasing the resources or pie so that both parties can benefit (C), and framing differences as opportunities for creating value (D).

Question 6

When cooperativeness is low and assertiveness is high the mode of conflict management is ________.

Accepted Answer

The answer of When cooperativeness is low and assertiveness is...

Question 7

A superordinate goal is a goal that requires

Accepted Answer

A superordinate goal is one that necessitates the cooperation and collaboration of two or more groups or individuals to achieve, as it is typically beyond the capacity of any one group or individual to accomplish alone.

Question 8

avoiding (low assertiveness, low cooperativeness)-a manager who postpones meeting with an employee who wants a raise;

Accepted Answer

The answer of avoiding (low assertiveness, low cooperativeness)-a manager who...

Question 9

Conflict for which the benefits outweigh the costs is called

Accepted Answer

Constructive conflict is a type of conflict in which the benefits outweigh the costs.

Question 10

Superordinate goals are

Accepted Answer

Superordinate goals are those that require the cooperation and collaboration of two or more parties that might otherwise be in conflict, emphasizing the necessity of working together to achieve a common objective.

Question 11

The approaches to managing conflict are a function of both how ________ you are in trying to satisfy your own or your group's concerns and how cooperative you are in trying to satisfy those of the other party or group.

Accepted Answer

The answer of The approaches to managing conflict are a...

Question 12

One way to stimulate conflict is to

Accepted Answer

Scarce resources can lead to competition and conflict as parties vie for limited resources.

Question 13

compromising (moderate assertiveness, moderate cooperativeness)-when it becomes clear to union negotiators and management that neither is going to get the maximum deal they had hoped for, they settle for a deal that is adequate (satisficing).

Accepted Answer

The answer of compromising (moderate assertiveness, moderate cooperativeness)-when it becomes...

Question 14

Which of the following is NOT a distributive negotiation tactic?

Accepted Answer

Cutting costs is not a distributive negotiation tactic. Distributive negotiation tactics typically involve a zero-sum situation where one party's gain is another's loss. Tactics like threats, concessions, promises, and verbal persuasion are aimed at influencing the other party's position, but cutting costs is more related to internal efficiency improvements rather than negotiation tactics with another party.

Question 15

accommodating (low assertiveness, high cooperativeness)-going to the movie that your date wants to see instead of the one that you would rather see;

Accepted Answer

The answer of accommodating (low assertiveness, high cooperativeness)-going to the...

Question 16

What have studies on gender differences in negotiations found?

Accepted Answer

The answer of What have studies on gender differences in...

Question 17

Collaboration frequently enhances productivity and achievement.

Accepted Answer

Collaboration allows individuals to share ideas, resources, and skills, leading to more innovative solutions and increased efficiency, which enhances productivity and achievement.

Question 18

In order to stimulate conflict, a manager might

Accepted Answer

Making resources scarcer can stimulate conflict as it creates competition among team members or departments for the limited resources, leading to potential disagreements or disputes.

Question 19

The approaches to managing conflict are a function of both how assertive you are in trying to satisfy your own or your group's concerns and how ________ you are in trying to satisfy those of the other party or group.

Accepted Answer