Question 1

To facilitate integrative bargaining and avoid distributive negotiation, managers should

Accepted Answer

Focusing on interests rather than demands helps in integrative bargaining by identifying mutual gains and creating win-win situations, rather than competing over fixed resources.

Question 2

In ________, the parties perceive that they might be able to increase the resource pie by trying to come up with a creative solution to the conflict.

Accepted Answer

Integrative bargaining involves parties working together to find a mutually beneficial solution, often expanding the resource pie through creative problem-solving.

Question 3

Kerry conducts meetings in a way that strongly influences the alternatives considered when making important decisions. Kerry's behavior reflects the political strategy of

Accepted Answer

Controlling the agenda is a political strategy where an individual influences the decision-making process by determining which alternatives are considered, thus shaping the outcome of meetings or discussions.

Question 4

Levi and Ashton work in the same department. They have different opinions about how to budget departmental resources, so they often experience ________ conflict.

Accepted Answer

Intragroup conflict occurs within a group, such as a department, and is caused by differences in opinions or goals.

Question 5

When negotiating the allocation of resources across departments, the business manager made sure that each department head had at least one of his or her highest priority needs addressed. This approach to exercising power is an example of

Accepted Answer

This approach ensures that each department head feels satisfied by having at least one of their top priorities met, which aligns with the concept of making everyone a winner.

Question 6

After a lengthy debate where two colleagues shared the pros and cons of their respective solutions, one colleague decided the resolution was taking too long and so conceded. This conflict was resolved through

Accepted Answer

The colleague who conceded allowed the other colleague's solution to prevail, which is an example of accommodation, where one party gives in to the other's demands.

Question 7

________ is when some individuals or groups in an organization are more highly regarded than others in the organization.

Accepted Answer

Status inconsistency occurs when there is a disparity in the social standing or prestige of individuals or groups within an organization, leading to some being more highly regarded than others.

Question 8

Negotiation is a conflict-resolution technique most useful when

Accepted Answer

Negotiation is most effective when the parties involved have similar levels of power, as it allows for a more balanced and fair discussion to reach a mutually agreeable solution.

Question 9

What happens when a manager uses the political strategy of being in a central position?

Accepted Answer

Being in a central position allows the manager to be seen as integral to the organization's success, as they have access to critical information and can influence various parts of the organization.

Question 10

As a manager at a manufacturing company, Mary is responsible for activities that are directly connected to the organizational goals and its sources of competitive advantage. Mary should focus on the political strategy of ________ to grow her influence.

Accepted Answer

Being in a central position allows Mary to have access to critical information and resources, which can enhance her influence and ability to contribute to the organization's goals and competitive advantage.

Question 11

As a marketing manager, Julian has developed a mutually beneficial relationship with the production manager to ensure the product and marketing strategies are aligned and successful. Which political strategy is Julian using to increase his influence and gain support?

Accepted Answer

Julian is using the strategy of building alliances by developing a mutually beneficial relationship with the production manager to align product and marketing strategies.

Question 12

By relying on objective information to build support for an initiative, a manager

Accepted Answer

By using objective information, a manager can make the proposal seem rational and appropriate, thereby gaining support based on its merits.

Question 13

Donna is well-respected for her decision-making skills, always supporting her proposals with detailed pro and con insights she gathers from sources with a balance of perspectives. Donna's strategy to ________ facilitates acceptance of her decisions by top management.

Accepted Answer

Donna's strategy of supporting her proposals with detailed pro and con insights from balanced perspectives indicates that she relies on objective information, which helps facilitate acceptance of her decisions by top management.

Question 14

Before engaging his management team in the selection process for a new head of human resources, the CEO reduced the list of candidates to include only those applicants the CEO found acceptable. The CEO is implementing the political strategy of

Accepted Answer

Controlling the agenda involves influencing the decision-making process by determining which options are considered, as the CEO did by narrowing down the list of candidates.

Question 15

In ________, the parties in conflict believe that they have a "fixed pie" of resources that they need to divide.

Accepted Answer

In distributive negotiation, parties view the resources as limited and fixed, leading them to compete over dividing these resources.

Question 16

Building alliances is a political strategy that

Accepted Answer

Building alliances helps managers garner support by leveraging relationships, which can be beneficial for achieving both short-term and long-term goals.

Question 17

If all parties in a conflict keep in mind the big picture and the fact that they are working together for a larger purpose, they can disagree and still be aligned on ________ goals.

Accepted Answer

Superordinate goals are overarching goals that require the cooperation of all parties involved, helping them stay aligned despite disagreements.

Question 18

Joey's subordinates don't realize that he is using his power to influence them. They support him because they believe the decisions he makes are appropriate. Joey is politically skilled and exercises his power

Accepted Answer

Joey is using his power unobtrusively because his subordinates are unaware of his influence and support him due to their belief in the appropriateness of his decisions.

Question 19

________ is a political strategy for managers to exercise power unobtrusively.

Accepted Answer

The answer of ________ is a political strategy for managers...

Question 20

It appears that some norms and values in Kristen's organization are causing abnormally high levels of conflict that are difficult to resolve. What can you tell Kristen do to solve this issue?

Accepted Answer

Changing the organization's structure or culture can address the underlying causes of conflict and create a more harmonious work environment.

Quiz 17: Managing Conflict, Politics, and Negotiation