Question 1

Suppose that a manager responds to a disagreement between subordinates by saying "I do not want to get in the middle of your personal disputes." Which of the following conflict management styles is the manager using?
A) Avoidance
B) Authoritative command
C) Accommodation
D) Collaboration
E) Unassertiveness

Accepted Answer

The manager is using the avoidance conflict management style by choosing not to engage in the disagreement between the subordinates, indicating a desire to stay out of the conflict altogether.

Question 2

The __________ conflict management style involves being both cooperative and assertive. This style is characterized by trying to fully satisfy everyone's concerns by working through differences and finding and solving problems so that everyone gains.
A) avoidance
B) accommodation
C) competition
D) compromise
E) collaboration

Accepted Answer

The description matches the collaboration conflict management style, which involves working together to find a mutually beneficial solution. This style requires both cooperativeness and assertiveness to achieve a win-win outcome. The other options (avoidance, accommodation, competition, and compromise) do not fully satisfy everyone's concerns or involve working together to find a mutually beneficial solution.

Question 3

During a conflict situation, Kyle is cooperative but unassertive with his employees. He tries to smooth over their differences, but it only produces a false sense of harmony among them. Which type of conflict management style is Kyle using?
A) Avoidance
B) Competition
C) Accommodation
D) Compromise
E) Collaboration

Accepted Answer

Kyle's conflict management style is accommodation. He is trying to be cooperative by smoothing over differences, but he is not assertive in addressing the root cause of the conflict. This creates a false sense of harmony where the underlying issues are not resolved.

Question 4

__________ deal with outcomes that relate to the "content" issues under negotiation.
A) Relationship goals
B) Substance goals
C) Object goals
D) Discretionary goals
E) Material goals

Accepted Answer

Substance goals deal with the actual content or subject matter of the negotiation, focusing on the specific issues and outcomes that are being discussed.

Question 5

Which type of negotiation takes place when one party is willing to make concessions to the other to get things over with?
A) Indirect negotiation
B) Hard bargaining distributive negotiation
C) Direct distributive negotiation
D) Integrative negotiation
E) Soft bargaining distributive negotiation

Accepted Answer

Soft bargaining distributive negotiation is characterized by one party's willingness to make concessions to the other in order to conclude the negotiation process. This approach often involves a more cooperative stance, where the focus is on maintaining relationships and reaching an agreement quickly, even if it means giving up more than initially intended.

Question 6

__________ negotiation occurs when substance issues are resolved and working relationships are maintained or even improved.
A) Effective
B) Decisive
C) Congruent
D) Conclusive
E) Evaluative

Accepted Answer

Effective negotiation is characterized by the resolution of substantive issues while maintaining or improving working relationships.

Question 7

Which conflict management style involves being uncooperative and assertive? This style is characterized by working against the wishes of the other party, engaging in win-lose competition, and forcing things to a favorable conclusion through the exercise of authority.
A) Avoidance
B) Accommodation
C) Competition
D) Compromise
E) Collaboration

Accepted Answer

The competition style of conflict management involves being uncooperative and assertive, aiming for a win-lose outcome where one party forces a conclusion in their favor, often through the use of authority. This style is characterized by working against the interests of the other party to achieve one's own goals.

Question 8

__________ negotiation focuses on positions staked out or declared by the parties involved who are each trying to claim certain portions of the available pie.
A) Integrative
B) Distributive
C) Good faith
D) Consolidating
E) Process

Accepted Answer

Distributive negotiation is also known as zero-sum or win-lose negotiation, as the parties involved are trying to maximize their share of the resources or pie. It is a competitive approach to negotiation where each party tries to claim as much as possible for themselves, often at the expense of the other party. Therefore, option B is the correct answer.

Question 9

The ability of union members and management representatives to work together effectively after a contract dispute has been settled reflects which of these goals?
A) Emotional goals
B) Discretionary goals
C) Relationship goals
D) Substance goals
E) Article goals

Accepted Answer

The ability of union members and management representatives to work together effectively after a contract dispute reflects relationship goals, as it focuses on maintaining a positive, cooperative relationship between the two parties.

Question 10

In the context of dysfunctional conflicts, __________ involve disagreements over how roles and responsibilities should be assigned.
A) process conflicts
B) cross-cultural conflicts
C) status conflicts
D) hierarchical conflicts
E) relational conflicts

Accepted Answer

Process conflicts involve disagreements over how tasks should be carried out, including the delegation and assignment of roles and responsibilities, distinguishing them from other types of conflicts that might focus on personal issues, cultural differences, status disparities, or hierarchical structures.

Question 11

__________ deal with outcomes that relate to how well people involved in the negotiation and any constituencies they may represent are able to work with one another once the process is concluded.
A) Process goals
B) Substance goals
C) Relationship goals
D) Collaborative goals
E) Statutory goals

Accepted Answer

Relationship goals focus on the quality and nature of the interaction between the parties involved in the negotiation, emphasizing the importance of maintaining positive and productive relationships post-negotiation.

Question 12

Which of these are the two important goals that must be considered in negotiation?
A) Substantive goals and emotional goals
B) Substance goals and relationship goals
C) Statutory goals and discretionary goals
D) Interpersonal goals and intrapersonal goals
E) Direct goals and indirect goals

Accepted Answer

Substance goals and relationship goals are the two important aspects to consider in negotiation. Substance goals relate to the tangible outcomes of the negotiation, while relationship goals focus on the nature of the relationship between the parties involved.

Question 13

Which of the following is NOT a common cause of conflict in organizations?
A) Unresolved prior conflicts
B) Resource scarcities
C) Role ambiguities
D) Structural differentiation
E) Authoritative command

Accepted Answer

Authoritative command, when properly executed, is not typically a cause of conflict in organizations. It refers to the clear direction and control by leaders, which can actually help in reducing ambiguities and conflicts. The other options (A, B, C, D) are recognized causes of conflict within organizations.

Question 14

The type of negotiation that takes place when each party holds out to get its own way is called __________ negotiation.
A) soft bargaining
B) hard bargaining
C) direct distributive
D) indirect
E) integrative

Accepted Answer

Hard bargaining refers to a negotiation style where each party aggressively pursues its own interests, often at the expense of the relationship with the other party. This approach is characterized by holding out to get one's own way, with little compromise.

Question 15

Which type of negotiation focuses on the merits of the issues, and the parties involved try to enlarge the available pie rather than stake their claim to certain portions of it?
A) Integrative
B) Distributive
C) Good faith
D) Consolidating
E) Process

Accepted Answer

Integrative negotiation, also known as interest-based or win-win negotiation, focuses on the merits of the issues and aims to find solutions that benefit all parties involved, often by enlarging the available resources or options.

Question 16

When dealing with conflict situations in her department, Morgan emphasizes cooperation and assertiveness. Differences are worked through together so that everybody's concerns are addressed, and everyone gains something in the end. Which conflict management style does Morgan use?
A) Competition
B) Avoidance
C) Collaboration
D) Accommodation
E) Compromise

Accepted Answer

Morgan's emphasis on cooperation and assertiveness, along with working through differences together and addressing everyone's concerns, are key characteristics of the collaboration conflict management style.

Question 17

In __________, a formal authority simply dictates a solution and specifies what is gained and what is lost by whom.
A) competition
B) avoidance
C) collaboration
D) authoritative command
E) compromise

Accepted Answer

In authoritative command, a formal authority dictates the solution and specifies the outcomes for all parties involved, without a collaborative or competitive process.

Question 18

Which type of conflict management style involves being cooperative and unassertive? This style is characterized by letting the wishes of others rule and overlooking differences to maintain harmony.
A) Avoidance
B) Accommodation
C) Competition
D) Compromise
E) Collaboration

Accepted Answer

Accommodation is the conflict management style where one is cooperative and unassertive, prioritizing the needs and wishes of others above their own to maintain peace and harmony.

Question 19

The dollar amount of a wage agreement in a collective bargaining situation is an example of a(n) __________.
A) emotional goal
B) discretionary goal
C) relationship goal
D) substance goal
E) article goal

Accepted Answer

The dollar amount of a wage agreement is a tangible, measurable outcome, which is characteristic of a substance goal in negotiations.

Question 20

When issues are more important to others than to yourself or when you want to build credits for use in later disagreements, __________ may be used.
A) collaboration and problem solving
B) avoidance
C) authoritative command
D) accommodation
E) compromise

Accepted Answer

Accommodation involves giving in to the other party's needs or desires, even if it means sacrificing your own goals. This approach may be used when the issue at hand is not crucial to you or when you want to build credits or goodwill for future negotiations.

Quiz 11: Handle Conflict, Negotiation, and Decision Making

Suppose that a manager responds to a disagreement between subordinates by saying "I do not want to get in the middle of your personal disputes." Which of the following conflict management styles is the manager using?

The __________ conflict management style involves being both cooperative and assertive. This style is characterized by trying to fully satisfy everyone's concerns by working through differences and finding and solving problems so that everyone gains.

During a conflict situation, Kyle is cooperative but unassertive with his employees. He tries to smooth over their differences, but it only produces a false sense of harmony among them. Which type of conflict management style is Kyle using?

__________ deal with outcomes that relate to the "content" issues under negotiation.

Which type of negotiation takes place when one party is willing to make concessions to the other to get things over with?

__________ negotiation occurs when substance issues are resolved and working relationships are maintained or even improved.

Which conflict management style involves being uncooperative and assertive? This style is characterized by working against the wishes of the other party, engaging in win-lose competition, and forcing things to a favorable conclusion through the exercise of authority.

__________ negotiation focuses on positions staked out or declared by the parties involved who are each trying to claim certain portions of the available pie.

The ability of union members and management representatives to work together effectively after a contract dispute has been settled reflects which of these goals?

In the context of dysfunctional conflicts, __________ involve disagreements over how roles and responsibilities should be assigned.

__________ deal with outcomes that relate to how well people involved in the negotiation and any constituencies they may represent are able to work with one another once the process is concluded.

Which of these are the two important goals that must be considered in negotiation?

Which of the following is NOT a common cause of conflict in organizations?

The type of negotiation that takes place when each party holds out to get its own way is called __________ negotiation.

Which type of negotiation focuses on the merits of the issues, and the parties involved try to enlarge the available pie rather than stake their claim to certain portions of it?

When dealing with conflict situations in her department, Morgan emphasizes cooperation and assertiveness. Differences are worked through together so that everybody's concerns are addressed, and everyone gains something in the end. Which conflict management style does Morgan use?

In __________, a formal authority simply dictates a solution and specifies what is gained and what is lost by whom.

Which type of conflict management style involves being cooperative and unassertive? This style is characterized by letting the wishes of others rule and overlooking differences to maintain harmony.

The dollar amount of a wage agreement in a collective bargaining situation is an example of a(n) __________.

When issues are more important to others than to yourself or when you want to build credits for use in later disagreements, __________ may be used.