Question 1

Ibide is a married,postgraduate student with a young son.She must balance academics,work,and family responsibilities.Ibide is experiencing pressure from all sides.Participation in academic work is more difficult because family and work responsibilities conflict,which tends to affect academic performance and social interactions.
1.Her graduate advisor is asking her to be his teaching assistant.
2.Her boss wants her to become the manager of the coffee shop,because she is so responsible.
3.Finally,her husband-another postgraduate student-is quite traditional and feels that she isn't paying enough attention to their son.He wants her to make a choice: extend her postgraduate studies or quit her job.
Discuss the issue of work-family conflict,including identifying the various types of work-family conflict.What are the negative consequences of work-family conflict? What can organizations do to alleviate this?

Accepted Answer

The answer of Ibide is a married,postgraduate student with a...

Question 2

Larry and Roger wanted to buy office furniture for the new location of their advertising firm.They discussed their needs.Larry said that he needed plastic furniture and Roger stated that he needed wooden shelves.They also discussed how many chairs,tables,shelves,and other kinds of furniture would be required.Which of the following steps of added-value negotiation is described in this situation?

Accepted Answer

In this situation, Larry and Roger are discussing their needs for office furniture, which corresponds to clarifying interests, the first step in added-value negotiation. This step involves understanding each party's needs and interests before moving forward with identifying options or designing deal packages.

Question 3

Describe at least five of the reasons that people avoid conflict.How should people deal with conflict,rather than avoiding it? Provide examples of these solutions.

Accepted Answer

The answer of Describe at least five of the reasons...

Question 4

Which of the following is not an unethical tactic to use in negotiations?

Accepted Answer

Showing emotions is not necessarily unethical. In fact, displaying emotions can sometimes help build rapport and trust with the other party. The other options listed (B, C, D, and E) can be seen as unethical tactics in negotiations.

Question 5

The two basic types of negotiation are

Accepted Answer

The two basic types of negotiation are distributive and integrative. Distributive negotiation is also known as zero-sum or win-lose negotiation, where parties try to maximize their own outcomes while minimizing the outcomes of the other party. Integrative negotiation, on the other hand, aims to find a mutually beneficial solution where both parties can gain something. Therefore, option C is the most appropriate answer. Option A is incorrect because integrating and avoiding are not negotiation types, but rather conflict resolution styles. Option B is incorrect because dominating and obliging are also conflict resolution styles. Option D and E are incorrect because they do not accurately describe the two basic types of negotiation.

Question 6

Mark,the business head of a firm,wanted to give New Year's gifts to his employees.He discussed this with his employees and decided to give leather computer bags.Mark stated that he did not want to give cheap bags,while a few employees said that they did not want exorbitantly priced designer name bags.Identify the step of added-value negotiation used in this situation.

Accepted Answer

In this situation, the step of added-value negotiation used is to identify options. Mark and his employees were discussing the various options for the New Year's gifts, and they identified the specific type of bag they wanted to give. However, they also discussed the price range and quality level they were comfortable with, which indicates that they were considering different options within the same category of gifts. Therefore, option B is the best choice for the step of added-value negotiation used in this situation.

Question 7

Dr.Hamrick is hired by the ABC Company to hear cases involving grievances of employees of the company.Sometimes evidence is presented and witnesses are called,and decisions are always based on legal merits,and his decisions are binding.This is an example of

Accepted Answer

Arbitration involves the appointment of a neutral third party (in this case, Dr. Hamrick) to hear cases and make decisions that are legally binding. This is different from mediation, which involves a third party facilitating a negotiation between the parties, and conciliation, which involves a third party making non-binding recommendations. An ombudsman is typically an independent person appointed to investigate complaints and resolve disputes, but their decisions may not be binding. Peer review typically involves the evaluation of the work of professionals by their peers, and is not directly related to dispute resolution.

Question 8

Laura is hired as a copyeditor for a journal.Seven other employees worked on this team editing this journal,including a senior editor named Tim.Laura had worked there for about a month when she and her fellow co-workers went for happy-hour after work.Everybody had a great time and had consumed a fair amount of alcohol.When everybody was leaving the bar to head home,Tim,who had been secretly attracted to Laura since she started work at the journal,hailed a cab and offered to share the ride with Laura.Laura accepted the offer.Once she was inside the cab,Tim started to make advances toward her.Laura pushed him away.
The next day,Laura came to work feeling nervous.How would she deal with Tim? She was still new and didn't want to "rock the boat." Meanwhile,Tim came in and acted as if nothing had happened.However,Laura could see him looking at her frequently during the day.
What are Laura's options?

Accepted Answer

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Question 9

_______ is a give-and-take decision-making process involving two or more parties with different preferences.For example,labor-management negotiations over wages,hours,and working conditions.

Accepted Answer

Negotiation is the give-and-take decision-making process involving two or more parties with different preferences. It involves discussing and compromising to reach an agreement that is acceptable to all parties involved. Other options such as arbitration, conciliation, conflict, and dialecticism may also involve multiple parties with different preferences, but they do not necessarily involve a give-and-take process of decision-making.

Question 10

A(n)________ negotiation describes a situation where an agreement can be found that is better for both parties.

Accepted Answer

An integrative negotiation is focused on finding a mutually beneficial agreement for both parties, often involving creative problem solving and collaboration. In contrast, a distributive negotiation involves a win-lose mentality where one party tries to maximize their gains at the expense of the other party. Alternative negotiation and arbitrary negotiation are not commonly used terms in negotiation theory. A dialectic negotiation is another term for a collaborative or integrative negotiation.

Question 11

Two senior employees,Wanda and Tom,are experiencing conflict.There had been a change to the senior management structure,and Wanda has been named CEO.Tom felt that his role,contributions,and status has been minimized.Wanda believes that they are each being used for their best skills and experience.Talk between them is defensive and unproductive.The conflict between them was beginning to impact on their relationship and trust was breaking down due to incorrect assumptions being made about each other's feelings and intentions.There was a real risk of loss of key expertise to the company if the conflict could not be resolved.
Define "personality conflict." How would you deal with this situation?

Accepted Answer

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Question 12

Meryl wants to buy a used car,and she can spend $4 ,000.She meets up with Sandy who wants $4,750 for her 2008 Toyota.Meryl can't go any higher.This is an example of _________ negotiation.

Accepted Answer

Distributive negotiation involves a fixed pie, where each party has a limited amount they can offer or accept. In this scenario, Meryl has a maximum budget of $4,000, and Sandy has a fixed asking price of $4,750. Therefore, it is a distributive negotiation as there seems to be no room for creative solutions or added value.

Question 13

What is the contact hypothesis? What has research shown about this idea? Do you think this is a useful philosophy?

Accepted Answer

The answer of What is the contact hypothesis? What has...

Question 14

The first step of added-value negotiation is to

Accepted Answer

The first step of added-value negotiation is to clarify interests. This means that each party involved should outline their interests, needs, and goals in the negotiation process to help uncover opportunities for value creation. Identifying options, designing alternative deals, and selecting a deal all come later in the negotiation process. Perfecting the deal is not a step in added-value negotiation, as this approach focuses on creating new value rather than simply dividing up existing value.

Question 15

The Ethics Review Board at XYZ College is composed of students who were elected by the student body.When a student is charged with an ethics violation,the board meets to hear both sides of the dispute in a confidential meeting.Their decisions are not binding on the parties,according to college policies.They are acting as

Accepted Answer

The Ethics Review Board at XYZ College is composed of students who were elected by the student body, which indicates that they are likely reviewing other students' work. Also, their role is to hear both sides of a dispute, which suggests they are serving as a peer review team, which is Choice C.

Question 16

In ________,the negotiating parties cooperatively develop multiple-deal packages while building a productive long-term relationship.

Accepted Answer

Added-value negotiation involves the parties working together to create mutually-beneficial deals that add value to the relationship. This approach focuses on creating long-term partnerships and finding creative solutions rather than simply dividing resources or trying to win at the expense of the other party.

Question 17

Most people,when talking about conflict,immediately assume that it is a problem that needs to be "fixed." Is that ? Is conflict always bad for organizations? Define the types of conflict and provide examples of each situation.

Accepted Answer

The answer of Most people,when talking about conflict,immediately assume that...

Question 18

Taylor is creating a presentation on effective conflict management.Create notes for a series of slides that will identify and briefly discuss the desired outcomes of effective conflict management.

Accepted Answer

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Question 19

Customer satisfaction at Corley & Brothers,a furniture delivery company,is decreasing.There are growing complaints about damaged furniture and missed delivery dates.The managers of scheduling,operations,and sales are meeting to discuss these issues.

Accepted Answer

The answer of Customer satisfaction at Corley & Brothers,a furniture...

Question 20

In negotiation,the ZOPA is the _______.Remember that nonverbal communications also help convey your emotions during negotiations.

Accepted Answer

The acronym ZOPA stands for Zone of Possible Agreement, which refers to the range of options that are acceptable to both parties in a negotiation. This is the area where a deal can be made and mutually beneficial outcomes can be achieved. Option B, C, D and E do not accurately describe the ZOPA. Additionally, while nonverbal communication is important during a negotiation, it is not directly relevant to the definition of ZOPA.

Quiz 10: Managing Conflict and Negotiations