Question 1

What can managers do to manage conflicts effectively in their organizations?

Accepted Answer

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Question 2

Supporting someone else's opinion despite your reservations about it, is an example of collaborating.

Accepted Answer

Collaborating involves working together to find a mutually beneficial solution, not merely supporting someone else's opinion despite having reservations.

Question 3

The best alternative to a negotiated agreement (BATNA) determines conflict-handling technique to be used during the negotiation process.

Accepted Answer

BATNA is not a conflict-handling technique but rather a measure of the best outcome one can achieve if negotiations fail, guiding decision-making during negotiations.

Question 4

Compared to Japanese negotiators, their U.S. counterparts are less likely to see offers from their counterparts as unfair and to reject them.

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Question 5

What are the various functional outcomes of conflict?

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Question 6

Distributive bargaining attempts to create a win-win solution for both the parties.

Accepted Answer

Distributive bargaining operates under zero-sum conditions. The essence of distributive bargaining is negotiating over who gets what share of a fixed pie. Distributive bargaining involves a win-lose situation.

Question 7

In terms of intraorganizational behavior, all things being equal, integrative bargaining is preferable to distributive bargaining.

Accepted Answer

Integrative bargaining seeks to find solutions that benefit both parties, whereas distributive bargaining aims to divide a fixed amount of resources. Therefore, integrative bargaining is more likely to promote positive intraorganizational behavior and collaboration.

Question 8

Define and describe the interactionist view of conflict.

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Question 9

Managers with high levels of economic power from Hong Kong, which is a high power-distance country, tend to be more cooperative in negotiations over a shared resource than German and U.S. managers, who were lower in power distance.

Accepted Answer

This is supported by research on cross-cultural negotiation styles that suggest managers from high power distance cultures, like Hong Kong, tend to emphasize and value cooperation and harmony in negotiations, while managers from low power distance cultures, like Germany and the U.S., may place more emphasis on individual assertiveness and self-interest.

Question 10

Individuals who bargain in teams reach fewer integrative agreements than those who bargain individually.

Accepted Answer

This statement is false. Research has found that individuals who bargain in teams can actually reach more integrative agreements than those who bargain individually. This is because team bargaining allows for a wider range of perspectives and ideas to be considered, leading to more creative solutions and a greater likelihood of finding mutually beneficial outcomes.

Question 11

Discuss distributive bargaining.

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Question 12

Outline and discuss the conflict process.

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Question 13

Describe the various dysfunctional outcomes of a conflict.

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Question 14

People scoring high on the dimensions of agreeableness and extraversion are the best distributive bargainers.

Accepted Answer

There is no clear correlation between personality traits such as agreeableness and extraversion and distributive bargaining outcomes. Successful distributive bargaining is more dependent on negotiation skills and strategies rather than personality traits.

Question 15

One common ingredient in organizations that successfully create functional conflict is that they reward dissent and punish conflict avoiders.

Accepted Answer

By rewarding dissent and punishing those who avoid conflict, organizations encourage open communication and the sharing of differing viewpoints. This can lead to a more creative and productive work environment, as well as better decision-making.

Question 16

Define and describe the traditional view of conflict.

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Question 17

Describe the five conflict-handling intentions that are based on the dimensions of cooperativeness and assertiveness.

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Question 18

What are the various causes of conflict?

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Question 19

Men and women negotiate differently.

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Question 20

When you are engaged in distributive bargaining, research consistently shows one of the best things you can do is make the first offer.

Accepted Answer

Research suggests that making the first offer gives you an anchor point to negotiate around and can lead to a more favorable outcome.

Quiz 13: Conflict and Negotiation