Question 1

You are negotiating a parts contract with a foreign man who represents a foreign supplier. During the negotiation, the man constantly shakes his head "no", interrupts often, and frequently pats you on the back, or clutches your arm. From which country is the other negotiator?

Accepted Answer

In Brazil, physical touch like patting on the back or clutching the arm is common in business interactions, and head shaking may not necessarily mean disagreement.

Question 2

Even when their performance and the outcomes they achieve are similar to men, female managers demonstrate less confidence in anticipating their negotiations and are less satisfied with their performance after the process is complete.

Accepted Answer

Research has shown that this statement is true.

Question 3

The traditional view toward conflict seeks to retain the functional conflict in a group.

Accepted Answer

The traditional view of conflict sees it as inherently negative and something to be avoided or eliminated, rather than retaining any functional aspects.

Question 4

It seems that your work group is in conflict much of the time. One colleague has suggested that you, as the supervisor, are responsible for eliminating the conflict so that your work group can function harmoniously. Another colleague has suggested that conflict is good for stimulating creativity and productivity within the work environment. You are unsure about whether you should try to eliminate the conflict within your group or learn to deal with it positively.
-You decide to do more research on the view that conflict should be encouraged as a means to achieve change and innovation. This view is termed ________.

Accepted Answer

The view that conflict should be encouraged as a means to achieve change and innovation is known as the interactionist view. This view believes that conflict can bring about positive change and new ideas within a work group. While it is important for supervisors to manage conflict in a way that doesn't become destructive, completely eliminating all conflict may also eliminate opportunities for growth and innovation. Therefore, the interactionist view suggests that conflict should be embraced and managed in a way that encourages positive outcomes.

Question 5

Once a conflict is perceived, it is automatically personalized.

Accepted Answer

Perception of conflict does not automatically lead to personalization; it depends on individual responses and context.

Question 6

Which of the following methods of third-party negotiation always results in a settlement?

Accepted Answer

An arbitrator is a third party with the authority to dictate an agreement. Arbitration can be voluntary or compulsory. The big plus of arbitration over mediation is that it always results in a settlement.

Question 7

There are two general approaches to negotiation: distributive bargaining and integrative bargaining.

Accepted Answer

Distributive bargaining involves a win-lose approach where one party tries to gain as much as possible while the other party loses. Integrative bargaining, on the other hand, involves a collaborative approach where both parties try to find mutually beneficial solutions.

Question 8

Avoidance of conflict involves playing down differences while emphasizing common interests between the conflicting parties.

Accepted Answer

The answer of Avoidance of conflict involves playing down differences...

Question 9

In third-party negotiations, a third party who provides an informal communication link between the negotiator and the opponent is known as a(n) ________.

Accepted Answer

A conciliator is a third party who provides an informal communication link between the negotiator and the opponent.

Question 10

For process conflict to be productive, it must be active and significant.

Accepted Answer

The answer of For process conflict to be productive, it...

Question 11

It seems that your work group is in conflict much of the time. One colleague has suggested that you, as the supervisor, are responsible for eliminating the conflict so that your work group can function harmoniously. Another colleague has suggested that conflict is good for stimulating creativity and productivity within the work environment. You are unsure about whether you should try to eliminate the conflict within your group or learn to deal with it positively.
-If you support the idea that conflict should be eliminated, you are supporting which of the following views of conflict?

Accepted Answer

The traditional view of conflict sees it as something negative that should be avoided or eliminated. This aligns with the colleague's suggestion that the supervisor should be responsible for eliminating conflict within the work group.

Question 12

Which of the following is most likely to promote the success of mediation?

Accepted Answer

High motivation of the disputing parties is most likely to promote the success of mediation because when both parties are motivated to resolve their conflict and are willing to compromise, the mediator is more likely to facilitate a successful outcome. Extensive experience of the mediator, a high level of conflict intensity, shared perceptions of the mediator as coercive, and shared perceptions of the mediator as biased may all hinder the success of mediation.

Question 13

The potential for conflict can actually be increased if too much information is communicated.

Accepted Answer

If too much information is communicated, it can increase the chances of misunderstandings, misinterpretations, and disagreements, leading to potential conflict. It is important to communicate only relevant and necessary information to avoid confusion and conflicts.

Question 14

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

Accepted Answer

When organizations reward dissent, they create an environment where employees feel comfortable and safe expressing their opinions, which can lead to functional conflict. Conversely, punishing conflict avoiders can also help promote functional conflict because it sends a message that avoiding conflict is not acceptable or tolerated.

Question 15

A Chinese manager is more likely to use which of the following techniques of conflict management?

Accepted Answer

Chinese culture emphasizes harmony and avoiding direct confrontation or causing loss of face for oneself or others. Therefore, a Chinese manager is more likely to use avoidance as a technique of conflict management.

Question 16

In third party negotiations, a consultant's role is not to settle the issues, but, rather, to improve relations between the conflicting parties so that they can reach a settlement themselves.

Accepted Answer

A third party consultant is not there to impose a solution or settle the issues directly, but to facilitate communication and understanding between the conflicting parties in order to help them reach a mutually satisfactory agreement.

Question 17

It seems that your work group is in conflict much of the time. One colleague has suggested that you, as the supervisor, are responsible for eliminating the conflict so that your work group can function harmoniously. Another colleague has suggested that conflict is good for stimulating creativity and productivity within the work environment. You are unsure about whether you should try to eliminate the conflict within your group or learn to deal with it positively.
-You have decided to allow the conflict to exist so long as it doesn't hinder group performance. You will try to eliminate ________ conflict.

Accepted Answer

The best choice is option B, dysfunctional conflict. This type of conflict is detrimental to the work group's success and needs to be addressed by the supervisor. Allowing dysfunctional conflict to persist can negatively impact the productivity and morale of the group. Functional conflict, on the other hand, can be beneficial for stimulating creativity and productivity. Task conflict is also important for problem-solving and decision-making within the group. However, individualized and non-communicative conflicts are not specific enough in this scenario and may not address the root cause of the conflict.

Question 18

Negotiation is a process that begins when one party perceives that another party has negatively affected, or is about to negatively affect, something that the first party cares about.

Accepted Answer

We can define negotiation as a process that occurs when two or more parties decide how to allocate scarce resources.

Question 19

What factor would most likely increase the negative impact of an arbitration session?

Accepted Answer

The heavy-handedness or bias of the arbitrator can increase the negative impact of an arbitration session by making one party feel unfairly treated or not heard. Limited options of the arbitrator may constrain the outcome but may not necessarily increase negative impacts. Compulsory or voluntary nature of the arbitration as well as the establishment of a non-binding agreement may have varying effects on the parties involved, but not necessarily increasing negative impacts.

Question 20

If the aspiration ranges of two parties overlap, then a settlement range for the conflict exists.

Accepted Answer

If the aspirations of both parties overlap, it means there is a common area where they can both agree upon. This common area is known as the settlement range.

Quiz 14: Conflict and Negotiation