Question 1

Tough negotiators use _______________ to make opponents think they don't need them.

Accepted Answer

The power of competition is used by tough negotiators to make opponents think they don't need them by suggesting they have other options or alternatives, thereby increasing their bargaining power.

Question 2

A negotiator from which of the following countries would typically have the most informal negotiating style?

Accepted Answer

Negotiators from the United States typically have the most informal negotiating style among the options given, favoring direct communication and less hierarchical structures.

Question 3

What is a positive-sum situation?

Accepted Answer

A positive-sum situation refers to a scenario where each party gains something without a corresponding loss for the other party. This means that the outcome is beneficial for all parties involved, resulting in a win-win situation. Thus, option B is the correct answer.

Question 4

During _______________, a trusted third party acts as a communication link between the disagreeing parties.

Accepted Answer

In conciliation, a trusted third party facilitates communication between the disagreeing parties to help them reach a resolution.

Question 5

A support department is being flooded with low-level technical calls. To help with the problem, the IT department adds a frequently-asked questions page to the company web site. This is an example of _______________.

Accepted Answer

Adding a frequently-asked questions page is an example of joint problem-solving as it involves creating a resource that helps both the support department and the customers by addressing common issues efficiently.

Question 6

A tactic that involves getting an additional concession or perks after an agreement has been reached is the _______________ approach.

Accepted Answer

The nibble approach involves asking for small, incremental concessions or perks after an agreement has been reached, with the hope of getting them without risking the entire deal. This can be an effective way to gain additional advantages without appearing greedy or confrontational.

Question 7

The outcomes from a team-building activity should be revisited _______________ to assess whether it achieved the desired goals.

Accepted Answer

It is important to allow enough time for the team to implement and apply the lessons and skills learned from the team-building activity before assessing its impact. Revisiting the outcomes in three or six months provides an appropriate time frame for measuring the success of the activity.

Question 8

To negotiate in a manner designed primarily to maintain good relations between the parties, irrespective of the outcome of the negotiation, is to focus on a _______________ outcome.

Accepted Answer

The question is asking about a negotiation style that prioritizes maintaining good relations between the parties, regardless of the actual outcome of the negotiation. This style is known as a “relationship-oriented” approach, which focuses on building and maintaining positive relationships between parties during the negotiation process. This approach is in contrast to a “substantive” approach, which prioritizes achieving specific outcomes or goals from the negotiation. Therefore, choice A is the best answer.

Question 9

Ineffective team-building approaches focus too heavily on:

Accepted Answer

Ineffective team-building approaches may focus too heavily on one-time events, which can provide a momentary distraction from the normal office routine but don't have a long-term impact on team success. Therefore, all of the choices are correct.

Question 10

During _______________, a third party has the power to impose an agreement.

Accepted Answer

Arbitration is the only option where a third party has the power to impose an agreement. In mediation, the third party only facilitates the negotiation process and does not have the power to make decisions. In conciliation, the third party provides recommendations but does not have the authority to impose a decision. Consultation does not involve a third party with decision-making power.

Question 11

When does work interdependence occur and how has it been classified?

Accepted Answer

The answer of When does work interdependence occur and how...

Question 12

What is the impact of conflict that is too low?

Accepted Answer

The answer of What is the impact of conflict that...

Question 13

When managers and employees repress conflict, it can lead often to higher (and uglier) levels of discord. Provide an example of an "ugly" conflict strategy that should be avoided.

Accepted Answer

The answer of When managers and employees repress conflict, it...

Question 14

How does functional conflict benefit the organization?

Accepted Answer

The answer of How does functional conflict benefit the organization?...

Question 15

A negotiator from which of the following countries would typically have the most indirect communication style?

Accepted Answer

Japanese culture is known for its high-context communication style, which is more indirect and relies heavily on non-verbal cues to convey messages, in contrast to the more direct communication styles found in countries like Germany and the United States. India, while diverse, generally does not exhibit as indirect a communication style as Japan.

Question 16

Most bargaining over material goods, such as the purchase of supplies, involves _______________ negotiating.

Accepted Answer

The answer of Most bargaining over material goods, such as...

Question 17

During _______________, the chief role of the consultant is to improve the negotiating climate so that substantive negotiations can take place at some point in the future.

Accepted Answer

The answer of During _______________, the chief role of the...

Question 18

____________is a type of planned intervention that is meant to build self-awareness and camaraderie among members of a team.

Accepted Answer

Team building is a planned intervention designed to enhance trust, communication, and collaboration among team members. It typically involves a variety of activities aimed at promoting self-awareness and a sense of camaraderie among team members. Interaction management refers to the processes and strategies used to facilitate effective communication and collaboration among individuals or groups. Self-examination is the process of reflecting on one's thoughts, feelings, and behaviors in order to gain greater self-awareness and insight. Game playing may be used as part of team building activities, but it is not a type of planned intervention in and of itself.

Question 19

How has the organizational perspective to conflict changed over time?

Accepted Answer

The answer of How has the organizational perspective to conflict...

Question 20

Striving to end up with a bigger piece of the pie than the other party is to focus on a _______________ outcome.

Accepted Answer

A substantive outcome focuses on tangible and measurable results, such as a larger share of resources or a higher profit margin. This is in contrast to related outcomes, which prioritize maintaining a positive relationship with the other party, and constructive outcomes, which seek to collaboratively create value for both parties. A primary outcome refers to the main goal or objective of the negotiation, which may or may not be substantive.

Quiz 11: Managing Conflict and Negotiations