Question 1

When negotiating an issue, the first thing a person should do is establish and agree on the process by which negotiations will proceed.

Accepted Answer

False

Question 2

In Change Competency: Relationships between two parties in a negotiation, such as those between GM and the UAW, are often long term and interdependent.

Accepted Answer

Relationships between two parties in a negotiation are often long term and interdependent, and this is a key aspect of change competency. This requires both parties to understand each other's needs, interests, and values, and to work together to find mutually beneficial solutions. In the case of GM and the UAW, for example, the success of the company and the job security of the workers are closely tied, and any changes to the collective bargaining agreement must be negotiated with this in mind.

Question 3

Nathan knows his manager wants him to personally call each of the customers who didn't receive their shipment but Nathan feels this is a job for the customer service department. This is an example of role conflict.

Accepted Answer

Nathan's personal belief that the job should be handled by the customer service department conflicts with the expectation of his manager, which is an example of role conflict.

Question 4

Shari thinks that the marketing department should be responsible for the logistics of setting up at the trade show but Nevel thinks it should be the sales staff. This is an example of ____ conflict.
A) process
B) role
C) relationship
D) intrasender

Accepted Answer

The answer of Shari thinks that the marketing department should...

Question 5

Kent disagrees with Tara - he doesn't think the warehouse can supply 600 pounds of asphalt by Wednesday. Kent and Tara are experiencing
A) relativism.
B) conflict.
C) dynamism.
D) avoidance.

Accepted Answer

Kent and Tara are experiencing conflict because they have a disagreement about the amount of asphalt the warehouse can supply by Wednesday. Relativism refers to the belief that knowledge, truth, and morality are relative to the individual or society, which is not applicable in this scenario. Dynamism refers to the ability to adapt and change, which is not relevant here either. Avoidance refers to the tendency to avoid or withdraw from a conflict, which does not apply as Kent and Tara are actively engaged in the disagreement.

Question 6

In Teams Competency: IBM created the Market Growth Workshop to resolve conflicts between employees and customers.

Accepted Answer

The Market Growth Workshop was created by Microsoft as part of their Teams Competency program to help organizations drive growth and increase market share using Microsoft Teams. It is not specifically designed to resolve conflicts between employees and customers.

Question 7

If the sales staff doesn't make any sales, then the manufacturing department doesn't need to make any products and without any products, the sales staff can't make sales. This demonstrates task interdependency.

Accepted Answer

This statement describes task interdependency because the success of one department is dependent on the success of the other department. If the sales staff doesn't make sales, then the manufacturing department doesn't need to make products, but if the manufacturing department doesn't make products, then the sales staff can't make sales. Both departments are interdependent on each other's success.

Question 8

In Across Cultures Competency: German businesspeople usually focus on the personal side of business relationships when negotiating a deal.

Accepted Answer

German businesspeople typically prioritize efficiency, directness, and the factual aspects of a deal over personal relationships during negotiations.

Question 9

In Learning from Experience: Cathy McBroom considered the assault she endured by federal judge Samuel Kent a
A) technical error.
B) mistake.
C) responsibility.
D) crime.

Accepted Answer

In the article, Cathy McBroom refers to the assault she endured by federal judge Samuel Kent as a "crime" multiple times. She also discusses her struggle to get justice through the legal system. Therefore, the best choice is D - crime.

Question 10

Robert has a quiet personality and dislikes Tiandra because she always presumes her methods work best and doesn't listen to his ideas. What type of conflict does this represent?
A) role
B) task
C) process
D) relationship

Accepted Answer

This represents a relationship conflict because it is a disagreement between Robert and Tiandra relating to their personalities and communication styles.

Question 11

A process conflict occurs when there is a disagreement about the content of the work.

Accepted Answer

A process conflict occurs when there is a disagreement about the way in which work should be done, such as roles and responsibilities, timing or communication methods. A disagreement about the content of the work is a task conflict.

Question 12

In Self Competency: John Taylor was using the avoiding style of conflict management when he transferred an employee to another department without first confronting him about his poor quality of work.

Accepted Answer

The avoiding style of conflict management involves withdrawing from a situation and not addressing the conflict directly. By transferring the employee without first confronting him about his poor quality of work, John Taylor is using the avoiding style.

Question 13

Being outgoing and friendly, seeking common ground despite cultural differences, and being open minded are all ways to create social empathy.

Accepted Answer

The answer of Being outgoing and friendly, seeking common ground...

Question 14

What type of conflict focuses on interpersonal issues and arises from personality differences?
A) task
B) role
C) relationship
D) process

Accepted Answer

A relationship conflict focuses on interpersonal issues and arises from personality differences. In this type of conflict, people may have trouble getting along because of differences in communication styles or personal values. This can be challenging to resolve because it can require changing behavior or attitudes, rather than just finding a compromise.

Question 15

Principled negotiations refer to the prescribed ways in which the parties should negotiate to resolve a dispute.

Accepted Answer

Principled negotiations, also known as Interest-Based Negotiations, is a method of negotiation that involves finding a mutually beneficial solution to a dispute. It involves focusing on the interests of the parties, looking for options for mutual gain, and seeking to build a long-term relationship rather than simply focusing on the positions of the parties. This approach is considered to be a "principled" way to negotiate, as it is based on principles of fairness, collaboration, and open communication.

Question 16

Conflict is the process in which one party perceives that its interests are being opposed or negatively affected by another party.

Accepted Answer

This statement accurately defines conflict as the perception of opposing interests between two parties.

Question 17

Uncertainty and a lack of clarity surrounding expectations about a single role is called intragroup conflict.

Accepted Answer

Uncertainty and a lack of clarity surrounding expectations about a single role is called role ambiguity, not intragroup conflict. Intragroup conflict refers to disagreements among members within the same group or team.

Question 18

Beth is willing to give in to others if they are willing to meet her partway. She uses a compromising style to handle conflict.

Accepted Answer

The statement states that Beth uses a compromising style to handle conflict and is willing to give in to others if they meet her partway.

Question 19

In Learning from Experience: After Cathy McBroom was assaulted by federal judge, Samuel Kent, she felt comfortable filing an immediate complaint against the judge.

Accepted Answer

Cathy McBroom did not feel comfortable filing an immediate complaint against Samuel Kent due to fears of retaliation and the power imbalance, as Kent was a federal judge. It took time before she felt able to come forward with her allegations.

Question 20

Bill prefers to stay away from conflict and typically ignores disagreements. He uses a collaborative style to handle conflict.

Accepted Answer

Bill avoids conflict and ignores disagreements, indicating that he may use an accommodating or avoiding style to handle conflict rather than a collaborative style.

Quiz 13: Managing Conflict and Negotiating Effectively