Question 1

In negotiation, the ZOPA is:

Accepted Answer

A)   The zone of possible agreement
B)   The zone of possible argument
C)   The zone of potential alternatives
D)   The zone of potential arrangements
E)   The zone of probable assetsF) A) and E)
G) A) and D)

Question 2

The conflict handling style that is a give-and-take approach is:

Accepted Answer

A)   Integrating
B)   Obliging
C)   Avoiding
D)   Dominating
E)   CompromisingF) B) and E)
G) D) and E)

Question 3

The easiest and least expensive of the forms of ADR to use is:

Accepted Answer

A)   Ombudsmanship
B)   Facilitation
C)   Peer review
D)   Mediation
E)   ArbitrationF) D) and E)
G) A) and D)

Question 4

What are the two basic types of negotiation? Define each. Describe the factors to consider when choosing which approach to take.

Accepted Answer

Negotiation experts often distinguish be...

Question 5

Which of the following statements about conflict handling styles is false?

Accepted Answer

A)   Organizations can develop a particular conflict handling style as a part of culture
B)   Research has shown that particular conflict handling styles are better for new product development
C)   Conflict handling style is related to emotional intelligence
D)   Integrating is always the best style to use
E)   No one style is best for every situationF) C) and E)
G) A) and D)

Question 6

The relationship between conflict intensity and performance outcomes can be described as:

Accepted Answer

A)   The higher the conflict intensity, the lower the performance
B)   The higher the conflict intensity, the higher the performance
C)   Higher conflict intensity is related to moderate performance
D)   Both high and low conflict intensity are related to lower performance
E)   Conflict intensity is unrelated to performanceF) B) and E)
G) C) and E)

Question 7

The contact hypothesis states that the more that members of different groups interact, the more intergroup conflict they will experience.

Accepted Answer

A) True 
 B)False

Question 8

As conflict escalates, the number of issues decreases, as parties tend to focus on the most important issues.

Accepted Answer

A) True 
 B)False

Question 9

If you believe you may be wrong, the ________ conflict handling style is appropriate.

Accepted Answer

A)   Integrating
B)   Obliging
C)   Avoiding
D)   Dominating
E)   CompromisingF) B) and D)
G) B) and C)

Question 10

Which of the following is true about organizational conflict?

Accepted Answer

A)   Organizational conflict is inevitable
B)   Greater employee diversity is related to decreased organizational conflict
C)   Greater face-to-face communication leads to increased organizational conflict
D)   Conflict should be avoided wherever possible
E)   Increased cross-cultural interactions decrease organizational conflictF) None of the above
G) C) and D)

Question 11

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

A)   Ombudsmen
B)   Negotiators
C)   A peer review team
D)   Conciliators
E)   FacilitatorsF) C) and D)
G) B) and C)

Question 12

The best thing a manager can do to create functional conflict is to urge coworkers to hunker down and slog through-simply persist.

Accepted Answer

A) True 
 B)False

Question 13

________ conflict is defined as interpersonal opposition based on individual dislike or disagreement.

Accepted Answer

A)   Personality
B)   Distributive
C)   Programmed
D)   Integrative
E)   Devil's advocateF) B) and C)
G) A) and B)

Question 14

Programmed conflict is conflict that raises different opinions regardless of the personal feelings of the managers.

Accepted Answer

A) True 
 B)False

Question 15

Work-family conflicts can be social or emotional.

Accepted Answer

A) True 
 B)False

Question 16

If a speedy decision is needed, the _______ conflict handling style is appropriate.

Accepted Answer

A)   Integrating
B)   Obliging
C)   Avoiding
D)   Dominating
E)   CompromisingF) None of the above
G) A) and E)

Question 17

What is alternative dispute resolution? Name and describe the forms of alternative dispute resolution.

Accepted Answer

Alternative dispute resolution is a more...

Question 18

_______ conflict is defined as conflict that raises different opinions regardless of the personal feelings of the managers.

Accepted Answer

A)   Functional
B)   Dysfunctional
C)   Programmed
D)   Escalating
E)   IntegrativeF) A) and E)
G) C) and D)

Question 19

An interpersonal opposition based on personal dislike or disagreement is known as a structural conflict.

Accepted Answer

A) True 
 B)False

Question 20

Jim is head of the marketing department and must decide how to allocate a fixed amount of funds. There are two top projects that Jim believes hold the most promise. Recently, the majority of funds have been allocated to Project A, but Jim wonders if it is time to provide Project B with a larger share of the money. Jim decides to assign a particular individual, Clara, to thoroughly criticize the proposal for Project B, looking for every possible flaw. Which technique is Jim using to help him make a better decision?

Accepted Answer

A)   Diagnostic process
B)   Devil's advocacy
C)   Mediation
D)   Dialectic method
E)   NegotiationF) A) and D)
G) B) and E)

Exam 10: Managing Conflict and Negotiation

What are the two basic types of negotiation? Define each. Describe the factors to consider when choosing which approach to take.

Correct Answer
verified
Negotiation experts often distinguish be...
View Answer

If a speedy decision is needed, the _______ conflict handling style is appropriate.

Correct Answer
verified

As conflict escalates, the number of issues decreases, as parties tend to focus on the most important issues.

Correct Answer
verified

Correct Answer
verified

_______ conflict is defined as conflict that raises different opinions regardless of the personal feelings of the managers.

Correct Answer
verified

Work-family conflicts can be social or emotional.

Correct Answer
verified

Correct Answer
verified

If you believe you may be wrong, the ________ conflict handling style is appropriate.

Correct Answer
verified

An interpersonal opposition based on personal dislike or disagreement is known as a structural conflict.

Correct Answer
verified

The conflict handling style that is a give-and-take approach is:

Correct Answer
verified

Which of the following is true about organizational conflict?

Correct Answer
verified

The contact hypothesis states that the more that members of different groups interact, the more intergroup conflict they will experience.

Correct Answer
verified

Which of the following statements about conflict handling styles is false?

Correct Answer
verified

________ conflict is defined as interpersonal opposition based on individual dislike or disagreement.

Correct Answer
verified

In negotiation, the ZOPA is:

Correct Answer
verified

What is alternative dispute resolution? Name and describe the forms of alternative dispute resolution.

Correct Answer
verified
Alternative dispute resolution is a more...
View Answer

The easiest and least expensive of the forms of ADR to use is:

Correct Answer
verified

The relationship between conflict intensity and performance outcomes can be described as:

Correct Answer
verified

Programmed conflict is conflict that raises different opinions regardless of the personal feelings of the managers.

Correct Answer
verified

The best thing a manager can do to create functional conflict is to urge coworkers to hunker down and slog through-simply persist.

Correct Answer
verified

Exam 10: Managing Conflict and Negotiation

What are the two basic types of negotiation? Define each. Describe the factors to consider when choosing which approach to take.

Correct AnswerverifiedNegotiation experts often distinguish be...View AnswerShow Answer

If a speedy decision is needed, the _______ conflict handling style is appropriate.

Correct AnswerverifiedShow Answer

As conflict escalates, the number of issues decreases, as parties tend to focus on the most important issues.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

_______ conflict is defined as conflict that raises different opinions regardless of the personal feelings of the managers.

Correct AnswerverifiedShow Answer

Work-family conflicts can be social or emotional.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

If you believe you may be wrong, the ________ conflict handling style is appropriate.

Correct AnswerverifiedShow Answer

An interpersonal opposition based on personal dislike or disagreement is known as a structural conflict.

Correct AnswerverifiedShow Answer

The conflict handling style that is a give-and-take approach is:

Correct AnswerverifiedShow Answer

Which of the following is true about organizational conflict?

Correct AnswerverifiedShow Answer

The contact hypothesis states that the more that members of different groups interact, the more intergroup conflict they will experience.

Correct AnswerverifiedShow Answer

Which of the following statements about conflict handling styles is false?

Correct AnswerverifiedShow Answer

________ conflict is defined as interpersonal opposition based on individual dislike or disagreement.

Correct AnswerverifiedShow Answer

In negotiation, the ZOPA is:

Correct AnswerverifiedShow Answer

What is alternative dispute resolution? Name and describe the forms of alternative dispute resolution.

Correct AnswerverifiedAlternative dispute resolution is a more...View AnswerShow Answer

The easiest and least expensive of the forms of ADR to use is:

Correct AnswerverifiedShow Answer

The relationship between conflict intensity and performance outcomes can be described as:

Correct AnswerverifiedShow Answer

Programmed conflict is conflict that raises different opinions regardless of the personal feelings of the managers.

Correct AnswerverifiedShow Answer

The best thing a manager can do to create functional conflict is to urge coworkers to hunker down and slog through-simply persist.

Correct AnswerverifiedShow Answer

Correct Answer
verified
Negotiation experts often distinguish be...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Alternative dispute resolution is a more...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified