Chapter Quiz Conflict and Nego

Chapter Quiz
Conflict and Negotiation

This activity contains 22 questions.
Conflict must be _____ by the parties to it.
controlled understood perceived created
The traditional view of conflict argues that conflict _____.
cannot be avoided indicates a malfunctioning within the group is good for a group improves productivity
The _____ view of conflict argues that some conflict is absolutely necessary for a group to perform effectively.
human relations interactionist traditional functional
_______ conflicts are almost always dysfunctional.
Explicit Task Relationship Process
During the _____ stage of the conflict process, conditions are present that create opportunities for conflict to arise.
potential opposition or incompatibility cognition and personalization vision intentions
Assertiveness is _____.
the degree to which one party attempts to satisfy his/her own concerns the degree to which one party attempts to satisfy the other party's concerns the degree to which one party attempts to satisfy everyone's concerns the degree to which one party is cooperative
Labor-management negotiations over wages exemplifies _____ bargaining.
integrative cost-effective distributive third-party
_____ bargaining builds long-term relationships and facilitates working together in the future.
Integrative Cost-effective Distributive Third-party
During which phase of the negotiation process do the parties exchange their initial proposals or demands?
Preparation and planning Definition of ground rules Clarification and justification Bargaining and problem-solving
Which of the following is correct about cultural differences in negotiation?
Japanese negotiators communicate directly and use the word "no" often. In negotiations, Brazilians are likely to use physical contact. North America persuade by appealing to emotions. Arabs rely on facts and appeal to logic.
Conflict covers the full range from overt and violent acts to subtle forms of disagreement.
True False
The interactionist view proposes that all conflicts are good.
True False
For process conflict to be productive, it must be kept low.
True False
Too much information can lay the foundation for conflict.
True False
In terms of assertiveness and cooperativeness, the conflict-handling intention that is the opposite of competing is avoiding.
True False
If you place your opponent's interest above your own, you are engaging in collaborating.
True False
Hewlett-Packard rewards dissenters - those who stay with ideas they believe in even when those ideas are rejected by management.
True False
In terms of intra-organizational behavior, integrative bargaining is preferable to distributive bargaining.

True False
Your BATNA determines the lowest value acceptable to you for a negotiated agreement.
True False
The cultural background of negotiators has no significant effect on negotiations.

True False
What is the difference between functional and dysfunctional conflict? What factors influence whether conflict is functional or dysfunctional?
Your Answer:
21.
fghfgh Functional conflict supports the goals of the group and improves its performance, while dysfunctional conflict is conflict that hinders group
performance. Conflict can also be described by type: task, relationship, or process. Task conflict relates to the contents and goals of the work, while relationship conflict focuses on interpersonal relationships. Process conflict, in contrast, relates to how the work gets done. Studies indicate that relationship conflict is almost always dysfunctional, while low levels of process conflict and low to moderate levels of task conflict are functional.
22.
How can third parties assist in negotiations? Your Answer: dfgdfgx Negotiation outcomes can be improved by using neutral third parties, like mediators, arbitrators, conciliator, and consultants. Mediators facilitate solutions by using reasoning and persuasion, while arbitrators have the authority to dictate an agreement. A conciliator is a trusted third party who provides an informal communication link between the negotiator and the opponent. Finally, consultants attempt to facilitate problem solving through communication and analysis.

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Chapter Quiz

Conflict and Negotiation

Conflict must be _____ by the parties to it.

controlled understood perceived created

The traditional view of conflict argues that conflict _____.

_______ conflicts are almost always dysfunctional.

Explicit Task Relationship Process

Labor-management negotiations over wages exemplifies _____ bargaining.

integrative cost-effective distributive third-party

Which of the following is correct about cultural differences in negotiation?

The interactionist view proposes that all conflicts are good.

For process conflict to be productive, it must be kept low.

Too much information can lay the foundation for conflict.

In terms of intra-organizational behavior, integrative bargaining is preferable to distributive bargaining.

The cultural background of negotiators has no significant effect on negotiations.

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