51) Which of the following statements is true regarding negotiation that takes place in a
collectivist culture?
A) Collectivists are less likely to seek to preserve relationships and promote the good of the
group as a whole than individualists.
B) Collectivists are more likely to confront differences of opinion directly and openly as
compared to individualists.
C) Competing tactics are the most preferred methods of conflict management in China.
D) As compared to individualists, collectivists are less likely to see offers from their counterparts
as unfair and to reject them.
E) The methods of conflict management preferred by United States managers are avoiding and
compromising.
52) A Chinese manager is more likely to use which of the following techniques for conflict
management?
A) direct confrontation
B) authoritative command
C) avoiding
D) pressurizing
E) competing tactics
22
Copyright © 2014 Pearson Education, Inc.
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.
53) If you support the idea that conflict should be eliminated, you are supporting which of the
following views of conflict?
A) the traditional view
B) the human relations view
C) the interactionist view
D) the moderated acceptance view
E) the optimistic view
54) 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 ________.
A) the traditional view
B) the human relations view
C) the interactionist view
D) the acceptance view
E) the promotional view
55) When your work group disagrees, the disagreements usually concern how the group’s work
should be accomplished. The type of conflict experienced by your group is ________.
A) task conflict
B) relationship conflict
C) process conflict
D) traditional conflict
E) reactive conflict
56) Last month, Jennifer’s department experienced constructive conflict during a meeting. Which
of the following is not an outcome of this functional conflict?
A) the quality of decisions is improved
B) creativity and innovation are stimulated
C) tensions are released
D) groupthink is increased
E) interest and curiosity are encouraged
57) Jennifer’s boss asks for her recommendations on strategies to promote functional conflicts
within the company. Which of the following is Jennifer most likely to recommend?
A) punishing individuals who support beliefs that management has rejected
B) empowering employees to question their bosses
C) implementing a policy of promoting personnel who are conflict avoiders
D) instructing managers to discourage devil’s advocacy in the decision-making process
E) encouraging managers to reward employees who keep their opinions to themselves
58) Both sides agree that they are competing over a fixed amount of resources. Each side feels
that what one side wins, the other loses. Based on this information we can say that the two sides
are engaged in ________.
A) conciliation
B) distributive bargaining
C) mediation
D) integrative bargaining
E) arbitration
59) Which of the following is a characteristic of distributive bargaining?
A) win-win solution
B) long-term focus
C) good interpersonal relationships
D) opposed interests
E) high information sharing
60) You have decided to try to find a win-win situation to help labor and management resolve
their differences. You are attempting to engage in ________.
A) integrative bargaining
B) conciliation
C) mediation
D) distributive bargaining
E) arbitration
61) At first, the disputing parties resist your offer to help create a win-win situation for both
groups. They are each highly focused on their demands in the negotiation, otherwise known as
their ________.
A) focal points
B) distribution points
C) resistance points
D) settlement ranges
E) target points
62) Which of the following statements is true pertaining to the effect of individual differences on
negotiations?
A) Women tend to negotiate better outcomes than men.
B) Extraverts tend to be very successful in distributive bargaining.
C) People who are highly interested in having positive relationships with other people are poor
negotiators.
D) Individuals who score high on agreeableness dimension tend to be very successful in
distributive bargaining.
E) Positive moods and emotions negatively affect integrative bargaining.
63) The traditional view of conflict recognizes that a minimal level of conflict can help keep a
group viable, self-critical, and creative.
64) For process conflict to be productive, it must be kept at moderate-to-high levels.
65) The interactionist view of conflict proposes that all conflicts are good.
66) Relationship conflicts are almost always dysfunctional.
67) Task conflicts can provide positive outcomes only when all members share the same goals
and have high levels of trust.
68) The potential for conflict increases when too much communication takes place.
69) Tenure and conflict have been found to be inversely related.
70) During the intentions stage of the conflict process, the parties decide what the conflict is
about.
71) The conflict-handling intention of accommodating is unassertive and cooperative.
72) The conflict-handling intention of compromising involves finding out a solution that allows
both parties’ goals to be completely achieved.
73) Supporting someone else’s opinion despite your reservations about it, is an example of
collaborating.
74) One common ingredient in organizations that successfully create functional conflict is that
they reward dissent and punish conflict avoiders.
75) Distributive bargaining attempts to create a win-win solution for both the parties.
76) When you are engaged in distributive bargaining, research consistently shows one of the best
things you can do is make the first offer.
77) In terms of intraorganizational behavior, all things being equal, integrative bargaining is
preferable to distributive bargaining.
78) Individuals who bargain in teams reach fewer integrative agreements than those who bargain
individually.
79) The best alternative to a negotiated agreement (BATNA) determines the conflict-handling
technique to be used during the negotiation process.
80) People scoring high on the dimensions of agreeableness and extraversion are the best
distributive bargainers.
81) Men and women negotiate differently.
82) Compared to Japanese negotiators, their United States counterparts are less likely to see
offers from their counterparts as unfair and to reject them.
83) Managers with high levels of economic power from Hong Kong, which is a high power-
distance country, tend to be more cooperative in negotiations over a shared resource than
German and United States managers, who were lower in power distance.
84) Define and describe the traditional view of conflict.
85) Define and describe the interactionist view of conflict.
86) What are the various causes of conflict?
87) Describe the five conflict-handling intentions that are based on the dimensions of
cooperativeness and assertiveness.
88) Outline and discuss the conflict process.
89) What are the various functional outcomes of conflict?
90) Describe the various dysfunctional outcomes of a conflict.
91) What can managers do to manage conflicts effectively in their organizations?
92) Discuss distributive bargaining.
93) What are the various characteristics of integrative bargaining?
94) In terms of intraorganizational behavior, all things being equal, why is integrative bargaining
preferable to distributive bargaining?
95) What is BATNA? Discuss the significance of BATNA.
96) Discuss the effects of personality traits on effectiveness of negotiations.
97) Discuss the effects of gender on effectiveness of negotiations.
98) Which of the following outcomes is not a dysfunctional consequence of conflict?
A) dissolution of common ties
B) reassessment of group goals
C) destruction of the group
D) poor communication
E) reduced group cohesiveness
99) Which of the following statements is a condition necessary for integrative bargaining to
succeed in organizations?
A) Opposing parties must not be guarded about their concerns.
B) Opposing parties must not be sensitive to others’ needs.
C) Opposing parties must not trust each other.
D) Opposing parties must not be open to sharing information.
E) Opposing parties must not want to maintain flexibility.
100) All of the following techniques are ways to achieve more integrative outcomes, except
_________.
A) bargaining in teams rather than bargaining as an individual
B) introducing more negotiable issues of negotiation
C) focusing on underlying interests of both parties
D) creating more opportunities for logrolling
E) making an aggressive first offer
101) In which of the five steps of the negotiation process do both parties have to undoubtedly
make concessions?
A) accommodating
B) compromising
C) bargaining
D) clarifying
E) implementing
102) Caleb, a manager, always displays anger when he negotiates with his team members. Which
type of bargaining is Caleb employing to induce concessions from his team?
A) integrative bargaining
B) collective bargaining
C) distributive bargaining
D) individual bargaining
E) dysfunctional bargaining
103) Leah has found some ethical problems with the healthcare policy of her organization. She
knows she is right in considering this as a vital issue to her organization’s welfare. She finds that
others are taking advantage of her noncompetitive behavior. Which conflict-handling strategy
should Leah select in this situation?
A) competition
B) collaboration
C) avoidance
D) accommodation
E) compromise
104) Tyler has often been seen to be employing accommodation as his conflict-handling strategy.
In which of the following situations would Tyler’s strategy be most suitable?
A) when he perceives no chance of satisfying his concerns
B) when an issue is trivial or symptomatic of other issues
C) when gathering information supersedes immediate decision
D) when others can resolve the conflict more effectively
E) when harmony and stability are especially important
105) Studies have shown that there are some cultural differences in negotiation styles.
Negotiators of which country are reported to have less trust in their negotiation counterparts?
A) United States
B) Japan
C) Hong Kong
D) India
E) Germany