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CHAPTER 10
MULTIPLE CHOICE
1. Individualist and collectivist cultures differ in their preferred approach to
conflict management in which of the following ways?
2. You have had a heated disagreement with members of your study group. Emotions are raw, and
feelings have been hurt. You approach your group
is an example of the collaborating tactic called
3. Confrontation should be used
4. Constructive conflict in groups means that
5. Competing (power-forcing) style of conflict management in groups
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a. a high-context communication style
b. a collectivist culture
c. a high power-distance culture
d. a low-context communication style
7. Which of the following negotiation strategies is characterized by initially competing or acting
tough, then cooperating and relaxing demands?
8. A position is different from an interest in negotiation in which of the following ways?
9. The power-forcing style of conflict management
10. Constructive and destructive anger can be distinguished from each other by which of the following
variables?
11. A BATNA is
12. Which of the following is a basic element of principled negotiation?
13. Which of the following is a key component of the collaborative style of
conflict management?
14. Conflict
TRUE-FALSE
1. The hard bargainer negotiation strategy is characterized by the bargainer acting tough on interests but
2. Blowing off steam is an effective method for
5. Conflicts about routine tasks often have a positive effect on group performance, while
7. All conflicts of interest and disagreements should be confronted in order to resolve the
