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81) Which of the following statements best describes a compromising orientation to negotiating?
A) It attains the best possible outcomes for both parties.
B) It emphasizes relationship goals over task goals.
C) It is a long-term approach that seeks to build and maintain a good relationship.
D) Both sides win some; both sides lose some.
82) Win-win negotiation resembles the ________ approach to conflict.
A) collaborating
B) competing
C) compromising
D) accommodating
83) Which statement describes the win-win orientation to negotiating?
A) It is a short-term approach focused only on immediate problems.
B) Each side sees the issue only from its own point of view.
C) Only task issues are usually considered.
D) Participants brainstorm various means (solutions) for reaching a desired outcome (the "end'),
and pick a solution that is mutually agreeable.
84) The collaborative approach to negotiation involves a ________ orientation.
A) win-lose
B) win-win
C) lose-lose
D) compromise
85) The highest-performing organizations tend to favor the ________ approach to problem
solving.
A) win-lose
B) lose-lose
C) win-win
D) compromise
86) William has been the head of the Business Administration department of a small community
college for the past 10 years. His administrative experience has demonstrated that the most
effective technique for resolving conflict is to approach all situations with the assumption that a
solution can be reached, and the solution will satisfy most of the needs of all those involved.
Which of the following orientations toward negotiation would you suggest he is operating from?
A) win-lose
B) lose-lose
C) compromise
D) win-win
87) Which of the following examples most likely shows a win-win outcome?
A) As a result of negotiations, Rose Foods reduced their marketplace, but Basic Foods expanding
their product line.
B) As a result of negotiations, Rose Food expanded their marketplace, but Basic Foods didn't
expand their product line.
C) As a result of negotiations, neither Rose Foods nor Basic Foods expanded in the way they
wanted.
D) As a result of the negotiations, Rose Foods expanded their marketplace and Basic Foods
expanded their product line.
88) Which of the following characteristics is conducive to a win-win style of negotiation?
A) You do not need a long-term harmonious relationship.
B) Both parties are approximately equal in power.
C) The parties' needs are not compatible.
D) Short-term goals are more important than long-term goals.
89) When you are preparing to negotiate from a win-win approach, you should do all of the
following EXCEPT
A) clarify what your interests and needs are.
B) disregard cultural differences.
C) consider the best time to raise the issue.
D) plan how to express your needs using "I" language.
90) Which of the following is NOT one of the steps in conducting a successful win-win approach
to negotiating?
A) Identify the needs of both parties.
B) Conceal your true goals.
C) Brainstorm a list of possible solutions.
D) Evaluate the alternative solutions.
91) An important FIRST step in conducting a win-win negotiation is to
A) identify the needs of both parties.
B) evaluate possible solutions.
C) follow up on the solution.
D) define criteria for workable solutions.
92) The LAST step in conducting a win-win negotiation is to
A) evaluate how well the solution has been working.
B) evaluate possible solutions.
C) implement the solution.
D) brainstorm possible solutions.
93) All of the following will hinder effective negotiating EXCEPT
A) parties insist on using their favored means for achieving a solution.
B) parties don't back off from their initial positions.
C) parties focus on means, not ends.
D) parties attempt to find creative solutions that meet everyone's needs, rather than forcing their
initial positions.
94) Which of the following is true about win-win negotiation?
A) A win-win approach is always the best approach to negotiation.
B) It is always possible to create a mutually agreeable solution.
C) Win-win negotiation attempts to find solutions that meet all parties' needs.
D) Any time is the right time for win-win negotiation.
95) Which of the following are examples of successfully preparing to negotiate?
A) Honoka makes a list of goals her company wants to achieve before negotiations.
B) Luciana prods her boss to begin negotiations soon after he suffered a personal loss.
C) Mateo does extensive research about Japanese culture before negotiating with Kiyoshi
Enterprises.
D) Hoshi made a mental note to use "I" language during negotiations.
96) Expressing opinions on matters that aren't one's own business is considered to be a
communication trait of unpleasant co-workers.
97) Talking about non-work-related issues during working hours is considered to be a
communication trait of unpleasant co-workers.
98) It is not possible to critique an employee's performance in a respectful way.
99) Workplaces where workers are not treated with dignity are at higher risk for lawsuits compared
to workplaces where workers are treated respectfully.
100) When you praise a coworker, it is best to use very high-level abstractions.
101) In collectivist cultures, it's best to deliver praise in private, where others cannot overhear.
102) If you are offering criticism, it is more effective to deal with several issues together, rather
than limiting the discussion to one topic.
103) Criticism should usually be delivered in private, not within earshot of others, to help the
receiver save face.
104) "You" messages usually blame the receiver rather than describing an action.
105) Showing concern for a coworker's feelings sends a confirming message; showing
indifference sends a disconfirming message.
106) Open-minded listening to coworkers usually creates a supportive, confirming climate.
107) The two most common reactions to criticism are "fight" and "flight."
108) Jokes are always a safe way to communicate; they are never interpreted as being
disrespectful.
109) If you are the victim of bullying in the workplace, consider several options and their potential
consequences before you decide on an appropriate response.
110) Informal joking in the break room could never be construed as sexual harassment on the job.
111) If you believe you are being sexually harassed, the first thing you should do is to file a legal
complaint.
112) Research shows that conflict is a negative influence in business and therefore should be
avoided as much as possible.
113) The members of the Riverdell Community Council are locked in a dispute because some want
to make decisions by simple majority and others want to require a two-thirds majority. This is an
example of a conflict about the topic at hand.
114) You are likely to improve your success as a manager if you always act in a way that pleases
others.
115) A competing approach to conflict management can also be called a "zero-sum" approach.
116) Collaboration is based on the assumption that conflict should be avoided.
117) In a compromise, each side acts in its own self-interest.
118) The term "negotiation" refers only to formal talks about a specific issue in which all parties
are seated around a conference table with a mediator present.
119) One commonly used negotiating strategy is a competitive win-lose approach.
120) A win-lose approach to negotiating is advisable when parties are competing over resources
that are truly scarce.
121) Successful negotiators focus on the means of achieving a goal, not the goal itself.
122) When you are preparing to participate in a win-win negotiation, it is advisable to prepare your
statement of your goals ahead of time and even to practice stating it.
123) When parties are brainstorming potential solutions for a win-win negotiation, they should
evaluate each solution as soon as it is suggested.
124) What are the advantages of a workplace in which the dignity of workers is affirmed?
125) List and explain three of the communication characteristics that create a confirming
communication climate. Provide at least one specific example of an action that typifies each
characteristic.
126) Discuss guidelines for offering effective praise. Explain why each guideline is important.
127) Choose three pairs of adjectives from Gibbs' categories of messages that evoke defensiveness
or reduce defensiveness. For your three chosen categories, explain the meaning of each term and
illustrate with an example.
128) Discuss guidelines for offering constructive criticism. Explain why each guideline is
important.
129) Briefly describe a situation when you responded defensively to criticism. Draw on your text's
guidelines for responding constructively to criticism to explain at least three changes you could
have made to respond more effectively.
130) Why is it important to use "I" language when raising difficult issues? Give five examples of
"you" language and then change each one into "I" language.
131) Identify several examples of uncivil behavior that might occur in the workplace. Does the
encoder always know that their behavior will be considered uncivil? Why or why not? Why is it
advisable to reduce uncivil behavior?
132) Outline four possible responses to bullying. What are some possible advantages and
disadvantages of each approach?
133) Compare two types of sexual harassment. Give an example of each. Then, suggest at least
five actions you could take if you were ever the victim of sexual harassment. Which action would
you try first? Why?
134) Conflicts may be about the topic at hand, the process being used, relational issues, or
ego/identity issues. Describe each type of conflict, and illustrate each one with a brief example.
135) Identify five approaches to managing conflict. Explain what each one means, and provide an
example of a situation in which each approach would be beneficial.
136) Explain the major differences between the win-win, win-lose, lose-lose, and compromising
approaches to negotiation. How might you decide which approach to adopt when negotiating with
others?
137) What are the steps in achieving a win-win solution to negotiation? List the steps in sequence,
and explain what each participant should do to accomplish that step.
138) Think of a minor disagreement you have with another party. Briefly describe the
disagreement. Now, identify the goal each party wants to attain. Next, identify the means each
party wants to use to attain their goal. Finally, brainstorm two or three possible solutions to the
disagreement.
