Exam
Name___________________________________
MULTIPLE CHOICE. Choose the one alternative that best completes the statement or answers the question.
1)
The difference between distributive negotiation strategies and integrative negotiation strategies is
that (1) distributive strategies focus on expanding the pie and integrative strategies focus on
dividing the pie, (2) distributive strategies focus on dividing the pie and integrative strategies on
expanding the pie, and (3) distributive strategies rely sometimes on the compromise approach and
integrative strategies rely on the collaborating approach. Which statements are correct?
1)
A)
All three statements are correct.
B)
Only statements 2 and 3 are correct.
C)
Only statements 1 and 3 are correct.
D)
Only statements 1 and 2 are correct.
E)
Only statement 3 is correct.
2)
If you need to initiate conflict with someone, what steps should you follow (in order)?
2)
A)
Ask the person their side of the story, share your side of the story (including feelings and
interpretations), describe the consequences.
B)
Describe the facts you observed, suggest resolutions to the problem.
C)
Describe how you feel, request a change, promise a reward.
D)
Share the facts about people’s behavior as you recall them, describe the consequences, and
share your feelings.
3)
If you present a problem to someone, and he/she gets the general drift of your message but fails to
comprehend how serious the problem is to you, what should you do?
3)
A)
Increase the level of conflict by forcing the issue.
B)
Forget about it because that person will never change.
C)
Accept it because he/she did hear your message.
D)
Persist until the problem is recognized.
4)
Time is a moderately significant factor, the issue is not important to you, and the ongoing
relationship is not critical. Which conflict response should be used?
4)
A)
Forcing
B)
Avoiding
C)
Accommodating
D)
Compromising
5)
In trying to determine a course of action, it becomes apparent that part of the team had used data
supplied by the VP of Finance whereas others on the team had their data supplied from the VP of
Marketing. What was a likely source for this conflict?
5)
A)
Personal differences
B)
Environmental stress
C)
Role incompatibility
D)
Informational deficiency
6)
You believe your new co–worker, Greg, has taken advantage of you in a conflict resolution setting.
What approach to resolving conflicts are you most likely to have used?
6)
A)
Avoiding
B)
Collaborating
C)
Compromising
D)
Accommodating
E)
Forcing
7)
If the norm in the office is “to go along to get along,” which conflict response is being utilized?
7)
A)
Accommodating
B)
Compromising
C)
Avoiding
D)
Forcing
8)
The difference between distributive and integrative negotiations is that
8)
A)
distributive negotiations necessitate dividing resources fairly, and integrative negotiations
necessitate getting everyone to use the same resource regardless of their personal needs.
B)
distributive negotiations invite collaboration, while integrative negotiations tend to involve
accommodation strategies
C)
distributive negotiations invite compromise, and integrative negotiations allow for finding
new alternatives to satisfy all parties.
D)
distributive negotiations involve “expanding the pie,” and integrative negotiations involve
“dividing up the pie.”
9)
Your company is downsizing. If you advocate a plan to lay off employees equally from each
department (10 percent from marketing, 10 percent from production, etc.), which response to
conflict are you using?
9)
A)
Accommodating
B)
Forcing
C)
Avoiding
D)
Compromising
E)
Collaborating
10)
Leslie listened to Marco’s plea that the team adopt his favorite project. She had serious misgivings
about it, but didn’t want to rock the boat. So she said, “Whatever. We’ll just do it your way, Marco.
What should I do next?” Leslie has just adopted which conflict management strategy?
10)
A)
Avoiding
B)
Compromise
C)
Capitulating
D)
Accommodating
11)
You recently hired individuals from China, Japan, and Korea to your office. What type of
interpersonal conflict would be most likely?
11)
A)
Environmental stress
B)
Role incompatibility
C)
Informational deficiency
D)
Personal differences
E)
There would be no conflict, as all the new hires are Asian.
12)
You have been arguing with co–workers about a policy. If your boss accuses you of undermining
the harmony of the group, which conflict response is he/she probably practicing?
12)
A)
Compromising
B)
Collaborating
C)
Forcing
D)
Avoiding
E)
Accommodating
13)
The collaborating approach should be used when (1) the issue is not critical, (2) the relationship is
important, and (3) time is not an issue. Which statements are correct?
13)
A)
All three statements are correct.
B)
Only statements 1 and 3 are correct.
C)
Only statements 2 and 3 are correct.
D)
Only statements 1 and 2 are correct.
E)
Only statement 1 is correct.
14)
What is the focus of compromising, forcing, accommodating, and avoiding approaches to conflict
management?
14)
A)
A qualifying approach, somewhere between assertiveness and cooperativeness
B)
Dividing up a “fixed pie”
C)
The Theory Y approach to management
D)
“Expanding the pie”
15)
If you care more about the relationship than the issue, what conflict response would you most
likely use?
15)
A)
Forcing
B)
Collaborating
C)
Avoiding
D)
Compromising
E)
Accommodating
16)
If the issue is moderately important to all parties, time is not an issue, but the ongoing relationship
has a certain level of importance, which conflict response should be used?
16)
A)
Accommodating
B)
Forcing
C)
Compromising
D)
Avoiding
17)
Participants become conditioned to seek expedient, rather than effective, solutions. You are
probably using which approach to resolve conflict?
17)
A)
Avoiding
B)
Accommodating
C)
Collaborating
D)
Forcing
E)
Compromising
18)
Which of the following is part of a general framework for collaborative problem solving?
18)
A)
Frame the problem in terms of potential losses if it’s not solved.
B)
Focus on positions, not interests.
C)
Separate the people from the problem.
D)
Assign responsibility for the problem to the person who caused it.
19)
After presenting the problem, the initiator should (1) not make accusations, (2) draw inferences
about the responder’s motivations, and (3) not attribute the undesirable behaviors to the
respondent’s personal inadequacies. Which statements are correct?
19)
A)
All three statements are correct.
B)
Only statements 1 and 2 are correct.
C)
Only statement 2 is correct.
D)
Only statements 2 and 3 are correct.
E)
Only statements 1 and 3 are correct.
20)
In a conflict situation, if the issue is extremely critical and time–sensitive, you are in a position of
power, but the relationship is not critical, which conflict response is probably most appropriate?
20)
A)
Forcing
B)
Avoiding
C)
Collaborating
D)
Compromising
E)
Accommodating
21)
In most cases, who is expected to set the tone for the meeting?
21)
A)
Responder
B)
Initiator
C)
None of the above
22)
Which of the following is not a guideline provided by the general framework of collaborative
problem solving?
22)
A)
Invent options for mutual gains.
B)
Focus on interests, not positions.
C)
Clarify the differences between individuals’ goals.
D)
Separate the people from the problem.
23)
In describing your problem, what should you do?
23)
A)
Focus on commonalities as the basis for requesting a change.
B)
Utilize a creative problem–solving presentation.
C)
Describe the behavior, outline specific observable consequences to the behavior, and finally
describe your feelings. The order of these three may vary.
D)
Describe the behavior, outline specific observable consequences to the behavior, and finally
describe your feelings. The order of these three should never vary.
24)
In effectively handling a conflict, what should you do?
24)
A)
Always choose compromise.
B)
Adopt the most appropriate approach depending on the nature of the conflict.
C)
Always choose collaboration.
D)
Adopt the most appropriate approach based on your dominant personality characteristics.
25)
Budget fights (people must do more with less) introduce which source of conflict into the situation?
25)
A)
Environmental stress
B)
Personality–defect theory
C)
Role incompatibility
D)
Personal differences
E)
Informational deficiency
26)
What does repeated use of the avoiding response to conflict management lead to?
26)
A)
Avoidance of blame and resolution of the problem
B)
Win–win situations
C)
Frustration, because issues do not get resolved
D)
Both parties receiving “half a loaf”
27)
Which statement is a possible rationale for using the compromising approach to conflict
management?
27)
A)
It is better to risk causing a few hard feelings than to abandon an issue to which you are
committed.
B)
Disagreements are inherently bad because they create tension.
C)
Maintaining harmonious relationships should be the manager’s top priority.
D)
Prolonged conflicts distract people from their work and engender bad feelings so you ask
both parties to make sacrifices to move forward.
28)
Which statement is true about conflict stemming from uncertainty about the work environment due
to rapid, repeated change?
28)
A)
This is the most difficult type of conflict to resolve because of the nature of change.
B)
This is not intense and most find the experience very mellow.
C)
This is intense and increases as the change becomes routine.
D)
This is intense and dissipates quickly as the change becomes routine.
29)
The facade is that this conflict response style appears to accomplish a great deal; however, in the
long run, the hostility and resentment this approach creates quickly reverses what was
accomplished in the short term. Which conflict style is this?
29)
A)
Avoiding
B)
Compromising
C)
Collaborating
D)
Accommodating
E)
Forcing
30)
In discussing a problem you have with a co–worker, you notice that the co–worker acknowledges
and agrees with your concerns. However, you believe he agreed with you to terminate the
awkward conversation quickly, and you are not sure how sincere he was in acknowledging the
problem. He probably used which conflict resolution method?
30)
A)
Avoiding
B)
Forcing
C)
Accommodating
D)
Collaborating
31)
The problem is likely to be resolved. Also, all parties involved are committed to the solution and
satisfied that they have been treated fairly. You probably utilized which conflict approach?
31)
A)
Avoiding
B)
Accommodating
C)
Collaborating
D)
Compromising
E)
Forcing
32)
Once you, as the initiator, have successfully identified the problem, what should you do?
32)
A)
Seek a mediator to work through the solutions.
B)
Recommend some solutions that are most beneficial to you.
C)
Focus on common values and interests as the basis for requesting change.
D)
Ask for time to consider your options.
33)
In discussing a problem with someone, what is the first step?
33)
A)
Be sure your feelings are not known to the person who caused the problem in the first place.
B)
Encourage two–way discussion.
C)
Acknowledge accountability for your feelings.
D)
Persist until understood.
34)
Which source of conflict is one of the more difficult to resolve?
34)
A)
Role incompatibility
B)
Informational deficiency
C)
Environmental stress
D)
Personal differences
35)
If you have an extremely low tolerance of ambiguity and it is important to you that you get your
way on something, which conflict response alternative would you probably use?
35)
A)
Collaborating
B)
Accommodating
C)
Avoiding
D)
Forcing
E)
Compromising
36)
The bottom line about conflict is (1) it stimulates innovation and encourages personal involvement,
(2) it stifles innovation and encourages political game playing that results in cynicism, and (3) it
sparks creativity. Which statements are correct?
36)
A)
All three statements are correct.
B)
Only statements 1 and 3 are correct.
C)
Only statements 1 and 2 are correct.
D)
Only statements 2 and 3 are correct.
E)
Only statement 3 is correct.
37)
What would conflicts between people in the production and sales departments likely be based on?
37)
A)
Environmental stress
B)
Personal differences
C)
Informational deficiency
D)
Role incompatibility
E)
Personality–defect theory
38)
What does research suggest about conflict?
38)
A)
Conflict in the group causes the group’s performance to decline and group members feel
uncomfortable with it.
B)
Conflict in the group causes the group’s performance to improve and group members feel
comfortable with it.
C)
Conflict in the group causes the group’s performance to improve and group members feel
uncomfortable with it.