CHAPTER 11
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 after a brief silence: “I’m sorry I attacked you like
that. I got angry and said things I didn’t mean.” This 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
6. “I don’t understand. Please explain what you mean” is a statement typical of
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 conflict differs from destructive conflict because constructive conflict
11. The collaborating style of conflict management includes
12. “You have consistently lied to us and distorted the facts during these negotiations” is an example of
13. “We don’t want to deal with this issue” is an example of _______ style of conflict management?
14. “We apologize for our previous comments that characterized your leader as dishonest is an example
of
15. Someone using the competing, power-forcing style of conflict management shows
16. Constructive and destructive anger can be distinguished from each other by which of the following
variables?
17. A BATNA is
18. Which of the following is a basic element of principled negotiation?
20. Conflict
TRUE-FALSE
1. The hard bargainer negotiation strategy is characterized by the bargainer acting tough on interests
2. Blowing off steam is an effective method for managing one’s anger because it vents the anger and
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
10. Since conflict can be an essential catalyst for growth in a system, increasing conflict may be
11. Accommodating (yielding) is a conflict management style that should be avoided because it
12. The most appropriate situation to use accommodating (yielding) as a conflict management
13. Compromising should be the primary goal of those who begin with strong disagreements.
14. Avoiding is always an ineffective conflict management style because it ignores the conflict
15. The collaborating style of conflict management tends to provoke relationship conflict in
16. Hard bargaining is a competitive negotiating strategy. Thus, it should never be used if you
17. Destructive conflict is characterized by dominating, escalating, retaliating, competing, defensive,
18. Interest-based bargaining attempts to argue interests of all parties first to clarify where everyone