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55) A review that examined the effects of the four sets of behaviors across multiple studies found
that openness and collaborating were both associated with superior group performance.
56) What are the various causes of conflict?
57) Describe the five conflict-handling intentions that are based on the dimensions of
cooperativeness and assertiveness.
58) Outline and discuss the conflict process.
59) Explain the conflict resolution strategies used by collectivist cultures.
60) Which of the following terms best describes the process that occurs when two or more
parties decide how to allocate scarce resources?
A) integration
B) association
C) negotiation
D) unionization
E) differentiation
61) The terms negotiation and ________ are used interchangeably.
A) win-lose
B) bargaining
C) collaboration
D) accommodation
E) compromise
62) Which of the following is not a necessary condition for integrative bargaining to succeed in
organizations?
A) Opposing parties have a zero-sum outlook.
B) Opposing parties are open with information.
C) Opposing parties are candid about concerns.
D) Opposing parties are sensitive to the other's needs and trust.
E) Opposing parties maintain flexibility.
63) Negotiation is a process that begins when one party perceives that another party has
negatively affected, or is about to negatively affect, something that the first party cares about.
64) Discuss the effectiveness of teams versus individuals in negotiations in collectivist cultures.
65) The two general approaches to negotiation are ________ bargaining and ________
bargaining.
A) emotional; rational
B) affective; reflective
C) distributive; integrative
D) formal; informal
E) legal; restrictive
66) ________ bargaining is negotiation that seeks to divide a fixed amount of goods or services.
A) Distributive
B) Integrative
C) Reflective
D) Affective
E) Conjunctive
67) Karl is the labor union negotiator. Today, he is meeting with the top management to discuss
the new five-year contract, including wages and benefits. This labor-management negotiation
over wages is most likely to use ________ bargaining.
A) integrative
B) reflective
C) distributive
D) evaluative
E) associative
68) In the case of a distributive bargaining, the ________ point indicates what a person would
like to achieve out of the negotiation.
A) resistance
B) distribution
C) target
D) bargaining
E) focus
69) In the case of distributive bargaining, the ________ point marks the lowest outcome that is
acceptable–the point below which the party would break off negotiations rather than accept a less
favorable settlement.
A) resistance
B) tolerance
C) target
D) focal
E) distribution
70) Which of the following statements is true regarding distributive bargaining?
A) It operates under zero-sum conditions.
B) It focuses on long-term relationships.
C) It involves high information sharing.
D) It attempts to create a win-win solution.
E) It is rarely used in labor-management negotiations.
71) During a negotiation, making an initial offer leads to the ________ bias.
A) self-serving
B) framing
C) attributional
D) anchoring
E) belief
72) Which of the following statements is true regarding integrative bargaining?
A) Integrative bargaining leaves one party a loser.
B) Integrative bargaining is used in labor-management negotiations most of the time.
C) Integrative bargaining focuses on long-term relationships.
D) Integrative bargaining operates under zero-sum conditions.
E) Integrative bargaining involves low information sharing.
73) As 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
74) None of the parties involved in the dispute wants to reach a win-win agreement. They are
each highly focused on their demands, which they would like to achieve, otherwise known as
their ________ points.
A) focal
B) distribution
C) resistance
D) tolerance
E) target
75) The management has decided to try to find a win-win solution to help both parties resolve
their differences. Management is attempting to engage in ________ bargaining.
A) integrative
B) reflective
C) surface
D) distributive
E) reformatory
76) Distributive bargaining attempts to create a win-win solution for both the parties.
77) In terms of intraorganizational behavior, all things being equal, integrative bargaining is
preferable to distributive bargaining.
78) In terms of intraorganizational behavior, all things being equal, why is integrative bargaining
preferable to distributive bargaining?
79) Describe the first step of the negotiation process. How does this step affect negotiating
parties' relationship? How does the negotiating parties' relationship help determine the kind of
bargaining that will be done (integrative or distributive)?
80) What is BATNA? Discuss the significance of BATNA.
81) In a negotiation between a man and a woman, we would expect the woman to ________ than
the man.
A) act more assertively
B) show higher self-interest
C) be more accommodating
D) place a higher value on the economic outcome
E) be more proactive in getting negotiations underway
82) Which of the following is not true regarding gender differences in negotiations?
A) Men and women negotiate differently.
B) Men value status more than women.
C) Women value compassion and altruism more than men.
D) Men place a lower value on economic outcomes than women.
E) Women place a higher value on relationship outcomes than men.
83) Which of the following is the first step in the negotiation process?
A) definition of ground rules
B) clarification and justification
C) preparation and planning
D) bargaining and problem solving
E) closure and implementation
84) Your ________ determines the lowest value acceptable to you for a negotiated agreement.
A) BATNA
B) margin of error
C) bid price
D) asking price
E) hidden value
85) In a negotiation process, which of the following activities is most likely to be included in the
preparation and planning step?
A) justifying your original demands
B) determining your best alternative to a negotiated agreement
C) determining where the negotiation will take place
D) designing procedures for implementing the agreement that has been worked out
E) exchange of the initial proposals or demands
