Fundamentals of Organizational Behaviour, Fifth Canadian Edition
Chapter 6— Communication, Conflict, and Negotiation
49) A director who dislikes a recent hire is spreading rumours that no one wants to work
with this particular person, in the hopes that he will quit or get fired. This is an example
of the conflict-handling strategy of
a. forcing.
b. avoiding.
c. yielding.
d. compromising.
e. problem solving.
50) Pearl’s preferred approach to getting her way when there is a conflict is to make
persuasive arguments, and if that doesn’t work, she makes threats and bluffs. This
approach to conflict-handling is known as
a. forcing.
b. avoiding.
c. compromising.
d. problem solving.
e. yielding.
51) The conflict-handling strategy that emphasizes “splitting the difference” is called
Fundamentals of Organizational Behaviour, Fifth Canadian Edition
Chapter 6— Communication, Conflict, and Negotiation
a. avoiding.
b. problem solving.
c. yielding.
d. compromising.
e. forcing.
52) Ed is considered to be a “good boss” by his staff mostly because they know that if
they complain loudly enough to him about something, he will give them everything that
they want and ask for nothing in return. Ed’s approach to conflict handling is known as
a. forcing.
b. yielding.
c. compromising.
d. problem solving.
e. avoiding.
53) A variety of factors leads to personality conflicts at work, including
a. lack of motivation in teams.
b. blaming others for mistakes.
c. too much work.
d. ineffective delegation.
e. need for power.
Fundamentals of Organizational Behaviour, Fifth Canadian Edition
Chapter 6— Communication, Conflict, and Negotiation
54) Mia wants to use a problem-solving strategy to resolve a conflict in her office. Three
employees are disputing the number of hours they have been paid for in their last
paycheques. Mia
a. views the conflict as constructive.
b. plans to examine the hours on the employees’ time sheets, compare these with those
recorded by accounts payable, and address any discrepancies.
c. believes that the conflicting parties must show good faith by giving up something of
true value.
d. will take the dominating role when resolving the conflict.
e. will attempt to reach a quick and/or temporary solution.
55) A process in which two or more parties exchange goods or services and attempt to
agree upon the exchange rate for them is
a. negotiation.
b. conflict management.
c. problem solving.
d. BATNA.
e. selective perception.
56) Every negotiation has three elements:
a. issues, positions, and time.
Fundamentals of Organizational Behaviour, Fifth Canadian Edition
Chapter 6— Communication, Conflict, and Negotiation
b. interests, alternatives, and resistance.
c. resistance, interests, and time.
d. issues, positions, and interests.
e. party interests, individual interests, and time.
57) Distributive bargaining involves
a. varying levels of resources.
b. an unlimited amount of resources.
c. negotiation based on the other party’s schedule.
d. a limited amount of resources.
e. ending with both parties as winners.
58) Mike is an expert negotiator who is always looking to find a solution to issues that
enables all parties to feel like they have won. This approach is known as ________
bargaining.
a. integrative
b. distributive
c. BATNA
d. collective
e. good faith
Fundamentals of Organizational Behaviour, Fifth Canadian Edition
Chapter 6— Communication, Conflict, and Negotiation
59) According to your text, which bargaining strategy is recommended for use in intra-
organizational behaviour?
a. BATNA
b. distributive bargaining
c. integrative bargaining
d. problem solving bargaining
e. interest based bargaining
60) SCENARIO 6-4
Labour and management at DJ Trucking Ltd. cannot agree upon a contract for the truck
drivers. Each side contends that they are bargaining fairly, but no agreement appears to
be possible.
Referring to SCENARIO 6-4, both sides have agreed that resources are limited. Each
feels that whatever side wins, the other side loses. They believe they are engaged ina.
integrative bargaining.
b. distributive bargaining.
c. mediation.
d. BATNA.
e. company bargaining.
61) SCENARIO 6-4
Fundamentals of Organizational Behaviour, Fifth Canadian Edition
Chapter 6— Communication, Conflict, and Negotiation
Labour and management at DJ Trucking Ltd. cannot agree upon a contract for the truck
drivers. Each side contends that they are bargaining fairly, but no agreement appears to
be possible.
Referring to SCENARIO 6-4, which of the following is a characteristic of distributive
bargaining?a. a win-win solution
b. a long-term focus
c. primary interests that are congruent with each other
d. opposition to the other bargaining party
e. sensitivity to each other’s needs
62) SCENARIO 6-4
Labour and management at DJ Trucking Ltd. cannot agree upon a contract for the truck
drivers. Each side contends that they are bargaining fairly, but no agreement appears to
be possible.
Referring to SCENARIO 6-4, another term for bargaining isa. negotiating.
b. compromising.
c. yielding.
d. forcing.
e. filtering.
63) If one accepts Deborah Tannen’s research, which suggests that men and women
communicate differently, and for different purposes, then it would be reasonable to
assume that gender differences in negotiations show that
a. men are more difficult to negotiate with.
b. women are better negotiators.
Fundamentals of Organizational Behaviour, Fifth Canadian Edition
Chapter 6— Communication, Conflict, and Negotiation
c. women are more confident negotiators.
d. there could be a difference in the way men and women negotiate.
e. men will use BATNA more.
64) The lowest acceptable outcome, when negotiating, is called
a. the victory point.
b. the goal.
c. the target point.
d. the resistance point.
e. the bargaining zone
65) When Ricki is at the annual budget meeting with her managers, she knows in advance
that some of them will end up being unhappy because there is only so much money to go
around. So some will lose, and some will win. This situation involves ________
bargaining.
a. collective
b. integrative
c. bad faith
d. distributive
e. BATNA
Fundamentals of Organizational Behaviour, Fifth Canadian Edition
Chapter 6— Communication, Conflict, and Negotiation
66) Decoding a message is affected by one’s skill, attitude, knowledge, and social–
cultural system.
a. True
b. False
67) Managers should communicate non-routine messages through channels that are high
in richness.
a. True
b. False
68) No group can exist without communication, which is the transfer and understanding
of a message between two or more people.
a. True
b. False
69) Face to face is the richest of all communication channels.
a. True
b. False
Fundamentals of Organizational Behaviour, Fifth Canadian Edition
Chapter 6— Communication, Conflict, and Negotiation
70) Memos, bulletins, and formal reports are ranked the lowest in terms of channel
richness.
a. True
b. False
71) The feedback loop assists in the filtering process.
a. True
b. False
72) Selective perception refers to the sender manipulating information so that it will be
seen more favourably by the receiver.
a. True
b. False
73) How organizations communicate with their employees plays an important role in
whether the employees actually hear the message.
Fundamentals of Organizational Behaviour, Fifth Canadian Edition
Chapter 6— Communication, Conflict, and Negotiation
a. True
b. False
74) Research shows that executives devote many hours to responding to emails. Thus, it
would be safe to conclude that for those executives who desire a lot of social contact in
their jobs, a heavy reliance on electronic communication will likely lead to job
dissatisfaction.
a. True
b. False
75) The word efficiency cannot be translated directly into Russian. This is an example of
the communication barrier called a connotation.
a. True
b. False
76) The word yes may mean “yes, I am listening,” or it may mean “yes, I agree.” This is
an example of a cross-cultural communication barrier called semantics.
a. True
b. False
Fundamentals of Organizational Behaviour, Fifth Canadian Edition
Chapter 6— Communication, Conflict, and Negotiation
77) When communicating with people from different countries, it is safe to assume that
they are similar to us.
a. True
b. False
78) Blogging is a growing communication tool. While many blogs are written by
individuals, many organizational leaders have blogs that speak for the organization.
a. True
b. False
79) According to Deborah Tannen’s research, it was found that gender often creates oral
communication barriers.
a. True
b. False
80) Instant messaging has existed for years, being used mostly by teens and those in
informal groups. The technology has not advanced into the business world and it is
unlikely that it will, given the fact that it is time consuming and not readily available.
a. True