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Exam 14: Conflict and Negotiation

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Question 1

True/False

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Cross-cultural negotiations have no issues of trust.

A) True
B) False

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False

Question 2

Multiple Choice

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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.

F) A) and D)
G) A) and C)

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Question 3

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Labor and management at Leo Trucking cannot seem to agree upon a contract for the truck drivers. As each side contends that they are bargaining fairly, no agreement seems to be possible. The drivers are threatening to go on strike, and management knows that such a strike would prove to be costly. -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 ________.

During the behavior stage of the conflict process, the parties decide what the conflict is about.

Outline and discuss the conflict process.

In third-party negotiations, a third party who provides an informal communication link between the negotiator and the opponent is known as a(n) ________.

When it comes to negotiation, having a reputation for being trustworthy doesn't matter.

Stage II of the conflict process deals with the conflict being ________.

In which of the following situations is mediation most likely to be effective?

In cross-cultural negotiations, it is especially important that the negotiations be high in openness.

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, whereas avoiding and competing strategies were associated with significantly worse group performance.

What is BATNA? Discuss the significance of BATNA.

A collectivist Chinese manager is most likely to use which of the following techniques for conflict management?

What are the various causes of conflict?

It seems that your work group is in conflict much of the time. One colleague has suggested that you, as the supervisor, are responsible for eliminating the conflict so that your work group can function harmoniously. Another colleague has suggested that conflict is good for stimulating creativity and productivity within the work environment. You are unsure about whether you should try to eliminate the conflict within your group or learn to deal with it positively. -Contemporary perspectives tend to differentiate types of conflict based on their ________.

A conflict-intensity continuum has "annihilatory conflict" at the upper end and "no conflict" at the lower end. In the context of this conflict-intensity continuum, which of the following statements is true of conflict intensities?

The ________ stage of the conflict process is important because it's where conflict issues tend to be defined.

Describe the preferred negotiating techniques that would be implemented by a manager from China. What conflict management techniques would he use? What role would a third-party negotiator be likely to have if no agreement could be reached?

Which of the following is not a necessary condition for integrative bargaining to succeed in organizations?

Making sure negotiations are designed to focus on well-defined and work-related terms also has promise for reducing gender differences by minimizing the ambiguous space for stereotypes to operate.