Chapter 5

Question 1

Conflict is a process that involves people disagreeing. Which of the following statements about conflict is not true?

Answer 1

Conflict is a dysfunctional part of organizational life.

Question 2

According to “Six Habits of Merely Effective Negotiators,” by James K. Sebenius, experienced and successful negotiators should approach negotiations as a process to reconcile underlying positions.

Answer 2

False

Question 3

According to “Six Habits of Merely Effective Negotiators,” by James K. Sebenius, partisan perceptions, where one portrays their own side as “more talented, honest and upright,” is an extensively researched, unconscious mechanism that influences many negotiators.

Answer 3

True

Question 4

Which of the following is not a common potential cause of conflict?

Answer 4

Team cohesion

Question 5

The power that comes from one’s organizational role or position.

Answer 5

Legitimate Power

Question 6

The power or ability to take something away or punish someone for noncompliance.

Answer 6

Coercive Power

Question 7

Power

Answer 7

is the ability to influence the behaviors of others to get what you want.

Question 8

All of the following are common responses to influence, except

Answer 8

Dependency

Question 9

The power that stems from personal characteristics of the person, such as the degree to which we like, respect, and want to be like them. It is often called charisma.

Answer 9

Referent Power

Question 10

Dependency

Answer 10

is the power the that a person or unit gains from ability to handle actual or potential problems facing organizations.

Question 11

The power that comes from knowledge and skill.

Answer 11

Expert Power

Question 12

The integrative approach to negotiations is the traditional “fixed-pie” approach, where an increase on one side results in a decrease on the other side

Answer 12

False

Question 13

Sometimes group conflict can be resolved through majority rule. Which of the following statements on using majority rule is not true?

Answer 13

Since it represents the will of the majority, it can be used frequently to effectively resolve conflicts

Question 14

All of the following sets of studies illustrate how important it is to create checks and balances to help individuals resist the tendency to conform or to abuse authority, except

Answer 14

The Marshmallow Test Studies

Question 15

Conformity

Answer 15

refers to the tendency people have to behave consistently with social norms.

Question 16

People exhibiting this conflict handling style want to reach their goals regardless of what others say or feel. They are more interested in getting the outcome they want as opposed to keep the other party happy.

Answer 16

Competition

Question 17

BATNA stands for

Answer 17

Best Alternative To a Negotiated Agreement

Question 18

In arbitration, an outside third party attempts to assist the parties in reaching an agreement. The arbitrator can facilitate, suggest, and recommend solutions while working with both parties. Instead of representing a specific party, the arbitrator’s role is to help the parties share feelings, air and verify facts, exchange perceptions, and work towards agreements. An arbitrator does not resolve the charge or impose a decision on the parties.

Answer 18

False

Question 19

This conflict handling style is high on both assertiveness and cooperation. It is the strategy to use for achieving the best outcome from conflict, with the objective to find a win-win solution.

Answer 19

Collaboration

Question 20

According to “Six Habits of Merely Effective Negotiators,” by James K. Sebenius, reaching an agreement requires understanding and addressing your counterpart’s problem as a means of solving your own.

Answer 20

True

Question 21

The integrative approach to negotiations is the traditional “fixed-pie” approach, where an increase on one side results in a decrease on the other side.

Answer 21

False

Question 22

Positive outcomes of conflict include all of the following except

Answer 22

Quicker resolution of issues

Question 23

Power derived from dependency is increased due to all of the following, except

Answer 23

Conformity

Question 24

Which of the conflict handling styles may be habitual to individuals with a high need for affiliation personality trait?

Answer 24

Avoidance