Quiz 2: Chapter 16- Conflict and Negotation

Question 1

Define Conflict

Answer 1

an emotional or cognitive response that occurs when interests, perspectives, and behaviors of one individual or group explicitly differ from those of another individual or group

Question 2

Most people dislike conflict because…

Answer 2

because of its negative consequences but avoiding and suppressing conflict is not always appropriate

Question 3

Define Negotiation

Answer 3

a process by which two parties attempt to reach agreement on an issue by offering and reviewing various positions or courses

Question 4

The two types of same group conflict

Answer 4

interpersonal and intergroup

Question 5

Interpersonal Conflict

Answer 5

Conflict arises when individuals perceive that one individual’s goals come at the expense of another’s ability to attain his or her goals
often evident within communication

Question 6

Intergroup Conflict

Answer 6

the differences between one group and another group can become exaggerated,
occurs often when two groups aim to receive the same funding for a project- the other group is viewed as ‘the enemy’

Question 7

Define Social Identity Theory

Answer 7

a theory that proposes that group members of an in-group will seek to find negative aspects of an out-group to enhance their self-image

Question 8

Realistic Conflict Theory

Answer 8

A theory that proposes that limited resources will lead to conflict between two groups

Question 9

Three step process in Social Identity Theory

Answer 9

1) Social Categorization
2) Social Identification
3) Social Comparison

Question 10

Affective Conflict

Answer 10

Conflict in which individuals tend to attack each other’s personalities through criticism, threats, and insults
Usually conflict arises when inequality exists within the relationship

Question 11

Cognitive Conflict

Answer 11

Conflict that results from disagreements over work related issues such as meeting schedules, work assignments, processes, or the task itself

Question 12

Groupthink

Answer 12

Extreme consensus during a decision-making process;

the tendency to conform to the consensus viewpoint to avoid conflict

Question 13

Three key symptoms of group think

Answer 13

1) Overestimation of the group’s opinion, believing the group can not accept outside influences
2) Close-mindedness
3) Pressures toward uniformity

Question 14

Esclation

Answer 14

an increase in conflict that occurs when one person’s negative behaviors encourage or foster another person’s negative behaviors

Question 15

De-esclation

Answer 15

the reduction or elimination of conflict

Question 16

The two step process to manage conflict effectively;

Answer 16

1) Draws awareness to the nature of the disagreement

2) Taking discrete steps to resolve the disagreement

Question 17

Important issues to address when resolving a conflict

Answer 17

1) The nature of the difference among the people involved
2) The factors that may underlie this difference
3) The extent to which the difference has evolved
4) identify how the situation has evolved over time

Question 18

Issue

Answer 18

the subject of a discussion, usually causing conflict/ a problem

Question 19

Position

Answer 19

the perspective a person takes on an issue

Question 20

Interests

Answer 20

the underlying reasons or needs of each party involved in an issue

Question 21

Distributive negotiations

Answer 21

single-issue negotiations that are assumed to be part of a fixed pie where one person’s gain is the other person’s loss

Question 22

Four different characteristics to Distributive neogatiations

Answer 22

1) the distribution of resources
2) a focus on winning
3) the notion of limits
4) a bargaining zone framework

Question 23

Distribution of Resources

Answer 23

each party negotiates to receive the resources that he or she wants or believes that he or she deserves

Question 24

Focus on winning

Answer 24

to “win” either party may also bargain during the negotiation, especially when certain alternatives are more or less desirable than others

Question 25

Notion of Limits

Answer 25

Neither party has an interest in knowingly going above the higher or below the lower of these terms

Question 26

Bargaining Zone

Answer 26

the range of settlements within which it is better for both parties to agree than not to agree

Question 27

Positive bargaining zone

Answer 27

the zone that exists when negotiators’ acceptable positions overlap

Question 28

Negative bargaining zone

Answer 28

the zone that exists when negotiators’ acceptable positions do not overlap and no settlement will be acceptable to both parties

Question 29

Integrative negotiations

Answer 29

negotiations that focus on multiple issues to “expand the pie” and actively seek alternative solutions that satisfy both parties

Question 30

BATNA

Answer 30

asses your ‘best alternative to negotiated agreement’

• identify all possible alternatives
• estimate the value associated with each alternative
• select the best alternative

Question 31

Reservation Value

Answer 31

the lowest offer a negotiator is willing to accept. it is the point at which a negotiator is indifferent between accepting a proposed offer and rejecting it in favor of pursuing his or her BATNA

Question 32

Assess the other party’s BATNA

Answer 32

the third step in negotiating effectively

Question 33

The fourth step in negotation

Answer 33

Calculate the other party’s reservation value

Question 34

Zopa (Zone of Possible agreement)

Answer 34

the set of all possible deals that would be acceptable to both parties, the ZOPA is the space between one party’s reservation value and the other party’s reservation value

Question 35

Create a scoring system

Answer 35

A system that allows you to list each issue and weight it according to its importance, step 7 in negotation

Question 36

Step 8 in Negotation

Answer 36

Calculate a package reservation value-
the lowest value is that you would be willing to accept for a package offer that includes multiple issues simultaneously.

Question 37

Identify other party’s multiple interests

Answer 37

the ninth step, there may be issues you do not care about but are very important to the other party

Question 38

Package Reservation Value

Answer 38

the lowest value that a negotiator would be willing to accept for a package offer

Question 39

Claim Value

Answer 39

the process by which a negotiator attempts to gain benefits or concessions for his or her position

Question 40

Create Value

Answer 40

the process of expanding the opportunities or issues that can be evaluated in a negotiation. By expanding the issue, there is a greater likelihood that each party will achieve some level of satisfaction

Question 41

Review page 427 of mgmt book

Answer 41

now.

Question 42

Use the following strategies to create value

Answer 42

• Build trust and share information
• Ask questions
• Strategically disclose information
• Make package offers and multiple offers simultaneously

Question 43

Mediator

Answer 43

an individual who does not make a final decision but works with each party to find some common ground on which both parties can agree

Question 44

Arbitrator

Answer 44

an individual who listens to both sides of a disagreement and makes a final decision based on the arguments

Question 45

Negotiation broken down to three cultural values;

Answer 45

1) Individualism versus collectivism
2) Egalitarianism vs hierarchy
3) Low-vs high-context norms for communication

Question 46

Individualism vs collectivism

Answer 46

distinguishes between cultures that place individual’s needs above the needs of the group from cultures that place the needs of the group above the individuals needs

Question 47

Egalitarianism vs hierarchy

Answer 47

distinguishes between hierarchical cultures that emphasize differentiated social status form egalitarian cultures that do not

Question 48

Low vs High Context Norms for Communcation

Answer 48

distinguishes between low-context cultures that prefer to communicate directly from high context cultures that prefer to communicate indirectly

Question 49

Two Types of Conflict:

Answer 49

Task & Emotional