Question 1

Which of the following statements is true of the bargaining zone framework?
A) The reservation point is the number below or above which the negotiator will not go.
B) In a positive bargaining zone, there is no settlement that will be acceptable to both parties.
C) The bargaining zone framework is a unique characteristic of integrative negotiations.
D) In a negative bargaining zone, negotiators' acceptable positions overlap.

Accepted Answer

The bargaining zone framework includes the concept of the reservation point, which is the minimum or maximum level at which a negotiator will accept a settlement.

Question 2

Which of the following is the final step involved in diagnosing disagreement?
A) Identifying the factors that may underlie the disagreement
B) Determining whether both parties had access to the same information
C) Identifying the state to which the disagreement has evolved
D) Determining the nature of the difference among the people involved

Accepted Answer

Identifying the state to which the disagreement has evolved is the final step involved in diagnosing disagreement, as it helps to determine the severity and intensity of the disagreement and can aid in finding a solution. Although the other steps (identifying factors, access to information, and determining the nature of the difference) are important in diagnosing the disagreement, they typically occur earlier in the process.

Question 3

Up to this point, everyone was agreeing with whatever the team leader suggested. Fearing the team was suffering from ______, Mr. Chase purposely brought up divergent perspectives and approaches and asked team members to share their thoughts on them. 
A) groupthink
B) affective conflict
C) de-escalation
D) cognitive conflict

Accepted Answer

Groupthink occurs when a group of people tend to conform to the decisions or opinions made by the leader or dominant individual in the group to avoid conflict or dissent. Mr. Chase purposely brought up divergent perspectives and approaches to encourage cognitive conflict and prevent groupthink from hindering the team's effectiveness.

Question 4

Conflict de-escalation occurs when
A) individuals who are in conflict perceive a common enemy.
B) one person's negative behaviors encourage another person's negative behaviors.
C) the teams are diverse or there is a history of antagonism among individuals.
D) one party perceives the other as the enemy.

Accepted Answer

Conflict de-escalation often happens when individuals in conflict recognize a common enemy, which shifts their focus from fighting each other to addressing the external threat together. This shared focus can reduce tensions and foster cooperation.

Question 5

Carlita thinks the idea is ridiculous, but at the same time, does not feel the issue really makes a difference in the long run and does not want to create tension. Carlita's appropriate response to the disagreement is one of
A) accommodating.
B) avoidance.
C) compromising.
D) forcing.

Accepted Answer

Carlita's response is one of avoidance because she thinks the idea is ridiculous but chooses not to engage or create tension, indicating she prefers to avoid the conflict rather than confront or resolve it.

Question 6

Which of the following is a symptom of groupthink?
A) Underestimation of the group's opinion
B) Open-mindedness
C) Pressures toward uniformity
D) High interpersonal conflicts

Accepted Answer

Groupthink is characterized by a strong pressure toward uniformity and conformity, which can lead to a lack of critical evaluation of alternatives and a reduced tolerance for dissenting opinions. Underestimation of the group's opinion and high interpersonal conflicts are not typically associated with groupthink, while open-mindedness is actually the opposite of groupthink.

Question 7

As a result of the _______ negotiations, Ted got what he wanted and Mark ended up having to put in extra time and effort to accommodate the change in plans.
A) integrative 
B) distributive
C) negative bargaining
D) ZOPA

Accepted Answer

Distributive negotiations are focused on dividing a fixed amount of resources or reaching an agreement where one party gains and the other party loses. In this scenario, Ted got what he wanted, indicating a win-lose situation. Integrative negotiations, on the other hand, aim to create a win-win outcome by identifying and expanding the shared interests between the parties. Negative bargaining is not a recognized term in negotiation theory, and ZOPA (Zone of Possible Agreement) refers to the range between the buyer's reservation point and the seller's reservation point where both parties would be willing to agree.

Question 8

Which of the following theories proposes that members of an in-group will seek to find negative aspects of an out-group to enhance their own self-image?
A) Traits-based theory
B) Social identity theory
C) Great man theory
D) Realistic conflict theory

Accepted Answer

This theory is called Social Identity Theory, which suggests that individuals enhance their self-esteem by identifying with specific social groups and derogating the out-group to improve their self-image.

Question 9

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 is called
A) framing.
B) conflict.
C) satisficing.
D) negotiation.

Accepted Answer

The description given in the question best fits the definition of conflict - a clash between two or more parties due to differing interests, perspectives or behaviors. Framing refers to the way information is presented or framed to influence perception, satisficing refers to settling for a satisfactory solution rather than an optimal one, and negotiation is a process of communication and bargaining to reach a mutually acceptable agreement.

Question 10

Which of the following situations is the best example of an interpersonal conflict?
A) An organization's marketing team had a conflict with the production team due to the delay in the arrival of finished products.
B) The employees in an organization had a conflict with their employer for not improving their work environment, which is highly hazardous and unhygienic.
C) Jane and Jack, executives of a firm's finance department, had a conflict with their teammate, John, who failed to submit an important report on time.
D) A cosmetics manufacturing company had a conflict with its competitor when the competitor made false negative statements about the company's products.

Accepted Answer

Option C involves a conflict between individuals within the same organization, which is characteristic of interpersonal conflict. Options A, B, and D involve conflicts with an external entity. While they may still be considered conflicts, they are not interpersonal conflicts.

Question 11

Which of the following statements best describes negotiation?
A) A cognitive response that occurs when interests and behaviors of one individual explicitly differs from that of another individual
B) An increase in conflict that occurs when one person's negative behaviors encourage or foster another person's negative behaviors
C) A situation that is characterized by uncertainty and risk and where the optimal decision is not clear or obvious
D) A process by which two parties attempt to reach agreement on an issue by offering and reviewing various courses of action

Accepted Answer

Negotiation is a process in which two parties engage in offers and counteroffers in order to reach an agreement on a particular issue. It involves a give-and-take approach in which both parties make offers and concessions in order to find a mutually beneficial outcome. This distinguishes negotiation from conflict, which is characterized by win-lose competition rather than a search for agreement.

Question 12

Jane is Maria's colleague, and they tend to argue with each other over minor issues. Both belong to the same team, and Jane often insults Maria by passing rude comments for no reason and Maria in turn threatens Jane. This scenario is an example of a(n) _____ conflict.
A) cognitive
B) intergroup
C) task-related
D) affective

Accepted Answer

This scenario is an example of an affective conflict, which is characterized by negative emotional reactions between individuals. The insults and threats exchanged between Jane and Maria suggest a personal dislike and animosity between them, rather than a disagreement over a specific task or goal (task-related conflict) or a conflict between two groups within the team (intergroup conflict). It also does not appear to be a cognitive conflict, which typically involves differing views on a particular issue or problem-solving approach.

Question 13

The realistic conflict theory proposes that
A) conflict can escalate when disagreements become personal.
B) limited resources will lead to conflict between groups.
C) intergroup conflict emerges when the other group is viewed as the enemy.
D) group members of an in-group will seek to find negative aspects of an out-group.

Accepted Answer

The realistic conflict theory asserts that limited resources can lead to intergroup conflict. When resources are limited, groups may compete for them and this can trigger negative attitudes and behaviors towards the out-group, ultimately escalating into conflict.

Question 14

Gail made a negative comment about Vicki's suggestion, which caused Vicki to be rather abrupt and rude with her response, which caused other team members to get upset. This is an example of
A) cognitive negotiation.
B) escalation.
C) de-escalation.
D) groupthink.

Accepted Answer

This is an example of escalation, where negative comments and reactions from one party cause the other party to respond in a more intense or aggressive manner, leading to further conflict or tension. The behavior of Vicki and the other team members exemplify this.

Question 15

Which of the following situations is the best example of an intergroup conflict?
A) Sam tends to argue a lot with his colleague Tom over minor issues, and in an extreme situation both started attacking each other physically and were suspended for a weak.
B) The employees in an organization had a conflict with their employer for not improving their work environment, which is highly hazardous and unhygienic.
C) Jane and Jack, executives of a firm's finance department, had a conflict with their teammate, John, who failed to submit an important report on time.
D) An organization's marketing team had a conflict with the production team due to the delay in the arrival of finished products.

Accepted Answer

Intergroup conflict refers to a conflict between two or more groups or teams. In option D, the marketing team and production team belong to different groups, and they are having a conflict due to the delay in arrival of finished products. This is the best example of intergroup conflict as there is a conflict between two teams belonging to different departments. The other options involve conflicts between individuals or between individuals and organizations, which are not intergroup conflicts.

Question 16

Shay disagrees with Leslie's plan of action, but the issue at hand is not one of great importance to him. He needs Leslie's help on another issue of greater importance. Shay's appropriate response regarding the current disagreement is one of
A) accommodating.
B) avoidance.
C) compromising.
D) forcing.

Accepted Answer

Since the issue at hand is not one of great importance to Shay and he needs Leslie's help on another issue of greater importance, it would be appropriate for Shay to simply accommodate Leslie's plan of action and move on to the more pressing matter at hand. This way, both parties can continue to work together effectively without causing unnecessary conflicts over minor disagreements.

Question 17

Which of the following statements about affective and cognitive conflicts is true?
A) Cognitive conflicts can have a positive influence on the team.
B) Cognitive conflicts cannot be interpreted as personal attacks.
C) In affective conflict situations, the focus is on the task at hand.
D) In most cases, cognitive conflicts are extremely destructive.

Accepted Answer

Cognitive conflicts can lead to constructive discussions and can bring new perspectives and ideas to the team. It is important to differentiate from affective conflicts, which are generally personal and emotional in nature and can harm team dynamics.

Question 18

John and Joseph are the finance executives in an organization. They are presently working on a project together. John is task-oriented, and he works hard to complete the project on time. However, Joseph takes his time and tends to ignore the project deadline. As a result, John has a conflict with Joseph and warns him that he'll complain about him to the department head. This scenario is an example of _____ conflict.
A) cognitive
B) role
C) affective
D) intergroup

Accepted Answer

The answer of  John and Joseph are the finance executives...

Question 19

Which of the following questions should be addressed first when diagnosing a disagreement?
A) Do both parties have access to the same information?
B) Is conflict simply anticipated, or has it escalated to full-blown tension?
C) Is the disagreement related to facts, goals, methods, or values?
D) Do both parties perceive the information in the same way?

Accepted Answer

Identifying whether the disagreement is related to facts, goals, methods, or values is crucial for determining the root cause of the issue and finding a solution. Without understanding this, efforts to resolve the disagreement may be misguided. The other questions may also need to be addressed, but understanding the nature of the disagreement is the first step.

Question 20

Dean is dealing with an issue that must be resolved quickly or yearly goals will not be met. His team is disagreeable and uncooperative regarding the matter. Dean's appropriate response is one of
A) avoidance.
B) accommodating.
C) compromising.
D) forcing.

Accepted Answer

Dean is dealing with a pressing issue that needs to be resolved quickly, and the team's uncooperative and disagreeable behavior is hindering progress towards yearly goals. If Dean chooses avoidance or accommodation responses, the issue will remain unresolved, which would ultimately lead to the failure of the yearly objectives. Compromising may work in some situations, but if there is no middle ground, it is not always the best option. Therefore, the most appropriate response for Dean is to use the forcing approach to make the team understand the urgency of the issue and work towards a solution.

Quiz 16: Conflict and Negotiation

Which of the following statements is true of the bargaining zone framework?

Which of the following is the final step involved in diagnosing disagreement?

Up to this point, everyone was agreeing with whatever the team leader suggested. Fearing the team was suffering from ______, Mr. Chase purposely brought up divergent perspectives and approaches and asked team members to share their thoughts on them.

Conflict de-escalation occurs when

Carlita thinks the idea is ridiculous, but at the same time, does not feel the issue really makes a difference in the long run and does not want to create tension. Carlita's appropriate response to the disagreement is one of

Which of the following is a symptom of groupthink?

As a result of the _______ negotiations, Ted got what he wanted and Mark ended up having to put in extra time and effort to accommodate the change in plans.

Which of the following theories proposes that members of an in-group will seek to find negative aspects of an out-group to enhance their own self-image?

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 is called

Which of the following situations is the best example of an interpersonal conflict?

Which of the following statements best describes negotiation?

Jane is Maria's colleague, and they tend to argue with each other over minor issues. Both belong to the same team, and Jane often insults Maria by passing rude comments for no reason and Maria in turn threatens Jane. This scenario is an example of a(n) _____ conflict.

The realistic conflict theory proposes that

Gail made a negative comment about Vicki's suggestion, which caused Vicki to be rather abrupt and rude with her response, which caused other team members to get upset. This is an example of

Which of the following situations is the best example of an intergroup conflict?

Shay disagrees with Leslie's plan of action, but the issue at hand is not one of great importance to him. He needs Leslie's help on another issue of greater importance. Shay's appropriate response regarding the current disagreement is one of

Which of the following statements about affective and cognitive conflicts is true?

Which of the following questions should be addressed first when diagnosing a disagreement?

Dean is dealing with an issue that must be resolved quickly or yearly goals will not be met. His team is disagreeable and uncooperative regarding the matter. Dean's appropriate response is one of