1. The area where two sides in a negotiation may find common ground is called ______.
Answer
Correct Answer:
ZOPA
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2. According to our text, a(n) ______ is a neutral third party who attempts to assist parties in a negotiation to find a resolution or come to an agreement using rational arguments and persuasion.
Answer
Correct Answer:
Mediator
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3. The process of reaching an agreement whereby both parties find acceptance is called ______.
Answer
Correct Answer:
Negotiation
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4. Which of the following describes a best alternative to a negotiable agreement (BATNA)?
Answer
Correct Answer:
The best outcome you could achieve if the negotiation fails and you must follow another course of action
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5. Which of the following bargaining approaches focuses on the facts and is uninfluenced by emotion?
Answer
Correct Answer:
Separate the people from the problem.
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6. Which type of trust exists when people put their faith in others based on feelings and emotions?
Answer
Correct Answer:
Affect-based
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7. Which type of trust exists when people rely on factual information, such as someone’s past experience and track record, as a basis for trust?
Answer
Correct Answer:
Cognition-based
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8. Which type of trust exists when people possess personality traits that encourage them to put their faith in others?
Answer
Correct Answer:
Disposition-based
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9. Of the five conflict management strategies, which of the following describes the competition strategy?
Answer
Correct Answer:
An attempt to gain victory through force, skill, or domination
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10. Of the five conflict management strategies, which of the following describes the collaboration strategy?
Answer
Correct Answer:
A joint effort by all parties to find a solution beneficial to everyone
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11. Of the five conflict management strategies, which of the following describes the accommodation strategy?
Answer
Correct Answer:
An attempt to adjust one’s views to play down differences between parties
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12. Which of the following is an antecedent to conflict?
Answer
Correct Answer:
The tendency of a team member to arrive late clashing with the rest of the team’s value of timeliness
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13. What are the four stages of the conflict process?
Answer
Correct Answer:
Antecedents, perceived/felt, manifest, and outcomes
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14. Which of the following is a characteristic of relationship conflict?
Answer
Correct Answer:
Overall, it is considered the most destructive and harmful to organizations because it can give rise to hostility, mistrust, fear, and negativity.
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15. Which of the following refers to the type of conflict that leads to a clash between individuals about the direction, content, or goals of a work assignment?
Answer
Correct Answer:
Task conflict
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16. Which of the following describes the effect dysfunctional conflict has on an organization?
Answer
Correct Answer:
Higher absenteeism, turnover, and a substantial drop in work performance
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17. Which of the following describes functional conflict?
Answer
Correct Answer:
It is constructive and can help improve work performance, redefine company goals, and encourage people to communicate better.
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18. Which of the following describes conflict?
Answer
Correct Answer:
It is a clash between individuals or groups because of different opinions, thought processes, and perceptions.
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19. ZOPA is the zone of possible agreement, the area where one side in a negotiation may find common ground.
Answer
Correct Answer:
False
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20. Trust is the dependence on the_________.
Answer
Correct Answer:
All of these
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21. The clash between individuals in relation to ________
Answer
Correct Answer:
All of these
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22. Relationship conflict is the clash in personalities between one or two individuals.
Answer
Correct Answer:
False
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23. ___ is the clash in viewpoints in relation to how to carry out work
Answer
Correct Answer:
Process conflict
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24. _______ is the stage at which emotional differences are sensed and felt.
Answer
Correct Answer:
Perceived/felt conflict stage
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25. The stage that describes the consequences of the dispute is known as _______.
Answer
Correct Answer:
Outcomes of conflict stage
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26. _________ is the process of reaching an agreement that both parties find acceptable.
Answer
Correct Answer:
Negotiation
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27. Mediator is a neutral second party who attempts to assist parties in a negotiation to find a resolution or come to an agreement using rational arguments and persuasion
Answer
Correct Answer:
False
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28. Manifest conflict stage is the stage at which people engage in behaviors that ________a response.
Answer
Correct Answer:
Provoke
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29. Integrative bargaining is strategy that involves both parties negotiating a __________.
Answer
Correct Answer:
Win-win solution
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30. _______ is a constructive and healthy dispute between individuals or groups.
Answer
Correct Answer:
Functional conflict
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31. Dysfunctional conflict is the dispute or disagreement that has positive effects on individuals or teams.
Answer
Correct Answer:
False
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32. Distributive bargaining is the strategy that involves two parties trying to claim a “_____” of resources.
Answer
Correct Answer:
Fixed pie
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33. Conciliator is a neutral fifth party who is informally assigned to persuade opponents to communicate.
Answer
Correct Answer:
False
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34. A clash between individuals or groups in relation to ________.
Answer
Correct Answer:
All of these
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35. BATNA is the best possible alternative to a _____agreement.
Answer
Correct Answer:
Negotiable
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36. Arbitrator is a neutral first party officially assigned to settle a dispute
Answer
Correct Answer:
False
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37. Factors that set the scene for potential dispute are known as ?
Answer
Correct Answer:
Antecedents of conflict
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