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Exam 13: Managing Conflict and Negotiating Effectively

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Question 31

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Which of the following is one of the more common strategies for extreme distributive negotiations?

A) Focus on interests,not positions
B) Invent options for mutual gain
C) Separate the people from the problem
D) Make extreme offers and grant concessions grudgingly,if at all

E) C) and D)
F) A) and B)

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Question 32

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In the fourth stage of negotiation,implementing the agreement,which question is most appropriate?

A) Have you considered the interests and constraints of the other party?
B) Have you agreed on the scope of the issues?
C) Does the agreement spell out the responsibilities of the parties in the implementation of the agreement?
D) Are you building a relationship that will support the agreement?

E) B) and C)
F) A) and D)

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Question 33

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A critical issue to address at the first stage of negotiation is:

Recall the Across Cultures Competency: "Business Negotiations in Germany and Italy." In the initial stages of negotiation,Italian teams negotiators tend to give subtle messages as to the desired outcome and engage in idle talk.

In the fourth stage of negotiation,the question "Does the agreement spell out the responsibilities of the parties in the implementation of the agreement?" is appropriate.

Which of the following is one of the key competencies of a mediator?

In the third stage of negotiation,the question "Are you entering negotiations committed to your interests,not your positions?" is appropriate.

Four of the most common win-lose strategies in distributive negotiations are: (1)I want it all; (2)Time warp; (3)Good cop,bad cop;and (4)Ultimatums.

The levels of conflict in organizations are,from lowest to highest:

All of the following are among the key competencies of a mediator except:

In the Self Competency,"Reflections on Conflict Avoiding Managers," Lowrie Beecham would do anything to:

The term ____ consists of diagnostic processes,interpersonal styles and negotiation strategies that are designed to avoid unnecessary conflict and reduce or resolve excessive conflict.

The model of interpersonal conflict handling styles represents different combinations of:

Distributive negotiations tend to be dominated by the compromise and forcing conflict-handling styles.

Negotiation is defined as a process in which a third party helps two or more other parties resolve one or more conflicts.

Attitudinal structuring refer to the prescribed ways in which the parties should negotiate to resolve disputes.

Which tactic might a negotiator encounter when the other party uses the win-lose strategy of "good cop,bad cop?"

All of the following are circumstances in which the collaborating style is most practical for use except:

What type of intergroup conflict is likely when the sales department needs the manufacturing department to produce the required products on a timely basis and the manufacturing department needs the sales department to generate sales of the items it produces?

Perceived limited resources,task interdependency,perceived differentiation and perceived goal incompatibility are all sources of interpersonal conflict.