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Exam 9: Conflict and Negotiation

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Question 1

Multiple Choice

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In third-party negotiations, a third party with the authority to dictate an agreement is known as a(n)

A) mediator.
B) arbitrator.
C) conciliator.
D) consultant.
E) counselor.

F) B) and E)
G) A) and B)

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B

Question 2

True/False

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The only desired outcome of a conflict is an equitable and fair agreement between the parties involved.

A) True
B) False

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Question 3

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SCENARIO 9-5 In a work group with four people there is conflict.The supervisor is attempting to decide whether to try to eliminate the conflict because it is dysfunctional or to learn to manage it better. If the supervisor can see that the conflict is hindering group performance, it is dysfunctional.

In third-party negotiations, a neutral third party who facilitates a negotiated solution by using reasoning, persuasion, and suggestions is known as a(n)

If two parties' aspiration ranges overlap, there exists a bargaining zone.

Affective conflict is

Gina knew that there was only a fixed amount of money available for new projects, so she knew that either she or her co-worker, who also had a project to propose for funding, would walk away unhappy.This is known as distributive bargaining.

Which of the following falls outside the general definition of conflict

A process that begins when one party perceives that another party has negatively affected, or is about to negatively affect, something that the first party cares about is called

Japanese negotiators tend to negotiate for both relationship and commitment to work together.

Which of the following is not a requirement of conflict

SCENARIO 9-3 Playbill Inc.is a company that hires culturally diverse people to perform Shakespearean plays for high school students.They employ actors and actresses from all over the world.These actors and actresses have joined together to request higher salaries for their services. Which of the following statements about cultural differences in negotiations is false

The Chinese draw out negotiations in order to "tire out" the "otherside".

The French like conflict, and are therefore good negotiators who do not feel the need to be liked by the "other side".

Research has found that some cultures prefer ____________ relations and may not react well to the confrontational dynamics more common among North Americans.

Conflict that is task-oriented and related to differences in perspective and judgments is

To achieve expedient solutions under time pressure, the best conflict resolution strategy is

Avoiding is high in both assertive and uncooperative behaviours.

Which type of negotiation seeks to divide a "fixed pie"

Within the five identified conflict management strategies, balancing concerns to reach a solution is termed