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Exam 13: Managing Conflict and Negotiating Effectively

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Question 71

Multiple Choice

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In the Self Competency,"Reflections on Conflict Avoiding Managers" Lowrie Beacham admits that conflict avoidance

A) was a very good method to use with his employees.
B) things have been better since he starting using an accommodating style of conflict management.
C) was used because he didn't like confronting people.
D) would be a good conflict handling style in place of his dominant style of force.

E) None of the above
F) C) and D)

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Question 72

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The win-lose negotiation strategy of "I want it all" often involves making small concessions grudgingly.

A) True
B) False

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Question 73

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Give two of the reasons why the compromising conflict-handling style should not be used early in the conflict resolution process.

When negotiating across cultures,a high level of social skill in emotional intelligence of the negotiator may increase cross-cultural effectiveness because the negotiator will

Approach-approach,avoidance-avoidance,and approach-avoidance are examples of:

You are a union negotiator,preparing to renegotiate your union's contract with company management beginning next month.So far,you have heard a variety of opinions from the membership regarding what the new contract should include.Desires range from a 5% wage increase,to increased job security,to the addition of a dental plan and other improvements to the benefit package.Some members have very strong feelings about what they think should be in the contract.You know that the company's sales and profits are down significantly,and that all union members will not be able to get what they want.In order to make the negotiation process most productive and effective for both sides,you probably should begin the process by engaging in:

Four types of role conflict may occur as a result of incompatible messages and pressures from the role set: intrasender role conflict,intersender role conflict,interrole conflict,and person-role conflict.

Intergroup conflict involves disagreement between groups.

A person with the accommodating conflict-management style might says something like,"I like to suggest new solutions and build on a variety of viewpoints that may have been expressed."

Which tactic might a negotiator encounter when the other party uses the win-lose strategy of "ultimatums?"

Each set of negotiators tries to build consensus for agreement and resolve intragroup conflict before dealing with the other group's negotiators in the type of negotiation known as:

The process by which negotiating parties seek to establish feelings and relationships is called:

In the Teams Competency: "IBM's Cross-Team Workouts," when issues cannot be resolved at one level,the managers who chaired that level of the cross-team workout session:

In the Self Competency,"Reflections on Conflict Avoiding Managers," Lowrie Beacham was well known by his employees for his assertive style of management.

In the first stage of negotiation,the question "Are you clear on your interests and priority issues?" is appropriate.

In the first stage of negotiation,the question "Have you agreed on the scope of the issues?" is appropriate.

When used as an individual's dominant style,the accommodating style of conflict handling is usually not effective.

Tyshero,a supervisor,enters the company break room just in time to see a loud argument escalating between two of his subordinates,Alessandro and Mo.Both men are shouting at each other,and Mo is waving his fists at Alessandro.Tyshero attempts to intervene,but Mo continues to shout and wave his fists,demanding an apology from Alessandro.Mo threatens: "I'll pulverize the scrawny wise guy if he doesn't apologize for that remark.Go ahead and fire me--see if I care!" Alessandro says that his remark was made in total innocence,and has been misinterpreted by Mo.He insists that it would be inappropriate for him to apologize for Mo's inability to understand his appropriate use of the English language.Under these circumstances,it would probably be most appropriate for Alessandro to use a(n) ____ style of conflict handling.

The accommodating style of conflict handling is commonly used and widely accepted as a means of resolving conflict.

Describe a real or hypothetical situation in which mediation might be appropriate,and specify any three of the competencies or key tasks of an effective mediator.