Chapter 5 Flashcards
Conflict is a process that involves people disagreeing. Which of the following statements about conflict is not true?
Conflict is a dysfunctional part of organizational life.
According to “Six Habits of Merely Effective Negotiators,” by James K. Sebenius, experienced and successful negotiators should approach negotiations as a process to reconcile underlying positions.
False
According to “Six Habits of Merely Effective Negotiators,” by James K. Sebenius, partisan perceptions, where one portrays their own side as “more talented, honest and upright,” is an extensively researched, unconscious mechanism that influences many negotiators.
True
Which of the following is not a common potential cause of conflict?
Team cohesion
The power that comes from one’s organizational role or position.
Legitimate Power
The power or ability to take something away or punish someone for noncompliance.
Coercive Power
Power
is the ability to influence the behaviors of others to get what you want.
All of the following are common responses to influence, except
Dependency
The power that stems from personal characteristics of the person, such as the degree to which we like, respect, and want to be like them. It is often called charisma.
Referent Power
Dependency
is the power the that a person or unit gains from ability to handle actual or potential problems facing organizations.
The power that comes from knowledge and skill.
Expert Power
The integrative approach to negotiations is the traditional “fixed-pie” approach, where an increase on one side results in a decrease on the other side
False
Sometimes group conflict can be resolved through majority rule. Which of the following statements on using majority rule is not true?
Since it represents the will of the majority, it can be used frequently to effectively resolve conflicts
All of the following sets of studies illustrate how important it is to create checks and balances to help individuals resist the tendency to conform or to abuse authority, except
The Marshmallow Test Studies
Conformity
refers to the tendency people have to behave consistently with social norms.
People exhibiting this conflict handling style want to reach their goals regardless of what others say or feel. They are more interested in getting the outcome they want as opposed to keep the other party happy.
Competition
BATNA stands for
Best Alternative To a Negotiated Agreement
In arbitration, an outside third party attempts to assist the parties in reaching an agreement. The arbitrator can facilitate, suggest, and recommend solutions while working with both parties. Instead of representing a specific party, the arbitrator’s role is to help the parties share feelings, air and verify facts, exchange perceptions, and work towards agreements. An arbitrator does not resolve the charge or impose a decision on the parties.
False
This conflict handling style is high on both assertiveness and cooperation. It is the strategy to use for achieving the best outcome from conflict, with the objective to find a win-win solution.
Collaboration
According to “Six Habits of Merely Effective Negotiators,” by James K. Sebenius, reaching an agreement requires understanding and addressing your counterpart’s problem as a means of solving your own.
True
The integrative approach to negotiations is the traditional “fixed-pie” approach, where an increase on one side results in a decrease on the other side.
False
Positive outcomes of conflict include all of the following except
Quicker resolution of issues
Power derived from dependency is increased due to all of the following, except
Conformity
Which of the conflict handling styles may be habitual to individuals with a high need for affiliation personality trait?
Avoidance
