SOLVED

51) The conflict-handling strategy that emphasizes “splitting the difference” is called a. avoiding. b. problem solving. c. yielding. d. compromising. e. forcing. 52) Ed is considered to be a “good boss” by his staff mostly because they know that if they complain loudly enough to him about something, he will give them everything that they want and ask for nothing in return. Ed’s approach to conflict handling is known as a. forcing. b. yielding. c. compromising. d. problem solving. e. avoiding. 53) A variety of factors leads to personality conflicts at work, including a. lack of motivation in teams. b. blaming others for mistakes. c. too much work. d. ineffective delegation. e. need for power. 54) Mia wants to use a problem-solving strategy to resolve a conflict in her office. Three employees are disputing the number of hours they have been paid for in their last paycheques. Mia a. views the conflict as constructive. b. plans to examine the hours on the employees’ time sheets, compare these with those recorded by accounts payable, and address any discrepancies. c. believes that the conflicting parties must show good faith by giving up something of true value. d. will take the dominating role when resolving the conflict. e. will attempt to reach a quick and/or temporary solution. 55) A process in which two or more parties exchange goods or services and attempt to agree upon the exchange rate for them is a. negotiation. b. conflict management. c. problem solving. d. BATNA. e. selective perception. 56) Every negotiation has three elements: a. issues, positions, and time. b. interests, alternatives, and resistance. c. resistance, interests, and time. d. issues, positions, and interests. e. party interests, individual interests, and time. 57) Distributive bargaining involves a. varying levels of resources. b. an unlimited amount of resources. c. negotiation based on the other party’s schedule. d. a limited amount of resources. e. ending with both parties as winners. 58) Mike is an expert negotiator who is always looking to find a solution to issues that enables all parties to feel like they have won. This approach is known as ________ bargaining. a. integrative b. distributive c. BATNA d. collective e. good faith 59) According to your text, which bargaining strategy is recommended for use in intra-organizational behaviour? a. BATNA b. distributive bargaining c. integrative bargaining d. problem solving bargaining e. interest based bargaining 60) SCENARIO 6-4 Labour and management at DJ Trucking Ltd. cannot agree upon a contract for the truck drivers. Each side contends that they are bargaining fairly, but no agreement appears to be possible. Referring to SCENARIO 6-4, both sides have agreed that resources are limited. Each feels that whatever side wins, the other side loses. They believe they are engaged ina. integrative bargaining. b. distributive bargaining. c. mediation. d. BATNA. e. company bargaining. 61) SCENARIO 6-4 Labour and management at DJ Trucking Ltd. cannot agree upon a contract for the truck drivers. Each side contends that they are bargaining fairly, but no agreement appears to be possible. Referring to SCENARIO 6-4, which of the following is a characteristic of distributive bargaining?a. a win-win solution b. a long-term focus c. primary interests that are congruent with each other d. opposition to the other bargaining party e. sensitivity to each other’s needs 62) SCENARIO 6-4 Labour and management at DJ Trucking Ltd. cannot agree upon a contract for the truck drivers. Each side contends that they are bargaining fairly, but no agreement appears to be possible. Referring to SCENARIO 6-4, another term for bargaining isa. negotiating. b. compromising. c. yielding. d. forcing. e. filtering. 63) If one accepts Deborah Tannen’s research, which suggests that men and women communicate differently, and for different purposes, then it would be reasonable to assume that gender differences in negotiations show that a. men are more difficult to negotiate with. b. women are better negotiators. c. women are more confident negotiators. d. there could be a difference in the way men and women negotiate. e. men will use BATNA more. 64) The lowest acceptable outcome, when negotiating, is called a. the victory point. b. the goal. c. the target point. d. the resistance point. e. the bargaining zone 65) When Ricki is at the annual budget meeting with her managers, she knows in advance that some of them will end up being unhappy because there is only so much money to go around. So some will lose, and some will win. This situation involves ________ bargaining. a. collective b. integrative c. bad faith d. distributive e. BATNA