Exam 14: Conflict and Negotiation

A) direct confrontation
B) authoritative command
C) avoiding
D) pressurizing
E) competing tactics

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A) BATNA
B) margin of error
C) bid price
D) asking price
E) hidden value

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A) integrative
B) reflective
C) surface
D) distributive
E) reformatory

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A) integration
B) association
C) negotiation
D) unionization
E) differentiation

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A) It operates under zero-sum conditions.
B) It focuses on long-term relationships.
C) It involves high information sharing.
D) It attempts to create a win-win solution.
E) It is rarely used in labor-management negotiations.

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The traditional view of conflict argues ...

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A) Overall agreeableness is weakly related to negotiation outcomes.
B) Overall agreeableness is strongly related to negotiation outcomes.
C) Overall agreeableness is weakly related to negotiation outcomes only when the situation is stressful.
D) Overall agreeableness is strongly related to negotiation outcomes only when the situation is stressful.
E) Overall agreeableness is unrelated to negotiation outcomes.

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A) harmful and must be avoided
B) natural and helps generate discussion
C) necessary and improves creativity of a group
D) healthy and improves productivity
E) rational and cannot be avoided

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A) limited options of the arbitrator
B) heavy-handedness of the arbitrator
C) compulsory nature of the arbitration
D) voluntary nature of the arbitration
E) establishment of an agreement that is nonbinding

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