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Exam 10: Managing Conflict and Negotiations

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Question 51

Multiple Choice

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The relationship between conflict intensity and performance outcomes can be described as

A) the higher the conflict intensity, the lower the performance.
B) the higher the conflict intensity, the higher the performance.
C) higher conflict intensity is related to moderate performance.
D) both high and low conflict intensity are related to lower performance.
E) conflict intensity is unrelated to performance.

F) A) and B)
G) B) and C)

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Question 52

Multiple Choice

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Trained _________,typically from outside agencies,are versed in relevant laws and case precedents.The parties agree ahead of time to accept the decision of this neutral person in a formal setting,often complete with evidence and witnesses.

A) mediators
B) arbitrators
C) facilitators
D) conciliators
E) ombudsmans

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

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Question 53

Multiple Choice

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Roger manages both Bill and Nancy.They are in an argument about who should handle a particular job.Roger encourages them to deal directly with each other in a positive and constructive manner.Roger is acting as a(n)

The styles of conflict handling are differentiated along two dimensions:

Dan Smith is a lawyer,representing Mom & Pop's Shop in a negotiations with its staff.Among other things,he notes that: 1.If he provides medical benefits,it will send the company into bankruptcy. 2.He is not authorized to address any vacation or sick time benefits. 3.He is unaware of any concerns with pension benefits. Statements 1 and 2 are outright lies.Statement 3 is misleading,because Dan is aware that management is studying some form of pension benefits,but hasn't come to any conclusion. What is the role of ethics in negotiations? Identify and discuss at least four questionable tactics in negotiation.

Ibide is a married,postgraduate student with a young son.She must balance academics,work,and family responsibilities.Ibide is experiencing pressure from all sides.Participation in academic work is more difficult because family and work responsibilities conflict,which tends to affect academic performance and social interactions. 1.Her graduate advisor is asking her to be his teaching assistant. 2.Her boss wants her to become the manager of the coffee shop,because she is so responsible. 3.Finally,her husband-another postgraduate student-is quite traditional and feels that she isn't paying enough attention to their son.He wants her to make a choice: extend her postgraduate studies or quit her job. Discuss the issue of work-family conflict,including identifying the various types of work-family conflict.What are the negative consequences of work-family conflict? What can organizations do to alleviate this?

___________ are members' interactions aimed at working through task and interpersonal disagreements.

Which of the following situations is most likely to result in conflict?