MAN 4401 EXAM REVIEW QUESTIONS AND
100% CORRECT ANSWERS!!
Chapter 1
Chapter 1
One of the four levels of conflict is intragroup conflict. Which of the following descriptions
fit intragroup conflict?
These conflicts occur among team and workgroup members and within families, classes, living
units, and tribes.
BATNA stands for
best alternative to a negotiated agreement.
Interdependent parties' relationships are characterized by
Interlocking goals
A situation in which both parties are trying to find a mutually acceptable solution to a
complex conflict is known as which of the following?
Win-win
Negotiators pursuing the yielding strategy
show little interest or concern in whether they attain their own outcomes, but are quite interested
in whether the other party attains his or her outcomes.
Tangible factors
include the price or terms of the agreement.
To most people unfamiliar with the textbook, the words "bargaining" and "negotiation"
are
Interchangeable
According to the text, which of the following is not a reason negotiation occurs?
, to agree on a price and end the haggling over a used car
Which of the following is not an intangible factor in a negotiation?
final agreed-upon price on a contract
Which of the following situation would be appropriate for a value-creating tactic or
strategy?
a distributive situation
An individual who pursues his or her own outcomes strongly and shows little concern for
whether the other party obtains their desired outcomes is using which of the following
strategies?
contending
Parties pursuing which strategy shows little interest or concern in whether they attain their
own outcomes, and do not show much concern about whether the other party obtains his or
her outcomes?
Inaction
Which of the following situations would be appropriate for a value claiming strategy or
tactic?
A distributive situation
Which of the following statements is not true of concessions?
A concession happens when one party suggests alterations to the other party's proposal.
Which is not a characteristic of all negotiation situations?
an established set of rules
Which of the following situations would the integrating style of conflict management be
inappropriate?
when an immediate decision is required
100% CORRECT ANSWERS!!
Chapter 1
Chapter 1
One of the four levels of conflict is intragroup conflict. Which of the following descriptions
fit intragroup conflict?
These conflicts occur among team and workgroup members and within families, classes, living
units, and tribes.
BATNA stands for
best alternative to a negotiated agreement.
Interdependent parties' relationships are characterized by
Interlocking goals
A situation in which both parties are trying to find a mutually acceptable solution to a
complex conflict is known as which of the following?
Win-win
Negotiators pursuing the yielding strategy
show little interest or concern in whether they attain their own outcomes, but are quite interested
in whether the other party attains his or her outcomes.
Tangible factors
include the price or terms of the agreement.
To most people unfamiliar with the textbook, the words "bargaining" and "negotiation"
are
Interchangeable
According to the text, which of the following is not a reason negotiation occurs?
, to agree on a price and end the haggling over a used car
Which of the following is not an intangible factor in a negotiation?
final agreed-upon price on a contract
Which of the following situation would be appropriate for a value-creating tactic or
strategy?
a distributive situation
An individual who pursues his or her own outcomes strongly and shows little concern for
whether the other party obtains their desired outcomes is using which of the following
strategies?
contending
Parties pursuing which strategy shows little interest or concern in whether they attain their
own outcomes, and do not show much concern about whether the other party obtains his or
her outcomes?
Inaction
Which of the following situations would be appropriate for a value claiming strategy or
tactic?
A distributive situation
Which of the following statements is not true of concessions?
A concession happens when one party suggests alterations to the other party's proposal.
Which is not a characteristic of all negotiation situations?
an established set of rules
Which of the following situations would the integrating style of conflict management be
inappropriate?
when an immediate decision is required
