MAN 3240 Exam 3 Study Guide
(Chapters 11, 12, 13, 14, 15) Questions
with Guaranteed Pass Solutions.
______ is the process that begins when one party perceives that the other party has negatively
affected or is about to negatively affect something that is important to the party - Answer
Conflict
You overhear the following as part of a conversation in the lunchroom at work. "Dan and Steve
just don't like each other. Personality wise, they're like oil and water. I think they actually do
hate each other." Which of the following causes of organizational conflict appears to be most at
play here? - Answer affective
You are at a department meeting. The speaker makes the following comments: "Come on,
team! We've already made the decision to move the product launch up by 2 weeks. There's a
lot of work to be done so let's put aside our differences and get everyone rowing in the same
direction and in sync." Which of the source of organizational conflict is the speaker most likely
addressing? - Answer process
You're the manager of a baseball team fighting for a playoff spot. There's one game left on the
schedule. If you win, you're in. If you don't, you're out. This year, you've got the league's top
two home run hitters. Garvey has hit 37 and Smith has hit 36. Both are prima donnas and you
suspect they don't like each other much. You know that winning the home run crown comes
with significant bonus money and bragging rights. Both Garvey and Smith make no bones about
coveting the title. What is the best way to manage this conflict? - Answer emphasize that it's a
team sport, making both players understand that both of them are needed for the team to win
Conflict that aligns with the goals of the organization and improves performance is called
______ - Answer productive conflict
The "good cop-bad cop" routine features a negotiating team of two people. One person takes
the role of the nice guy. The other is mean and nasty. The bad cop is most likely an example of
which of the following conflict resolution styles? - Answer dominating
Which of the following statements is most likely made by a person practicing an integrative
conflict resolution approach? - Answer In order for us to be successful over the long haul,
we've got to create a partnership that is a win-win for both of us
Which of the following statements is false with respect to team conflict and performance? -
Answer Top performing teams assign work by seniority and rank
,Some supervisors engage in hostile behavior known as _____ - Answer abusive supervision
A famous celebrity actress has been accused of a crime. A jury pool has been put together
consisting of other celebrity actors and actresses. This is most likely which of the following third-
party interventions? - Answer peer review
In resolving conflict across cultures, research conducted on 409 expatriates suggests all of the
following actions, except ______ - Answer achieve your objective by any means possible
Which of the following choices delineates the proper sequence in the negotiation process? -
Answer preparation, building the relationship, bidding, and implementation
You are about to embark upon a difficult negotiation project. You're looking for a supplier of
lamps. Normally, you would deal with KC Corporation, a company in which your company has a
15% equity stake. Your company has been partnering with KC Corporation for over 20 years, but
their factory in the Dominican Republic has been temporarily knocked out of action by a severe
hurricane. You need these lamps to fill an order for an important customer now, so you need a
supplier to come in for just a limited time. These set of circumstances most likely will result in
______ - Answer distributive bargaining
Which of the following best describes integrative bargaining? - Answer Integrative bargaining
searches for a "win-win" situation by crafting a creative approach that engages the needs of all
parties
The following is a quote from renowned author Harper Lee's classic novel To Kill a Mockingbird.
"You never really understand a person until you consider things from his point of view--until you
climb into his skin and walk around in it." A skilled negotiator who embraces this principle is
practicing ______ - Answer perspective taking
abusive supervision - Answer hostile behavior toward followers that may include ridiculing,
spreading rumors, taking credit for work done by followers, giving the "silent treatment,"
and/or withholding information
affective conflict - Answer conflict that engenders strong emotions such as anger or disgust
alternative dispute resolution - Answer methods to resolve conflict that both parties agree to
without involving litigation
ambient impact - Answer collective deviant behavior that creates a hostile working
environment
, arbitration - Answer both parties agree in advance to accept a decision, and it is made by a
neutral third party
conciliation - Answer calling in a neutral third party to attempt to resolve the conflict
conflict - Answer "the process that begins when one party perceives that the other has
negatively affected, or is about to negatively affect, something that he or she cares about"
contingency contract - Answer contracts that bridge concerns about future events that are
brought up during the negotiation, and they become part of the agreement
deviant behavior - Answer "aggression, bullying, harassment, incivility and social
undermining"
direct effects - Answer an employee is the target of a coworker's deviant act
expanding pie - Answer enlarging the pool of resources so that a negotiation can end in a
"win-win" agreement where both feel that they got the best possible outcome
facilitation - Answer when a leader intervenes to resolve a conflict
fixed pie - Answer only a limited amount of goods are divided, and the goal is to get the
largest share
indirect effects - Answer an employee is affected by learning of another coworker's deviant
behaviors
integrative bargaining - Answer parties do not see the process as a zero-sum game, and they
believe that an agreement can be reached that satisfies all concerns
mediation - Answer when a third-party neutral person is called in to resolve a conflict
negotiation - Answer discussion aimed at reaching an agreement
ombudsperson - Answer a person who hears grievances on an informal basis and attempts to
resolve them
(Chapters 11, 12, 13, 14, 15) Questions
with Guaranteed Pass Solutions.
______ is the process that begins when one party perceives that the other party has negatively
affected or is about to negatively affect something that is important to the party - Answer
Conflict
You overhear the following as part of a conversation in the lunchroom at work. "Dan and Steve
just don't like each other. Personality wise, they're like oil and water. I think they actually do
hate each other." Which of the following causes of organizational conflict appears to be most at
play here? - Answer affective
You are at a department meeting. The speaker makes the following comments: "Come on,
team! We've already made the decision to move the product launch up by 2 weeks. There's a
lot of work to be done so let's put aside our differences and get everyone rowing in the same
direction and in sync." Which of the source of organizational conflict is the speaker most likely
addressing? - Answer process
You're the manager of a baseball team fighting for a playoff spot. There's one game left on the
schedule. If you win, you're in. If you don't, you're out. This year, you've got the league's top
two home run hitters. Garvey has hit 37 and Smith has hit 36. Both are prima donnas and you
suspect they don't like each other much. You know that winning the home run crown comes
with significant bonus money and bragging rights. Both Garvey and Smith make no bones about
coveting the title. What is the best way to manage this conflict? - Answer emphasize that it's a
team sport, making both players understand that both of them are needed for the team to win
Conflict that aligns with the goals of the organization and improves performance is called
______ - Answer productive conflict
The "good cop-bad cop" routine features a negotiating team of two people. One person takes
the role of the nice guy. The other is mean and nasty. The bad cop is most likely an example of
which of the following conflict resolution styles? - Answer dominating
Which of the following statements is most likely made by a person practicing an integrative
conflict resolution approach? - Answer In order for us to be successful over the long haul,
we've got to create a partnership that is a win-win for both of us
Which of the following statements is false with respect to team conflict and performance? -
Answer Top performing teams assign work by seniority and rank
,Some supervisors engage in hostile behavior known as _____ - Answer abusive supervision
A famous celebrity actress has been accused of a crime. A jury pool has been put together
consisting of other celebrity actors and actresses. This is most likely which of the following third-
party interventions? - Answer peer review
In resolving conflict across cultures, research conducted on 409 expatriates suggests all of the
following actions, except ______ - Answer achieve your objective by any means possible
Which of the following choices delineates the proper sequence in the negotiation process? -
Answer preparation, building the relationship, bidding, and implementation
You are about to embark upon a difficult negotiation project. You're looking for a supplier of
lamps. Normally, you would deal with KC Corporation, a company in which your company has a
15% equity stake. Your company has been partnering with KC Corporation for over 20 years, but
their factory in the Dominican Republic has been temporarily knocked out of action by a severe
hurricane. You need these lamps to fill an order for an important customer now, so you need a
supplier to come in for just a limited time. These set of circumstances most likely will result in
______ - Answer distributive bargaining
Which of the following best describes integrative bargaining? - Answer Integrative bargaining
searches for a "win-win" situation by crafting a creative approach that engages the needs of all
parties
The following is a quote from renowned author Harper Lee's classic novel To Kill a Mockingbird.
"You never really understand a person until you consider things from his point of view--until you
climb into his skin and walk around in it." A skilled negotiator who embraces this principle is
practicing ______ - Answer perspective taking
abusive supervision - Answer hostile behavior toward followers that may include ridiculing,
spreading rumors, taking credit for work done by followers, giving the "silent treatment,"
and/or withholding information
affective conflict - Answer conflict that engenders strong emotions such as anger or disgust
alternative dispute resolution - Answer methods to resolve conflict that both parties agree to
without involving litigation
ambient impact - Answer collective deviant behavior that creates a hostile working
environment
, arbitration - Answer both parties agree in advance to accept a decision, and it is made by a
neutral third party
conciliation - Answer calling in a neutral third party to attempt to resolve the conflict
conflict - Answer "the process that begins when one party perceives that the other has
negatively affected, or is about to negatively affect, something that he or she cares about"
contingency contract - Answer contracts that bridge concerns about future events that are
brought up during the negotiation, and they become part of the agreement
deviant behavior - Answer "aggression, bullying, harassment, incivility and social
undermining"
direct effects - Answer an employee is the target of a coworker's deviant act
expanding pie - Answer enlarging the pool of resources so that a negotiation can end in a
"win-win" agreement where both feel that they got the best possible outcome
facilitation - Answer when a leader intervenes to resolve a conflict
fixed pie - Answer only a limited amount of goods are divided, and the goal is to get the
largest share
indirect effects - Answer an employee is affected by learning of another coworker's deviant
behaviors
integrative bargaining - Answer parties do not see the process as a zero-sum game, and they
believe that an agreement can be reached that satisfies all concerns
mediation - Answer when a third-party neutral person is called in to resolve a conflict
negotiation - Answer discussion aimed at reaching an agreement
ombudsperson - Answer a person who hears grievances on an informal basis and attempts to
resolve them
