BU288 EXAM Testbank COMPLETE Questions And Answers | UPDATED

BU288 EXAM Testbank COMPLETE Questions And Answers | UPDATED Integrative negotiation occurs on the axis between A) avoiding and collaborating. B) avoiding and competing. C) avoiding and accommodating. D) avoiding and compromise. E) competition and accommodating. - ANSWER A) avoiding and collaborating. Which of the following is not a distributive negotiation tactic? A) Verbal persuasion B) Threats C) Concessions D) Promises E) Enlarging the pie - ANSWER E) Enlarging the pie Which of the following are integrative negotiation tactics? A) Framing differences as opportunities B) Cutting costs C) Copious information exchange D) Increasing resources E) All of the above - ANSWER A) Framing differences as opportunities Which of the following statements concerning compromise is false? A) Compromise involves each party giving up something with the expectation that it will receive something in exchange. B) Compromise is especially useful for resolving conflicts that stem from power differences. C) Compromise is especially useful for resolving conflicts that stem from scarce resources. D) Effective compromises are highly dependent on the bargaining skills and the good will of the bargainers. E) The goal of compromise is to establish rules of exchange to resolve conflict. - ANSWER B) Compromise is especially useful for resolving conflicts that stem from power differences. Superordinate goals are A) goals that can only be achieved through distributive negotiation. B) goals that have the highest priority in the organization. C) goals that are most likely to provoke dysfunctional organizational politics. D) goals that are used to stimulate conflict. E) goals that can only be achieved by collaboration between conflicting parties. - ANSWER E) goals that can only be achieved by collaboration between conflicting parties. A superordinate goal is a goal that requires A) competition B) conflict C) compromise D) accommodation E) collaboration - ANSWER E) collaboration In the labour dispute, a third party was assigned to decide on the wage rate the company would have to pay the union. In this case, we can be fairly certain that A) the appointment of a mediator has been mandated by law. B) an arbitrator was assigned because integrative negotiation failed. C) a mediator was assigned because integrative negotiation failed. D) an arbitrator was assigned because distributive negotiation failed. E) a mediator was assigned because distributive negotiation failed. - ANSWER D) an arbitrator was assigned because distributive negotiation failed. Compared with people having Type B personalities, people with Type A personalities A) are more relaxed and easy going. B) achieve higher occupational success. C) exhibit more job dissatisfaction. D) are less effective in situations requiring persistence, endurance or speed. E) are less prone to coronary heart disease. - ANSWER B) achieve higher occupational success.