LSUS MBA 704 EXAM 5 ACTUAL PAPER
2026 COMPLETE QUESTIONS AND
SOLUTIONS CERTIFICATION READY
◉ what type of conflict is where the individual is motivated to avoid
two or more negative but mutually exclusive goals
Answer: avoidance-avoidance
◉ what term is defined as a position that has expectations evolving
from established norms
Answer: role
◉ what type of conflict is between the person's personality and the
expectations of the role
Answer: person and the role conflict
◉ what type of conflict is contradictory expectations about how a
given role should be played
Answer: intrarole conflict
◉ what type of conflict results from the differing requirements of
two or more roles that must be played at the same time
,Answer: interrole conflict
◉ those with that type of disposition are able to cope successfully
with extreme stressors
Answer: hardiness
◉ what strategy includes: the goal is victory, distrust others, dig in to
your position, make threats, try to win a contest of will, and apply
pressure
Answer: hard strategy
◉ what strategy includes: the goal is agreement, trust others, change
your position easily, make offers, try to avoid a contest of will, and
yield to pressure
Answer: soft strategy
◉ the integrative approach requires the effective negotiator to use
what 5 skills
Answer: 1. establishing superordinate goals
2. separating the people from the problem
3. focusing on interests, not on positions
4. inventing options for mutual gain
5. using objective criteria
, ◉ what are the 5 types of low-risk negotiation techniques
Answer: 1. flattery
2. addressing the easy point first
3. silence
4. inflated opening position
5. oh, poor me
◉ what are the 4 types of high-risk negotiation techniques
Answer: 1. unexpected temper losses
2. high-balling
3. boulwarism (take it or leave it)
4. waiting until the last moment
◉ centralization and formalization, line-staff conflicts,
specialization, role ambiguity and conflict, no opportunity for
advancement, and restrictive, untrusting culture are what type of job
stressor
Answer: organizational structure and design
◉ power comes from being in the what three "right places"
Answer: 1. control over resources
2026 COMPLETE QUESTIONS AND
SOLUTIONS CERTIFICATION READY
◉ what type of conflict is where the individual is motivated to avoid
two or more negative but mutually exclusive goals
Answer: avoidance-avoidance
◉ what term is defined as a position that has expectations evolving
from established norms
Answer: role
◉ what type of conflict is between the person's personality and the
expectations of the role
Answer: person and the role conflict
◉ what type of conflict is contradictory expectations about how a
given role should be played
Answer: intrarole conflict
◉ what type of conflict results from the differing requirements of
two or more roles that must be played at the same time
,Answer: interrole conflict
◉ those with that type of disposition are able to cope successfully
with extreme stressors
Answer: hardiness
◉ what strategy includes: the goal is victory, distrust others, dig in to
your position, make threats, try to win a contest of will, and apply
pressure
Answer: hard strategy
◉ what strategy includes: the goal is agreement, trust others, change
your position easily, make offers, try to avoid a contest of will, and
yield to pressure
Answer: soft strategy
◉ the integrative approach requires the effective negotiator to use
what 5 skills
Answer: 1. establishing superordinate goals
2. separating the people from the problem
3. focusing on interests, not on positions
4. inventing options for mutual gain
5. using objective criteria
, ◉ what are the 5 types of low-risk negotiation techniques
Answer: 1. flattery
2. addressing the easy point first
3. silence
4. inflated opening position
5. oh, poor me
◉ what are the 4 types of high-risk negotiation techniques
Answer: 1. unexpected temper losses
2. high-balling
3. boulwarism (take it or leave it)
4. waiting until the last moment
◉ centralization and formalization, line-staff conflicts,
specialization, role ambiguity and conflict, no opportunity for
advancement, and restrictive, untrusting culture are what type of job
stressor
Answer: organizational structure and design
◉ power comes from being in the what three "right places"
Answer: 1. control over resources
