1. The four basic varieties of conflict are goal conflict, cognitive conflict, affective conflict, and procedural conflict. Which conflict occurs when ideas and thought within the individual or between individuals are incompatible?   

1. Cognitive conflict
2. Goal conflict
3. Affective conflict
4. Procedural conflict  

2. __________ refers to a process in which a person or group perceives that its interests are being opposed or negatively impacted by another party.   

1. Resolution
2. Achievement
3. Conflict
4. Conformity  

3. There are five conflict resolution styles that represent different combinations of assertiveness and cooperativeness.  Which one of the approach tries to ignore the issues or deny that there is a problem (unassertive and uncooperative behaviors)?  

1. Forcing Style
2. Smoothing Style
3. Accommodating Style
4. Avoiding Style  

4. When using the accommodating style, an individual may act as though the conflict will go away in time and appeal for cooperation.  The accommodating style may be effective in short run when:  

a.      The individual is in a potentially explosive emotional conflict situation and smoothing is used to defuse it.

b.      Maintaining harmony and avoiding disruption is especially important in short run.

c.      There is enough interdependence to justify expending extra time and effort needed to make working through individual differences worthwhile.

a.      The conflicts are based primarily on the personalities of the individuals and cannot be easily resolved.  

5. ____________ is the process by which the two sides in a dispute exchange offers and counteroffers in an effort to find a mutually acceptable agreement.   

1. Agreement
2. Negotiation
3. Arbitration
4. Mediation  

6. ___________ is a third-party intervention in which the intervener does not have the authority to impose a solution; the intervener acts only as a facilitator.   

1. Agreement
2. Negotiation
3. Arbitration
4. Mediation  

7. ___________ is a third-party intervention in which the intervener can impose a solution; the intervener acts as a judge.   

1. Agreement
2. Negotiation
3. Arbitration
4. Mediation  

8. Which one of four basic types of negotiations is characterized by traditional win-lose, fixed-amount situations-where one party’s gain is the other party’s loss.   

a.      Distributive

b.      Integrative

c.      Attitudinal structuring

d.      Intraorganizational  

9. Time can be used as a powerful weapon by the win-lose negotiator.  Which of the following techniques is not used in Time Warp technique?  

a.      You are pressured to accept arbitrary deadlines

b.      The other party stalls or delays the progress of the negotiation

c.      You are expected to make all the concessions

d.      The other party increases pressure on you to settle quickly  

10. An ultimatum is a strategy that is designed to try to force one party to submit to the will of the other party.  Which of the following is not an indication of an ultimatum?  

a.      You are presented with a take-it-or-leave-it offer

b.      The other party overtly tries to force you to accept its demands

c.      Irrational behavior is followed by reasonable, sympathetic behavior

d.      The other party is unwilling to make concessions    

  Answer Key:  

1. A
2. C
3. D
4. C
5. B
6. D
7. C
8. A
9. C
10. C