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Exam 10: Managing Conflict and Negotiation

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Question 61

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What is added-value negotiation (AVN)? Describe the five steps involved in AVN.

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During added-value negotiation, the nego...

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Question 62

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In the U.S., persons suffering from depression and alcoholism are protected from discrimination by the Americans with Disabilities Act.

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Question 63

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An example of flexspace is:

Functional conflict can promote greater self-awareness.

Using evaluative language rather than descriptive language is one way to manage conflict effectively.

One practical application of the integrative approach to negotiation is that the parties cooperatively develop multiple deal packages while building a productive long-term relationship. This is known as added-value negotiation.

Describe at least 5 of the reasons that people avoid conflict. How should people deal with conflict, rather than avoiding it?

Describe the role that emotions can and should take in negotiation. How should a person prepare emotionally for an upcoming negotiation?

Any form of socially harmful behavior is known as:

Two supervisors, Justin and Shawn, had been given instructions to trim their group size by two people. Justin's personality tended to favor people. He was generally more sensitive to people, and was a thoughtful supervisor. Shawn was just the opposite. He was more concerned with group production, and considered people's feelings secondary to the work. Hence their approaches in trimming their teams were different. They could not see the other's point of view and hence they left the discussion thinking ill of each other. Which of the following types of conflict did Justin and Shawn experience?

Which of the following is not an unethical tactic to use in negotiations?

Laura is head of ABC Systems. She needs to allocate a fixed amount of funds to various projects. There are two top projects that Laura believes hold the most promise. She decides to arrange a structured debate for the two top proposals. Importantly, the assumptions of each proposal are identified, and a conflicting counterproposal is generated based on a different set of assumptions. Advocates of each position present and debate the merits of their proposal before Laura makes her decision. Which technique is Laura using to help her make a better decision?

Define the types of conflict. Discuss: Is conflict good or bad for organizations?

In resolving conflict, dealing with conflict states is far more important than dealing with conflict processes.

When conflict escalates, often the parties involved move from "light" to "heavy" tactics.

One reason some people may try to avoid conflict is that they are tending to sabotage themselves.

Employees' shared perceptions of policies, practices, and procedures are known as climate.

Good negotiators should show no emotion.

The integrative conflict handling style is characterized by:

What is incivility? How does it affect organizations? What can organizations do to reduce incivility?