Q41. In constituency negotiation, the manger is involved in negotiation with oth

Question

Q41. In constituency negotiation, the manger is involved in negotiation with other persons, with each party representing a broader constituency.
   a. True
   b. False

Q42. In __________, a neutral third party works with persons involved in a negotiation to help them resolve impasses and settle disputes
   a. Compromise.
   b. Hierarchical referral.
   c. Alternative dispute resolution.
   d. Collaboration.
   e. Goal displacement.

Q43. A common negotiation pitfall is the escalation of commitment to initial extreme demands.
   a. True
   b. False

Q44. Compromise can play a role in integrative negotiation when each party gives up something of perceived lesser value to gain something of greater value.
   a. True
   b. False

Q45. Disputes and open disagreements may erupt among units and people when workflow interdependence is high.
   a. True
   b. False

Q46. In assessing conflict management styles, cooperativeness refers to the desire to satisfy one's own needs and concerns.
   a. True
   b. False

Q47. Vertical conflict occurs between __________.
   a. Divisional levels.
   b. Functional levels.
   c. Work-group levels.
   d. Hierarchical levels.
   e. Occupational levels.

Q48. Smoothing is another label for the direct conflict management approach of accommodation.
   a. True
   b. False

Q49. Effective negotiation occurs when relationship issues are resolved and substance issues are maintained.
   a. True
   b. False

Q50. Actual or perceived resource scarcity can foster destructive competition in organizations.
   a. True
   b. False Q41. In constituency negotiation, the manger is involved in negotiation with other persons, with each party representing a broader constituency.
   a. True
   b. False

Q42. In __________, a neutral third party works with persons involved in a negotiation to help them resolve impasses and settle disputes
   a. Compromise.
   b. Hierarchical referral.
   c. Alternative dispute resolution.
   d. Collaboration.
   e. Goal displacement.

Q43. A common negotiation pitfall is the escalation of commitment to initial extreme demands.
   a. True
   b. False

Q44. Compromise can play a role in integrative negotiation when each party gives up something of perceived lesser value to gain something of greater value.
   a. True
   b. False

Q45. Disputes and open disagreements may erupt among units and people when workflow interdependence is high.
   a. True
   b. False

Q46. In assessing conflict management styles, cooperativeness refers to the desire to satisfy one's own needs and concerns.
   a. True
   b. False

Q47. Vertical conflict occurs between __________.
   a. Divisional levels.
   b. Functional levels.
   c. Work-group levels.
   d. Hierarchical levels.
   e. Occupational levels.

Q48. Smoothing is another label for the direct conflict management approach of accommodation.
   a. True
   b. False

Q49. Effective negotiation occurs when relationship issues are resolved and substance issues are maintained.
   a. True
   b. False

Q50. Actual or perceived resource scarcity can foster destructive competition in organizations.
   a. True
   b. False

Explanation / Answer

Answer 41.:  a. True

Managers need to plot out their own priorities and position, as well as what they think are the priorities and positions of each of the other team members during constituency negotiation.

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