Sociology Questions
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The accommodating strategy entails a _________ concern for your interests and a _________ concern for the interests of the other party. a. low, low b. low, high c. high, low d. high, high e. moderate, moderate
What does BATNA stand for? a. Before Arguing, Try Negotiating an Agreement b. Best Alternative To a Negotiated Agreement c. Biggest Advantage To Negotiating Anything d. By Afternoon, The Negotiator Adjourns e. Battered by Accelerating Tensions? Negotiate Away!
Which type of negotiation is a win-win in which the agreement involves no loss to either party? a. mediation b. conciliation c. distributive negotiation d. integrative negotiation e. arbitration
Which of the following is one of the four fundamental principles for integrative negotiation? a. insist on subjective fairness criteria b. focus on positions, not interests c. separate the people from the problem d. invent options for personal gain e. none of these
Which of the following is NOT a recommended conflict resolution behavior? a. expressing emotions b. meeting separately with the people in the conflict c. smoothing d. documenting e. reaching out
Which method is being used when multiple groups discuss issues separately and then discuss them together to better synthesize different viewpoints into a common framework? a. the dialectical method b. the diabolical method c. the devil's advocate method d. the Delphi method e. the nominal group technique
Which of the following is NOT one of the four fundamental principles of integrative negotiation? a. separate the people from the problem b. insist on objective fairness criteria c. invent options for mutual gain d. focus on positions, not interests e. all of these are fundamental principles
_________ refers to arguing vigorously for your own opinions and refusing to change your position regardless of what you will have to sacrifice. a. Retaliating b. Winning at all costs c. Demeaning the other party d. Displaying anger e. Avoiding the conflict
Which conflict resolution behavior entails writing down areas of agreement and disagreement to ensure common understanding and clear communication? a. documenting b. perspective taking c. smoothing d. reaching out e. focusing on interests rather than positions
By definition, __________ conflict occurs across different hierarchical levels in the organization. a. values b. task c. process d. vertical e. horizontal
When a third party builds a positive relationship between two parties, improves their communication, and facilitates their discussion, the process is called a. mediation. b. conciliation. c. distributive negotiation. d. integrative negotiation. e. arbitration.
What is the term for someone who investigates complaints and mediates fair settlements between aggrieved parties? a. euphonium b. odium c. autobahn d. ottoman e. ombudsman
When a third party is involved in a conflict and has the power to issue a binding settlement, the process is called a. mediation. b. conciliation. c. distributive negotiation. d. integrative negotiation. e. arbitration.
The further a conflict escalates, the ___________ it is to reverse. a. more likely b. more fun c. easier d. harder e. none of these
Which of the following is the chief disadvantage of arbitration? a. At least one party is likely to be unhappy with the outcome. b. It's slower than mediation. c. There is a chance that the process will not end in a settlement. d. It's more expensive than mediation. e. Most arbiters don't really know what they're doing.
In the ninth stage of Glasl's model of conflict escalation, ________, extermination of the opponent at the price of self-extermination is considered acceptable. a. together into the abyss b. threat as a strategy c. fragmentation of the enemy d. burn the unbelievers e. limited attempts to overthrow
Which of the following is the chief advantage of arbitration? a. It doesn't require the use of a third party. b. It usually leaves both parties satisfied. c. It always ends with a settlement. d. It's faster than mediation. e. It's cheaper than mediation.
When a conflict begins to escalate, one of the best ways to prevent further escalation is to a. use hostile body language to indicate that you're not willing to be pushed around. b. instigate a shouting match, but only if you're pretty sure you will win. c. intimidate the other party by acting more aggressively than they were expecting. d. react equivalently to the other party and not overact. e. rally other people to your side.
Which conflict resolution strategy embodies an "I win, you lose" mindset? a. compromising b. avoiding c. competing d. accommodating e. collaborating
In the seventh stage of Glasl's model of conflict escalation, ________, the opponent is no longer viewed as a person and slight personal damage is considered acceptable. a. together into the abyss b. threat as a strategy c. fragmentation of the enemy d. burn the unbelievers e. limited attempts to overthrow