BU288 OB MIDTERM 1 FINAL PAPER 2026
COMPLETE RESPONSE SET GRADED A+
◉ Which of the following is not a distributive negotiation tactic?
A) Verbal persuasion
B) Threats
C) Concessions
D) Promises
E) Enlarging the pie Answer: E) Enlarging the pie
◉ Which of the following are integrative negotiation tactics?
A) Framing differences as opportunities
B) Cutting costs
C) Copious information exchange
D) Increasing resources
E) All of the above Answer: A) Framing differences as opportunities
◉ Which of the following statements concerning compromise is
false?
A) Compromise involves each party giving up something with the
expectation that it will receive something
in exchange.
,B) Compromise is especially useful for resolving conflicts that stem
from power differences.
C) Compromise is especially useful for resolving conflicts that stem
from scarce resources.
D) Effective compromises are highly dependent on the bargaining
skills and the good will of the bargainers.
E) The goal of compromise is to establish rules of exchange to
resolve conflict. Answer: B) Compromise is especially useful for
resolving conflicts that stem from power differences.
◉ Superordinate goals are
A) goals that can only be achieved through distributive negotiation.
B) goals that have the highest priority in the organization.
C) goals that are most likely to provoke dysfunctional organizational
politics.
D) goals that are used to stimulate conflict.
E) goals that can only be achieved by collaboration between
conflicting parties. Answer: E) goals that can only be achieved by
collaboration between conflicting parties.
◉ A superordinate goal is a goal that requires
A) competition
B) conflict
C) compromise
,D) accommodation
E) collaboration Answer: E) collaboration
◉ In the labour dispute, a third party was assigned to decide on the
wage rate the company would have to pay the
union. In this case, we can be fairly certain that
A) the appointment of a mediator has been mandated by law.
B) an arbitrator was assigned because integrative negotiation failed.
C) a mediator was assigned because integrative negotiation failed.
D) an arbitrator was assigned because distributive negotiation
failed.
E) a mediator was assigned because distributive negotiation failed.
Answer: D) an arbitrator was assigned because distributive
negotiation failed.
◉ Compared with people having Type B personalities, people with
Type A personalities
A) are more relaxed and easy going.
B) achieve higher occupational success.
C) exhibit more job dissatisfaction.
D) are less effective in situations requiring persistence, endurance or
speed.
E) are less prone to coronary heart disease. Answer: B) achieve
higher occupational success.
, ◉ Which aspect of the Type A behaviour pattern is most responsible
for adverse physiological reactions that lead
to heart disease?
A) Persistence
B) Impatience
C) Hostility
D) Work involvement
E) Competitiveness Answer: C) Hostility
◉ The book suggests that conflict can promote organizational
survival by
A) creating a strong organizational culture.
B) removing poor performers.
C) creating stress which triggers individual defence mechanisms.
D) signaling the organization's strength to outside parties.
E) provoking change and adaptation. Answer: E) provoking change
and adaptation.
◉ Introducing a superordinate goal is an example of
A) third party involvement.
B) distributive negotiation tactics.
COMPLETE RESPONSE SET GRADED A+
◉ Which of the following is not a distributive negotiation tactic?
A) Verbal persuasion
B) Threats
C) Concessions
D) Promises
E) Enlarging the pie Answer: E) Enlarging the pie
◉ Which of the following are integrative negotiation tactics?
A) Framing differences as opportunities
B) Cutting costs
C) Copious information exchange
D) Increasing resources
E) All of the above Answer: A) Framing differences as opportunities
◉ Which of the following statements concerning compromise is
false?
A) Compromise involves each party giving up something with the
expectation that it will receive something
in exchange.
,B) Compromise is especially useful for resolving conflicts that stem
from power differences.
C) Compromise is especially useful for resolving conflicts that stem
from scarce resources.
D) Effective compromises are highly dependent on the bargaining
skills and the good will of the bargainers.
E) The goal of compromise is to establish rules of exchange to
resolve conflict. Answer: B) Compromise is especially useful for
resolving conflicts that stem from power differences.
◉ Superordinate goals are
A) goals that can only be achieved through distributive negotiation.
B) goals that have the highest priority in the organization.
C) goals that are most likely to provoke dysfunctional organizational
politics.
D) goals that are used to stimulate conflict.
E) goals that can only be achieved by collaboration between
conflicting parties. Answer: E) goals that can only be achieved by
collaboration between conflicting parties.
◉ A superordinate goal is a goal that requires
A) competition
B) conflict
C) compromise
,D) accommodation
E) collaboration Answer: E) collaboration
◉ In the labour dispute, a third party was assigned to decide on the
wage rate the company would have to pay the
union. In this case, we can be fairly certain that
A) the appointment of a mediator has been mandated by law.
B) an arbitrator was assigned because integrative negotiation failed.
C) a mediator was assigned because integrative negotiation failed.
D) an arbitrator was assigned because distributive negotiation
failed.
E) a mediator was assigned because distributive negotiation failed.
Answer: D) an arbitrator was assigned because distributive
negotiation failed.
◉ Compared with people having Type B personalities, people with
Type A personalities
A) are more relaxed and easy going.
B) achieve higher occupational success.
C) exhibit more job dissatisfaction.
D) are less effective in situations requiring persistence, endurance or
speed.
E) are less prone to coronary heart disease. Answer: B) achieve
higher occupational success.
, ◉ Which aspect of the Type A behaviour pattern is most responsible
for adverse physiological reactions that lead
to heart disease?
A) Persistence
B) Impatience
C) Hostility
D) Work involvement
E) Competitiveness Answer: C) Hostility
◉ The book suggests that conflict can promote organizational
survival by
A) creating a strong organizational culture.
B) removing poor performers.
C) creating stress which triggers individual defence mechanisms.
D) signaling the organization's strength to outside parties.
E) provoking change and adaptation. Answer: E) provoking change
and adaptation.
◉ Introducing a superordinate goal is an example of
A) third party involvement.
B) distributive negotiation tactics.
