Capital One invites employees to work on special projects during hackathons. Employees can explore new technologies, rapidly push development forward, or just expand their network to include more colleagues interested in innovation. There’s always the possibility that more employees want to participate in the hackathon than there are roles available. If you were a hackathon team manager, how could you best address the conflict created by having more volunteers than open roles?

Stimulate conflict by making volunteers compete for the available roles.

Control conflict by expanding the resource base.

Eliminate conflict by avoiding the volunteers.

Eliminate conflict by assigning volunteers to another project team.

Your group mostly works well together. Sometimes there is conflict, but you address such conflicts with equal concern for all involved. Which resolution approach do you tend to use?


Interpersonal problem solving



Select the answer that best completes the sentence.

At Tate & Associates, employees generally work a standard workweek of Monday through Friday, from 9:00 AM to 5:00 PM. Since you commute from a long distance, you recognize you could work more hours if you could work from home. You and your manager must come to an agreement that meets your needs and those of the organization. You will have to engage in the process of    .

Imagine yourself in the situation posed in the question. Then choose the best answer.

You are heading the task force from your labor union. The issue? The company doesn’t want to offer raises, but the labor union believes employees deserve them.

In preparation, you identify all possible outcomes and the probability of each outcome. Which approach to negotiation are you using?

Cognitive approach

Situational characteristics

Individual differences

Game theory

Choose the answer that best addresses the question posed.

Negotiators can succeed if they can predict when and how their adversary might deviate from a rational pattern during negotiations. Imagine you are the vendor for a major company. The company wants a discount and is threatening to go to a competing firm. You emphasize that it would be a shame, since the company already invested millions with your firm. Which cognitive bias are you using?


Fixed-sum outcomes

Escalation of commitment

Overreliance on readily available information