BA 302 Final
Which of the following statements is true? - american negotiators like to establish a strong relationship first while Chinese negotiators like to "get down to business" - Japanese negotiators have a higher tolerance for conflict as a way of working through issues than their American counterparts. - Japanese negotiators reveal more information during negotiations than their American counterparts - In collectivist cultures the use of deception during negotiations is more common than in individualistic cultures.
- In collectivist cultures the use of deception during negotiations is more common than in individualistic cultures.
men and wome tend to differ somewhat in their comm styles. which of the following statements regarding those differences is correct? - Women focus more on competition in their communication; men on cooperation. - Women use metaphors from the home; men from work. - In meetings, women tend to withhold their opinions more than men. - Men focus on requests in their communication; women on orders.
- In meetings, women tend to withhold their opinions more than men.
which of the following about email is true? - emails are considered highly information-rich - Some companies are so concerned about the amount of e-mail their employees receive that they are instituting "no e-mail Fridays." - email is the most popular medium of communication today - emotions can be easy to convey via email
- Some companies are so concerned about the amount of e-mail their employees receive that they are instituting "no e-mail Fridays."
Which statement regarding global leader characteristics is correct? - In Western and Latin cultures, leaders who speak in a monotonous voice convey the ability to control emotions. - Universally, people feel that honesty, trustworthiness and fairness are related to leadership effectiveness. - Transactional leaders are found to be the most influential leaders around the world. - There is no universal agreement on characteristics viewed as undesirable in leaders.
- Universally, people feel that honesty, trustworthiness and fairness are related to leadership effectiveness.
external communication about a client's product or service created for a specific receiver is: - a company report - a webpage - an ad - a press release
- a press release
The first step to an integrative approach to negotiation is - listening - exploring options to achieving goals - adopting a cooperative stance - adopting an adversarial stance
- adopting a cooperative stance
being affable, tolerant, sensitive, trusting, kind, and warm is - agreeableness - extraversion - conscientiousness - openness
- agreeableness
The availability of too much information leading to more and more time being spent on gathering information and thinking about it, resulting in no decisions being made is - satisficing - analysis paralysis - wildstorming - anchoring
- analysis paralysis
Nicholas is the production manager for a manufacturing firm. He has two supervisors who are experiencing conflict with each other based upon personality differences. Nicholas should have held a meeting last week to discuss next year's budget, but cancelled it because the two supervisors had a verbal confrontation on the shop floor the previous day. What conflict handling style is Nicholas demonstrating? - compromise - collaboration - avoidance - accommodation
- avoidance
Which of the following is NOT a recommended step in negotiating a higher salary for yourself? - overcome your fear - begin aggressively - get the facts - listen more than you talk
- begin aggressively
listening: - is an art, not a skill, and cannot be learned - doesn't require close attention to the sender so multitasking is possible. - can be demo'd to the sender by nonverbal signals like establishing eye contact - creates a bond between communicators, but doesn't increase communication flow or accuracy
- can be demo'd to the sender by nonverbal signals like establishing eye contact
The degree to which decision-making authority is concentrated at higher levels in an organization is - formalization - centralization - hierarchical levels - departmentalization
- centralization
the use of client lists by advertisers and businesses to promote goods and services is an example of the ________ influence tactic. - pressure - personal appeal - exchange - coalition
- coalition
a group where there's a great deal of camaraderie is a group experiencing - group action - cohesion - social loafing - collective efficacy
- cohesion
Maris Manufacturing is a unionized company producing customized metal units for the appliance and medical equipment industries. Each contract negotiation is a contentious affair for the union and management. However, over the past few months both union and management officials have become very concerned about the number of Maris union employees who are experiencing alcohol-related issues. Last month alone, six employees sought medical assistance under the employee assistance program. Management and union officials will be meeting next week to address the issue. This is an example of what conflict handling style? - accommodation - collaboration - compromise - competition
- collaboration
which of the following statements about comms is correct? - comm is the process by which info is exchanged between individuals, through a common system of symbols, signs or behavior. - miscommiunication is an annoyance, but seldom has serious consequences - between 10 and 20% of a manager's time is spent communicating - comm ability is particularly important in lower levels of organizations.
- comm is the process by which info is exchanged between individuals, through a common system of symbols, signs or behavior.
When a target agrees to a request and actively supports it, the target's response is - resistance - compliance - commitment - conformity
- commitment
Which of the following is a middle-ground conflict handling style characterized by an individual's desire to get his or her way but respect others' goals? - competition - avoidance - accommodation - compromise
- compromise
boundary spanning roles include coordinator and: - consul - cooperator - contributor - critic
- consul
when unfreezing for planned change it is important to - take things slowly; do not suggest a crisis is imminent - create a vision for change - communicate regarding change only on a need-to-know basis - provide rewards
- create a vision for change
which of the following is an aspect of crucial conversation? - crucial conversations are ones where opinions vary and emotions run strong - high-stakes conversations require less planning because they should be true to your emotions. - comms experts suggest using "but" not "and" in crucial convos. - crucial convos require rigid comm styles so they don't get off track.
- crucial conversations are ones where opinions vary and emotions run strong
Maria strongly disliked working in groups in college because she always felt there was someone who did not "pull his weight." However, now that she is a manager, she must organize teams in her firm. Which of the following is a tip to prevent social loafing she has received from other managers in her company? - evaluate team only, not the individual within the team - assign equal amounts of work to group members - choose a larger number of employees for each team - define each individual's tasks in front of the group
- define each individual's tasks in front of the group
Nelson is the manager of a marketing department in a medium sized company. Nelson has six employees reporting to him. In deciding the goals for the department for next quarter, Nelson is holding a meeting for employee input and direction. Nelson uses a(n) _________ style of decision making in the marketing department. - autocratic - democratic - laissez-faire - supportive
- democratic
Research on comm indicates that - effective comm can lead to emotional labor - effective comm skills are among the top skills sought by recruiters today - poor comm is seen as a causal factor in 10-20% of all accidents - although good communication helps retain effective performers, it doesn't increase a firm's market share.
- effective comm skills are among the top skills sought by recruiters today
In the communication process model, the task of translating an idea into words is called: - decoding - encoding - medium - noise
- encoding
experts make decisions in the intuitive decision-making models based on - climate - mood - experience - analysis
- experience
Whitt Company made a substantial monetary offer to Bob to leave his design job at Lincoln Industries and come to work at Whitt. The Whitt CEO, on hearing some complaints from members of the Whitt Board of Directors about the size of Bob's pay package, responded, "Bob is one of the few people in the industry who really understands what the customer wants and can design it into the product." Bob has ____________ power. - expert - legitimate - referent - legitimate
- expert
written communication should be used when - there's time urgency - ideas are simple - emotions or feelings need to be conveyed - facts need to be conveyed
- facts need to be conveyed
which of the following is considered a barrier to communication? - filtering - intention of communication - selective judgement - noise
- filtering
all of the following are rules for active listening EXCEPT: - find areas of agreement with the speaker - listen for feelings - note all cues - listen for message content
- find areas of agreement with the speaker
Rodney is a new project team leader. Jerome is chatting with him about some of the problems that could arise and prevent his team from being successful. Jerome offers which of the following pieces of advice to overcome barriers to team success? - floundering results from a lack of clear goals; clarify goals from the outset of the project - disagreements among team members may be the result of long simmering personality conflicts; it's not helpful to get involved in these disputes as it may just make it worse. - dominant personalities can only help a group; let those that are the most vocal have their say. - poor performance by a group member is probably due to lack of commitment; let those members go.
- floundering results from a lack of clear goals; clarify goals from the outset of the project
If two marketing groups within a firm's marketing department are vying against each other for a larger percentage of the budget, which option could the marketing manager consider that would be MOST effective in managing the conflict? - take a majority vote on what the two depts feel is the best budget allocation - focus the attention of the two groups on a common "enemy" such as another firm they can compete with for business - change the composition of the two depts - restructure the entire dept so teams are not used.
- focus the attention of the two groups on a common "enemy" such as another firm they can compete with for business
research shows that when managers are dealing with conflict they prefer which handling style? - compromising - accommodating - avoiding - forcing
- forcing
which of the following communication channels has the lowest info richness? - emails - formal written documents - blogs - telephone conversation
- formal written documents
Tuckman's Model of Group Development stages order is: - forming, norming, storming, performing, and adjourning - forming, storming, performing, norming, and adjourning - forming, performing, storming, norming, and adjourning - forming, storming, norming, performing, and adjourning
- forming, storming, norming, performing, and adjourning
what is the most challenging or difficult step in the rational decision-making process? - ID the problem - establish decision criteria - generate alternatives
- generate alternatives
compliance refers to - going along with proposed changes with little enthusiasm - the most negative reaction to a proposed change - defending the change and encouraging others to give their support to the change as well - being disturbed by changes without voicing those opinions
- going along with proposed changes with little enthusiasm
which of the following about storytelling is true? - helps employees understand simple concepts - the more frequently stories are shared, the lower the organizational commitment. - greater the strength of the stories shared in an organization, the greater the organization commitment - higher quality story relayed by an entrepreneur, the more employees will like him.
- greater the strength of the stories shared in an organization, the greater the organization commitment
Which of the following statements is correct with regard to the forming stage of group development? - leadership doesn't matter at this stage - group members are trying to learn about one another - members are cohesive and cooperative - members are trying to clarify what needs to be done and who needs to do it.
- group members are trying to learn about one another
which of the following is accurate regarding the nature of social roles in a team? - if social roles are filled, groups are more prone to suffer process losses - groups are more cohesive - group members are more likely to engage in social loafing - group members more likely to have biases
- groups are more cohesive
NASA endured the Challenger disaster when group members conformed with top managers' decisions that launching the space shuttle in freezing temperatures was better than missing the launch window. This is an example of what group process? - social loafing - cohesion - collective efficacy - groupthink
- groupthink
Arielle is part of a team charged with developing a new name for a product. This is an ___________ task. - development - production - idea generation - problem-solving
- idea generation
The BATNA is - the first phase of the negotiation process - a delaying tactic in negotiation - important to assisting you in deciding whether to accept an offer or not - the process of making concessions in negotiation.
- important to assisting you in deciding whether to accept an offer or not
Which of the following is a positive outcome of conflict in the organization? - increased creativity - accurate assumptions - enhanced volunteering behavior - individual task satisfaction
- increased creativity
high quality LMX is related to - increased job satisfaction - higher turnover - reduced organizational commitment - effort in building relationships
- increased job satisfaction
Access to specific knowledge or skills is _______________ power. - expert - information - referent - reward
- information
effective managers tend to use more - information-rich channels - verbal channels - written channels - nonverbal channels
- information-rich channels
Which of the following is the first phase of the negotiation process? - investigation - presentation - determining BATNA - bargaining
- investigation
which is a criterion one may use in deciding whether or not to filter a message? - status - month of the year - time available - knowledge and perception of speaker
- knowledge and perception of speaker
which of the following is a common mistake in negotiations? - letting your ego get in the way - deciding to negotiate - having realistic expectations - getting overly invested
- letting your ego get in the way
a self-directed team - manages itself but still has a team leader and has the potential for low, medium or high autonomy. - has a leader who resides outside the team and has the potential for low, medium or high autonomy - has a leader that resides outside the team and has the potential for low autonomy. - makes all decisions internally about leadership and how the work is done and has the potential for high autonomy.
- makes all decisions internally about leadership and how the work is done and has the potential for high autonomy.
mechanistic structures - are conductive to entrepreneurial activity and general innovativeness - maximize efficiency and minimize costs - enhance intrinsic motivation on the job - are flexible and react well to change
- maximize efficiency and minimize costs
Which of the following statements is true regarding the relationship between conflict and performance? - low conflict leads to medium performance - medium conflict leads to high performance - high conflict leads to high performance - low conflict leads to high performance
- medium conflict leads to high performance
an organization where all the nonessential functions are outsourced is a - strategic alliance - modular organization - matrix org - learning org
- modular organization
Claudia is a salesperson with a major department store chain that is currently running a "secret coupon sale." The program allows the salesperson to randomly award a savings coupon to any shopper of the salesperson's choice. Who the salesperson chooses to award the coupon to is a(n) - strategic decision - tactical decision - operational decision - programmed decision
- operational decision
storytelling is an effective form of communication for which of the following situations? - assigning tasks to an employee - explaining the benefit package changes to employees - orienting new employees to the company's culture - correcting an employee's approach to a project.
- orienting new employees to the company's culture
which of the following regarding power distance is correct? - people in high power distance countries expect unequal power disti in the social, political and economic areas - countries w/ high power distance tend to use participative decision making - countries high in power distance use sports metaphors more often in training - countries w/ high power distance defines the roles of team members very clearly.
- people in high power distance countries expect unequal power disti in the social, political and economic areas
Allan does not work for Core Company, but the human resource director calls him whenever he wants some advice on labor unions. Allan is classified as a _____________ in a social network analysis. - central connector - boundary spanner - external specialist - peripheral specialist
- peripheral specialist
which of the following is an individual antecedent of political behavior? - political skill - role ambiguity - availability of resources - tenure
- political skill
situational favorableness includes which of the following conditions? - leader-leader relations - position power - motivation level - people structure
- position power
Which of the following is the correct order of the phases in the creative decision-making model? - problem ID, incubation, immersion, illumination, verification and application - problem ID, immersion, incubation, illumination, verification and application - problem ID, illumination, immersion, incubation, verification, and application - problem ID, illumination, incubation, immersion, verification and application
- problem ID, immersion, incubation, illumination, verification and application
____________ power is more effective than formal power and is positively related to employee performance and organizational commitment. - legitimate - referent - reward - information
- referent
task interdependence - exists when team members work interdependently and combine efforts to create a team's outputs. - refers to one individual's output becoming another's input - involves team members workin on each task simultaneously - refers to degree that team members are dependent upon one another to get info, support or materials from other team members to be effective.
- refers to degree that team members are dependent upon one another to get info, support or materials from other team members to be effective.
ensuring that change becomes permanent and the new procedures become the norm is what stage of Lewin's model of planned change? - refreeze - unfreeze - assess - change
- refreeze
Jared is a member of the engineering department in the manufacturing firm and also serves on the Strategy 2015 team, which is crafting an engineering strategy for the firm's future. He has a "Do not miss" meeting in the engineering department scheduled for Wednesday at 8 a.m. and just received an urgent email about a "Can't miss" meeting for the strategy group at 8:15 a.m. Wednesday morning. Jared is experiencing - interpersonal conflict - role ambiguity - role conflict - group conflict
- role conflict
which of the following is an example of intrapersonal conflict? - role conflict - an argument between coworkers - a conflict with a customer - role reversal
- role conflict
Mark is the only individual in his organization who speaks Spanish fluently. His firm just purchased a firm located in Mexico. Mark's boss just told him how valuable he is to the firm. This scenario is an example of what factor in the strategic contingency model? - scarcity - dependent - independence - substitutability
- scarcity
which of the following statements regarding ethics and teams is accurate? - research demos that hierarchical systems always constrain team members more than a self-managed team does - self-managed teams are viewed as a technique to overcome negative aspects of bureaucracy. - Team pressure is less powerful than managerial control. - Team pressure is unlikely to result in unethical behavior by team members.
- self-managed teams are viewed as a technique to overcome negative aspects of bureaucracy.
Recent surveys indicate managers spend a majority of their time communicating with what group? - those external to organization - superiors - subordinates - others that are internal to the firm
- subordinates
Nina makes it a point to talk to her subordinates every day about what is going on in their personal lives. She always congratulates them when they share successes and has a kind word and "a shoulder to cry on" if necessary when things are not going well. Nina has a _____________ leadership style. - directive - supportive - participative - achievement-oriented
- supportive
To enhance organizational creativity, a manager might consider focusing on - team composition - employee pay - technical training - use of attainable goals
- team composition
With regard to conflict, which of the following statements is accurate? - the best solution often requires a discussion of varying opinions - a lack of disagreement may indicate employees are successfully matched - conflict is inherently bad - a key to a healthy discussion is a focus on personalities, not tasks.
- the best solution often requires a discussion of varying opinions
which of the following statements regarding the matrix structure is correct? - increases the frequency of informal communication but decreases the frequency of formal communication - the matrix structure is a response to uncertainty and dynamism in the environment - matrix structures adhere to the unity of command principle - matrix structures require managers to be more independent than traditional
- the matrix structure is a response to uncertainty and dynamism in the environment
all of the following statements are correct about top management teams EXCEPT - they are most effective when there's limited diversity in their composition - generally function without formal rules for team design or structure - important for symbolic roles - make decisions on new products, markets and expansions and divestitures
- they are most effective when there's limited diversity in their composition
which of the following is a key characteristic of authentic leaders? - they're afraid to act the way they are - they prioritize employee needs - they have no set priorities - they have high levels of personal integrity
- they have high levels of personal integrity
__________ leaders lead employees by aligning employee goals with the leader's goals - directive - transactional - transformational - achievement-oriented
- transformational
communication fulfills three main organizational functions which are - transmitting info, sharing emotions, and coordination - transmitting info, collab, and sharing emotions - control, collaboration, and coordination - sharing emotions, coordination, and control
- transmitting info, sharing emotions, and coordination
upward communication refers - travels from frontline employees to management - a single individual to many - travels from one dept to another - transmitted outside the organization
- travels from frontline employees to management
What has research shown to be true about nonverbal comm? - nonverbal cues are only minimally important - our gestures and other nonverbal movements are largely habitual and really don't convey much to an audience - when individuals are lying, they blink more frequently, shift their feed and shrug more often - only 7% of our message is conveyed through nonverbal communication while 55% is conveyed through the actual words of the message.
- when individuals are lying, they blink more frequently, shift their feed and shrug more often
a memo is an example of: - verbal comm - direct comm - nonverbal comm - written comm
- written comm
Marcus wants a record of his communication and is not physically near the person to whom he is communicating. He knows it will take the recipient of his communication some time to understand the message conveyed. What communication channel should Marcus utilize? - written report - meeting - telephone conversation - blog
- written report
Tuckman's Group Development Model sequences group evolution in the following order: forming, norming, storming, performing true/false
False
Which of the following statements about filtering information is accurate? - filtering is withholding info to manage a person's reactions - enables people to get the most accurate picture of a situation - people filter downward communication more than upward - to max the chances of sending effective comm, its advisable to use a single channel to send it.
Which of the following statements about filtering information is accurate?
which of the following represents a unique challenge with regard to the management of virtual teams? - building trust w/ virtual team - not being physically seen by managers - nature of communication used w/ virtual team - all of the above
all of the above
All decisions have major consequences and require much thought. true/false
false
Hindsight bias is is opposite of framing bias true/false
false
If a variety of knowledge, skills, and abilties is needed, if feedback from different organizational groups is needed, if tasks are largely independent, and if wide cooperation is needed to achieve mutual goals, then a team is needed. true/false
false
People do not welcome change whether it is favorable or not to them. true/false
false
decentralization is the concentration of decision making at higher levels in the organization true/false
false
decision trees are helpful in avoiding errors due to overconfidence bias true/false
false
emotional intelligence helps an individual attain the management ranks, but once there, mental intelligence becomes important true/false
false
generally speaking, the more cohesive a group is, the less productive it is because the preservation of individual feelings supersedes any task-oriented role. true/false
false
programmed decisions are unique, creative decisions true/false
false
tall structures have wider span of control than flat structures true/false
false
the nominal group technique involves using written responses to a series of questionnaires instead of physically bringing individuals together to make a decision true/false
false
the rational decision-making model limits the number of alternatives considered true/false
false
using any form of flattery in an appeal is an example of the exchange of influence tactic true/false
false
A firm's top management team often represents a variety of functional areas true/false
true
Coercive power works through fear and forces people to do things they otherwise would not consider. true/false
true
Conflict can result in both positive and negative outcomes. true/false
true
If conflict in an organization is too low, performance is also likely low. true/false
true
If your negotiating counterpart feels you are unfair or dishonest, he or she is less likely to make concessions. true/false
true
In the Milgram studies, participants were willing to administer harmful levels of voltage to learners when those learners provided incorrect answers. true/false
true
Initiating structure refers to task-based leadership behaviors true/false
true
Managing conflict and engaging in effective negotiations are key factors for a successful organization. true/false
true
The integrative approach is a new creative approach to negotiation that can lead to a "win-win" situation. true/false
true
The key to keeping conflict or disagreement healthy in an organization is to focus the discussion on the task, not the personalities. true/false
true
The platinum rule of negotiations is to care for others enough to treat them the way they want to be treated. true/false
true
a formal leader who holds a position of authority and may utilize the power that comes from that position as well as personal power to influence others true/false
true
cultures low in uncertainty avoidance are comfortable with change true/false
true
employees working in dynamic environments depend on their general mental abilities for good performance true/false
true
empowered teams have the responsibility and authority to achieve their goals true/false
true
intrapersonal conflict can arise due to role ambiguity and role conflict true/false
true
meaning of teamwork differs across cultures true/false
true
one reason why power can be so easily abused is because individuals are quick to conform true/false
true
servant leaders put their employees first true/false
true
social rules in a group or team include cooperator, communicator, and calibrator true/false
true
