Chapter 12 Quiz

Accommodative Style

People with this orientation may be generous or self-sacrificing just to maintain a relationship.

Sharing Style

People following this style prefer moderate but incomplete satisfaction for both parties, which results in a compromise.

Scarcity

People want more of what they can have less of

Reciprocity

people repay in kind

Strategic Networks

A network created by managers for identifying and capitalizing on new opportunities for the company.

Consistency

people align with their clear commitments

Social Proof

People follow the lead of similar others

Operational Networks

A network of relationships with coworkers for doing one's assigned tasks effectively.

Peer Leadership Networks

A system of social ties among leaders who are connected through shared interests and commitments.

c. Strategic Network

Alfred, the director of a large company producing construction materials, is linked through a professional network to several market research analysts. Alfred's goal is to identify potential business opportunities, new markets, and trends based on which products can be developed from the inputs provided by the analysts. Which leadership network is Alfred using to achieve his goals? a. Peer leadership network b. Personal network c. Strategic network d. Operational network

c. Competitive style

Anna is a talented and ambitious engineer. She is aggressive and places her personal goals over the collective goals of her team. She does not hesitate to reach her goals at the expense of others. Which of the following conflict management styles best described Anna's behavior? a. Avoidant style b. Collaborative style c. Competitive style d. Accommodative style

collaborative

Boris is criticized by his manager for his low productivity levels in the past month. Boris acknowledges that he has been underperforming and states that he would look at ways to improve his productivity. This scenario is an example of the _____ style of conflict management.

avoidant

Juliet is a manager heading a team of competitive and talented individuals. She does not interfere when differences of opinion arise among her team members and allows them to sort out problems by themselves. Juliet is adopting the _____ style of conflict management.

e. Speak to the person in an easy-to-understand manner and look for signs of misunderstanding, such as blank expressions.

Enzo is chosen by his company's senior management to negotiate a deal with a raw material supplier from a different country. Enzo prepares himself for the meeting with the supplier company's representative with all the necessary details. Since cultural differences can play a major role during the negotiation, what steps should Enzo take to ensure that cultural barriers are minimized? a. Speak a few basic words and phrases in the language of the other person. b. Look for signs of misunderstanding, such as blank expressions. c. Speak to the person in an easy-to-understand manner. d. Give more importance to the style and personal appearance of the person. e. Speak to the person in an easy-to-understand manner and look for signs of misunderstanding, such as blank expressions.

adapt the message to the listeners' interests and motivations

George, the chief executive officer of Bright Automotive Inc., plans to address the production department about the company's plans for the next year. In order to make his speech persuasive, George should _____.

Collaborative Style

People using this approach are genuinely concerned about arriving at a settlement that meets the needs of both parties.

d. Making the rounds

Saul, a scientist leading a group of researchers in a project, often drops by their work stations and has informal chats with them. Which of the following best describes Saul's actions? a. Reciprocity b. Front-loaded communication c. Selective listening d. Making the rounds

high-density network

The technology heads of major automobile companies of a country are in a group on a social media network. They are closely acquainted with each other and often exchange industry-related information. According to the strength-of-ties perspective, this network is considered to be a(n) _____.

b. Mark, the leader of the finance team in a company, clearly communicates to his subordinates that he needs the expenditure reports for the month in a day's time.

Which of the following examples shows the use of a power-oriented linguistic style? a. Estelle, a manager, often delivers lengthy talks to her subordinates before reaching a conclusion. b. Mark, the leader of the finance team in a company, clearly communicates to his subordinates that he needs the expenditure reports for the month in a day's time. c. Norton, the chief executive officer of a large industrial conglomerate, delivers a speech completely driven by research and statistics at the annual business meet. d. Vincent uses an extensive amount of technical jargon when presenting a project proposal to the top management of his company.

a. Jordan places key ideas in the beginning when sending emails about annual targets to his subordinates.

Which of the following examples shows the use of inspirational communication? a. Jordan places key ideas in the beginning when sending emails about annual targets to his subordinates. b. Edgar indulges in indirect talk when communicating about project deadlines to his team members. c. Samuel uses the passive voice when composing memos and letters to be sent to his employees. d. Justin uses a large amount of technical jargon when giving project presentations to his team.

a. The final compromise is closer to the true demand if negotiations open realistically.

Which of the following is true of negotiating strategies? a. The final compromise is closer to the true demand if negotiations open realistically. b. Brainstorming strategies involve the exchange of goods and services between parties. c. Listening first to the other side is perceived as a sign of weakness. d. Negotiations must focus on positions rather than interests.

d. Clear ideas at the outset of a session make an individual a strong persuader.

Which of the following is true of the power-oriented linguistic style? a. Higher emphasis should be placed on indirect talk. b. It is essential to be bold about people and tentative about ideas. c. The passive voice should be extensively used when communicating through writing. d. Clear ideas at the outset of a session make an individual a strong persuader.