MANA3335 Ch. 13 Practice Test

Which of the following is true of conflict among groups?

*A certain level of conflict among group members can spark creativity and initiative {A moderate level of conflict among group or organizational members can spark motivation, creativity, innovation, and initiative and raise performance}

Dezmon is the manager of a group that does not seem to be working very hard on its project. The performance norms are low, and he does not feel the group is very cohesive. What can Dezmon do to raise the performance of this group?

*Bring in new group members {This group may already have an informal leader. When informal leaders are working in the best interests of the organization, they can be a tremendous asset. However, when informal leaders work counter to the goals of the organization, they can cause significant difficulties, such as lower performance norms}

Which of the following are methods for stimulating conflict in an organization?

*Changing established procedures {Convincing conflicting parties to compromise is a method for resolving and eliminating conflict. Changing established procedures is a method of stimulating conflict}

While preparing to negotiate a new labor contract with the union, management discussed a variety of alternative tactics the union representatives might use. Which approach for negotiating is management using to try to predict how the negotiators might depart from perfect rationality?

*Cognitive {Game theory assumes that negotiators are rational at all times. Other research in negotiation has shown that negotiators often do not act rationally}

Nour's group gets along well and never experiences any conflict. All group members agree when someone has a new suggestion or idea. If no conflict is ever experienced, what might be the outcome for the group?

*Complacency {If there is absolutely no conflict in the group or organization, its members may become complacent and apathetic. As a result, group or organizational performance and innovation may begin to suffer}

Dajhia and Woojin have had many successful team encounters in the past, but they could not agree on the best location for a new facility. They each pointed out the benefits of their preferred location and dismissed the advantages of the other. What can they do to resolve their conflict?

*Conduct a systematic analysis and discussion {When two members of a site selection committee disagree over the best location for a new plant, each may be forced to more thoroughly study and defend his or her preferred alternative. As a result of more systematic analysis and discussion, the committee may make a better decision and be better prepared to justify it to others than if everyone had agreed from the outset and accepted an alternative that was perhaps less well analyzed}

Because of a downturn in the economy, Yui's sales staff has to work harder to make a sale and earn commissions. As a result, some of her staff have become competitive, and conflict has arisen about who should handle customers. Which method of managing conflict should Yui use so that employees are motivated and performance increases?

*Control the conflict {A moderate level of conflict between sales associates should produce better team performance. Therefore, Yui should manage the conflict so that it does not lead to destructive behavior or reduce cooperation among sales associates. However, she should not prevent, resolve, or eliminate the behavior}

Which approach to negotiation tries to predict how negotiators will depart from rationality and focuses on providing advice to negotiators actively involved in negotiations?

*Decision analytic {Situational characteristics are the context within which negotiation takes place. They include such things as the types of communication between negotiators, the potential outcomes of the negotiation, the relative power of the parties (both positional and personal), the time frame available for negotiation, the number of people representing each side, and the presence of other parties}

What is one method of controlling conflict?

*Enhancing coordination of interdependence {Hiring outsiders is a method of stimulating conflict. Enhancing coordination of interdependence is one of the methods of controlling conflict}

Eduardo manages a large furniture store just outside of Dallas. This week, the city closed the street in order to repave it, which has cut off all traffic to his store. Which type of conflict is Eduardo experiencing?

*Environmental conflict {Interorganizational conflict occurs between separate organizations. Introducing competitive conditions within the group is likely to create intragroup conflict between sales associates}

Which of the following is a method of controlling conflict?

*Expanding the resource base {One method of controlling conflict is to expand the resource base. Competing goals can also be a source of conflict among individuals and groups. When the resource base is expanded, competing goals might all be achieved}

In Kamiya's group, group members evolved through several role episodes. Initially, all team members did what others assumed they would do. Which role episode did this group begin with?

*Expected {The perceived role is what the individual perceives the sent role to mean}

Jolanta and several other colleagues have just been placed in a group to resolve quality issues on the plant floor. No one really knows each other, and Jolanta is trying to determine what is acceptable by reading cues from others. Which state of team development are Jolanta and her colleagues in?

*Forming {Performing, the final stage of group or team development, is also slow to develop. The team really begins to focus on the problem at hand. The members enact the roles they have accepted, interaction occurs, and the efforts of the group are directed toward goal attainment}

The sales department at Midwest Textiles has been together for years, and when they meet their identified objectives, they move on to new ones. Which type of group is the sales department considered to be?

*Functional group {An informal or interest group is created by its own members. The sales department was created by the organization. A functional group is a relatively permanent group created by the organization to accomplish a number of organizational purposes with an unspecified time horizon}

BelTech and SouthernCell are considering a merger. Before they even entered into negotiations, both companies had teams of professionals analyze every alternative and outcome with probabilities and numerical outcomes reflecting the preferences of negotiating parties for each outcome. Which negotiating approach are they using?

*Game theory {Game theory requires that every alternative and outcome be analyzed with probabilities and numerical outcomes reflecting the preferences of negotiating parties for each outcome}

Rabeya works with L'Meese and Tariq, but she does not know them well. L'Meese and Tariq are active in a lunchtime book club and invited Rabeya to join them. Rabeya joined because she enjoys reading. Why did Rabeya decide to join this group?

*Group activities {Rabeya did not join because she saw membership as instrumental in providing other benefits. Rabeya joined because the activities of the group appealed to her}

Jewel works as part of a team that is engaging, and she enjoys being a part of it. Even though the team members enjoy working with each other, they are all committed to performing at a high level. When cohesiveness and performance norms are high, what is the likely outcome?

*High performance {When norms are low, performance will be low, regardless of whether group cohesiveness is high or low}

Which of the following can generate conflict within an organization?

*Hiring outsiders {Matching personalities with work habits is used for controlling conflict. A useful method for stimulating conflict is to bring in one or more outsiders who will shake things up and present a new perspective on organizational practices}

What is the advantage to an organization that uses teams regularly?

*Increased flexibility and responsiveness {It is important to follow a logical and systematic approach to planning and implementing teams in an existing organization design}

Stacy has been involved with the group since it was formed. Although she is not the group leader, she is the most knowledgeable member of the team. A high level of competitiveness exists among the team members, and Stacy is the one who most team members go to for social or emotional support. When the group leader is unavailable, group members often go to Stacy for questions and advice. What is Stacy's role in this group?

*Informal leadership {An informal leader is a person who engages in leadership activities but whose right to do so has not been formally recognized. Stacy acts as an informal leader for the group, whose formal leader does not regularly engage in leadership of the group}

Which of the following is a factor that increases cohesiveness?

*Interaction {Ample opportunities for interaction increase the cohesiveness of a team}

Conflict between two teams within an organization is an example of which type of conflict?

*Intergroup {Conflict between two or more organizational groups is quite common. It is known as intergroup conflict}

Harmony School received a federal technology grant. The science department wants to use the funds to buy new computers and software to enable the department to run virtual labs. The administrative staff thinks the funds should be spent on a new intranet and office support software. Which type of conflict does this represent?

*Intergroup {Conflict between two or more organizational groups is quite common. It is known as intergroup conflict}

The production team started work on a project and then the development team changed the specs. The production team said the spec changes would increase the budget and delay final product delivery. The development team insisted that the product must be delivered according to the original schedule in order to meet a crucial sales window in the marketplace. Production said that the original schedule could be met only if the original specs were followed, but development insisted that the spec changes were necessary to be competitive in the marketplace. Which type of conflict is this?

*Intergroup {Conflict that arises between one organization and another is called interorganizational conflict. Conflict between two or more organizational groups is known as intergroup conflict}

Competition for scarce resources, especially funding, can often lead to which type of conflict within an organization?

*Intergroup conflict {Competition for scarce resources, especially funding, can often lead to intergroup conflict within an organization}

Pretty Industries tests some of its beauty products on lab animals. This has led to protests outside its corporate offices by animal protection groups. Which type of conflict is Pretty Industries experiencing?

*Interorganizational {Conflict that arises between one organization and another, or between an organization and its environment, is called interorganizational conflict}

A manufacturer of small gaskets realized it could not produce enough to fill the order from one of its customers and called to tell the customer the order will be delayed. This angered the organization that needed the parts for its own manufacturing process, and it demanded the parts be sent immediately. Which type of conflict occurred between the manufacturer and the company it was supplying?

*Interorganizational {Intergroup conflict arises between two or more organizational groups. Interorganizational conflict arises between one organization and another}

Jason manages a bakery on a busy street in Chicago. Most of the bakery's business is foot traffic as workers are heading into their offices for the day. When another bakery opened its doors around the corner, Jason saw his sales decline. He immediately began promoting daily specials to regain some of his clientele. The new bakery responded by offering deliveries to nearby offices. Jason has become concerned that these actions are beginning to have a substantial effect on his business. This is an instance of escalation of which type of conflict.

*Interorganizational conflict {Conflict can arise between an organization and other elements of its environment. An organization may conflict with a consumer group over claims it makes about its products}

Xavier and Rene, both of whom work in the admissions office, argue constantly about which company they should use to service the copy machine. Which type of conflict are they experiencing?

*Interpersonal {Interpersonal conflict is the conflict between two or more individuals that is almost certain to occur in any organization, given the great variety in perceptions, goals, attitudes, and so forth among its members}

Nila and Manoj cannot agree on the best way to handle a customer complaint. This customer has been a good customer for Nila in the past, and while she is training Manoj to take over this customer account, she does not agree with how he always manages them. Their manager has decided to sit down with both of them together to see how to best resolve this customer complaint. Which type of conflict resolution is their manager using?

*Interpersonal problem solving {Compromise involves coming to a single agreement somewhere near the middle of two different positions}

Andrew has been working a lot of hours at work in order to be caught up before leaving for vacation. Just before leaving for vacation, his boss texted him and asked him to review a report once more before sending it to a client. Andrew reviewed the report while on the airplane, but his spouse was annoyed. Which type of conflict is Andrew experiencing?

*Interrole {One common form is interrole conflict—conflict between roles. For example, if a person's boss says that he must work overtime and on weekends to get ahead, but at the same time his partner says that more time is needed at home with the family, conflict may result}

Destani is the leader of a long-standing group. However, some group members have also become involved in other group projects, and there are many new group members. Right now, the group lacks cohesiveness because many group members are focusing on themselves instead of the group. What is Destani's group currently experiencing?

*Intragroup competition {The team is high performing without formal leadership, so outside intervention is not likely to be negatively impacting its cohesiveness. However, the competitiveness among its group members could be negatively impacting the group's cohesiveness}

Which of the following is true of an interest group?

*It is created by its own members {Virtual teams are composed of members from remote worksites. An informal or interest group is created by its own members for purposes that may or may not be relevant to organizational goals}

Which of the following is true of negotiation?

*It is used when an agreement must be reached {The key issues in such negotiations are that at least two parties are involved, their preferences are different, and they need to reach agreement}

Mikel is meeting with several other members of leadership from different areas of the organization. He wants to provide updates on the new product the company is ready to release and hear how other groups, such as marketing, production, and quality assurance, are doing in their preparations for the new product launch. Which type of team has Mikel formed?

*Management {Declining in popularity, quality circles, comprising workers and supervisors, meet intermittently to discuss workplace problems}

Amina is new to the company and has relocated to join it. She knows very few people at the company and does not know anyone in the community. Amina decided to join a few groups at work to meet new people and increase her time around others. What is the underlying reason for Amina to join new groups?

*Need satisfaction {A reason for joining a group is to satisfy the need for affiliation. New residents in a community may join the "Newcomers Club" (or a similar organization targeted at new residents) partially as a way to meet new people and partially just to be around other people. Likewise, newly single people may join support groups as a way to have companionship}

Employees at Lightning Wireless Corporation have called for a work stoppage. Unhappy with salary freezes and work hours, the unionized employees have begun picketing the employer's headquarters and local storefront locations. Cellular and internet service to customers has been severely impacted.Which form of conflict resolution does this situation call for?

*Negotiation {This situation is complex and urgent. Avoidance is not an option. To come to an agreement between the company and its employees will require the process of negotiation}

Which stage of team development involves each person recognizing and accepting his or her role and the team beginning to develop a sense of unity?

*Norming {Storming is the second stage of development, during which there may a general lack of unity and uneven interaction patterns. Norming is the third stage of team development. It involves each person recognizing and accepting his or her role and developing a sense of unity}

Which of the following refer(s) to standards of behavior that the group accepts and expects of its members?

*Norms {Norms are standards of behavior that the group accepts and expects of its members}

Grant and his team have been made aware of a problem at a customer site. They are working together to find a solution and are focused on the problem at hand. Which stage of development has the group reached?

*Performing {The second stage of development, often slow to emerge, is storming. During this stage, there may be a general lack of unity and uneven interaction patterns. At the same time, some members of the group or team may begin to exert themselves to become recognized as the group leader or at least to play a major role in shaping the group's agenda}

As a marketing manager, Olesia often has personal meetings with high-value customers. Yesterday, her client suggested they meet at a restaurant and mentioned he was excited to try some of the new wines on their wine list. Olesia shared her discomfort with her manager and suggested her manager attend as well. Instead, she was encouraged to go alone, and "turn on the charm" since this is a valuable customer. What is Olesia experiencing as it relates to this potential lunch?

*Person-role conflict {Interrole conflict is conflict between roles. Olesia is experiencing person-role conflict. Person-role conflict results from a discrepancy between the role requirements and the individual's personal values, attitudes, and needs}

Sushil is the director of human resources and is meeting with several division level managers to plan staffing for the new product launch. Which type of team is Sushil a part of?

*Problem-solving team {A virtual team is a newer type of work team whose members interact in a virtual arena; members enter and leave the network as needed and may take turns serving as leader}

Which of the following can make an informal leader a desirable asset in a group?

*Referent or expert power {An informal leader is likely to be a person capable of carrying out both specialist and socioemotional roles effectively. If the formal leader can fulfill one role but not the other, an informal leader often emerges to supplement the formal leader's functions}

Which of the following stems from poor job descriptions or unclear cues from coworkers?

*Role ambiguity {A final consequence of a weak role structure is role overload, which occurs when expectations for the role exceed the person's capabilities}

Ramon has been given two very large projects that both need to be done by the end of the month. The client then changed the specifications, which caused a delay in Ramon's ability to work on the projects. Now both projects are due next week, and Ramon feels there is no way he can possibly get both projects done by the deadline. Which of the following is Ramon experiencing?

*Role overload {Intrarole conflict may occur when the person gets conflicting demands from different sources within the context of the same role. Ramon is experiencing role overload. Role overload occurs when expectations for the role exceed the individual's capabilities}

In a functional group or team, what can a manager do to avoid role ambiguity, conflict, and overload?

*Send clear and straightforward cues {Having clear and reasonable expectations and sending clear and straightforward cues go a long way toward eliminating role ambiguity}

Payal found that competing goals are creating conflict for her staff. What can Payal do to control conflict and eliminate lower-level conflict among her staff?

*Set superordinate goals {Hiring outsiders would stimulate conflict}

Aisha recently changed established procedures because many of them were no longer relevant. While doing so, she also implemented new procedures she thought were more relevant. These policy changes caused several employees to change the way they do their job in order to do their job correctly. What was Aisha's role in conflict management?

*She stimulated it {Controlling conflict can be managed by expanding the resource base, enhancing interdependence, and setting superordinate goals}

Often negotiators cannot change their relative power positions. This is a drawback to which negotiation approach?

*Situational characteristics {Many situational characteristics are external to the negotiators and beyond their control. Often the negotiators cannot change their relative power positions or the setting within which the negotiation occurs}

The types of communication between negotiators, the potential outcomes of the negotiation, and the relative power of the parties are among the factors investigated in which approach to negotiation?

*Situational characteristics {Situational characteristics are the context within which negotiation takes place. They include such things as the types of communication between negotiators, the potential outcomes of the negotiation, and the relative power of the parties}

Arayla is not good at dealing with conflict between her employees. Yesterday, one of her employees told Arayla about a personal disagreement they were having with another employee. Arayla attempted to minimize the conflict and told her employee that things will get better. Which type of conflict resolution process did Arayla use?

*Smoothing {Arayla is attempting to resolve the conflict using a smoothing method. Smoothing is a type of avoidance technique used to minimize conflict in the hope that conditions will improve. However, this is often ineffective, as the conflict only worsens as people continue to brood over it}

As a new employee, Ahmed is learning a lot about how to do his job. In addition, he is learning about some unwritten rules, such as what time to show up, how long to take for lunch, and that his manager discourages personal calls during work time. What process is Ahmed experiencing as he moves from being an outsider to being an insider?

*Socialization {The norms of one group cannot always be generalized to another group. The norm of one team may be to be friendly and cordial to its supervisor; that of another team may be to remain aloof and distant. Some differences are due primarily to the composition of the teams}

Willa's company is rolling out a new program to build morale and boost employee enthusiasm. At this point, the group is experiencing a general lack of unity, and several members seem to be competing for the position of group leader. Which stage of group development has the group reached?

*Storming {The third stage of development, called norming, usually begins with a burst of activity. During this stage, each person begins to recognize and accept her or his role and to understand the roles of others}

Jamal and Erika have opposing political views, and almost every conversation they have, on any topic, eventually leads to an argument. They were recently paired up to run a fundraising campaign to help fund an afterschool program for underprivileged children in their community. They were able to work together well enough that the campaign reached its goal and the program was able to open. What did Jamal and Erika use to manage their potential for conflict?

*Superordinate goals {Jamal and Erika focused on the high-level, or superordinate, goal as a way to eliminate their conflict}

Ugar, Kaia, and Atmir meet once a week to identify ways to improve sustainability practices at their company. Their team was created by the organization to accomplish a relatively narrow purpose within a specific time horizon. Which type of group are Ugar, Kaia, and Atmir a part of?

*Task {Informal or interest groups are formed by their own members. Teams are a distinct form of task group. Ugar, Kaia, and Atmir were assigned to this temporary task group for the purpose of identifying opportunities for sustainable organizational practices}

Mabel's marketing firm is rolling out a new program to build morale and boost employee enthusiasm. Management selected one person from each department to serve on a team to devise the rollout strategy and build interest among colleagues. Once the program has been implemented, the group will be disbanded. Which type of group is this an example of?

*Task {Virtual teams are teams comprised of people from remote worksites who work together online. A task group is a group created by the organization to accomplish a relatively narrow range of purposes within a stated or implied time horizon}

Which type of group is created by an organization to accomplish a relatively narrow range of purposes within a stated or implied time horizon?

*Task group {A task group is a group created by an organization to accomplish a relatively narrow range of purposes within a stated or implied time horizon}

20As part of his group, Montazar tends to focus on getting the work done. What is his role within the group?

*Task specialist {A person may take on a task specialist role (concentrating on getting the group's task accomplished) or a socioemotional role (providing social and emotional support to others on the team)}

Which of the following can best be described as a type of group that functions as a unit, often with little or no supervision, to carry out work-related tasks, functions, and activities?

*Team {A task group is created by an organization to accomplish a relatively narrow range of purposes within a stated or implied time horizon. A team is a group of workers that functions as a unit, often with little or no supervision, to carry out work-related tasks, functions, and activities}

One of the primary approaches to negotiation is to study individual characteristics. Which of the following is an example of an individual characteristic?

*The locus of control of each party {The time frame available for negotiation is not an individual characteristic. Personality variables include risk taking, locus of control, tolerance for ambiguity, self-esteem, authoritarianism, and Machiavellianism}

For some reason, Pat and Lin just do not get along. Somehow, they got off on the wrong foot when they first started working together, and they have never gotten past it. They continue to work together when they have to, but they do not trust each other to get the job done properly. Which of the following is true of the conflict between Pat and Lin?

*The source of their conflict is a personality clash {This conflict is not between two different groups in the organization. It is an interpersonal conflict based on a personality clash}

Kelsey thinks all sales presentations should use a standard format to promote consistency across brands and build the corporate image. Julio strongly disagrees. He feels creativity and customization are necessary to make each brand stand out in the marketplace. Which of the following is true of the conflict between Kelsey and Julio?

*This interpersonal conflict is based upon different beliefs about work {This conflict is not between two different groups in the organization. It is an interpersonal conflict based on different beliefs or perceptions about some aspect of their work}

How can confrontation be used within an organization when seeking a solution to a problem?

*To resolve the conflict {Confrontation is not used to stimulate conflict}

How many people are required to be considered a group if they are interacting regularly to accomplish a common purpose or goal?

*Two {A group consists of two or more people who interact regularly to accomplish a common purpose or goal}

Rocky, Natashia, and Borov meet once a week over lunch to discuss volunteer efforts in the community. This is an interest group, which means that the group was formed _____.

*by its own members {Interest groups are created by their own members to accomplish goals that may or may not advance organizational objectives}

Rocky, Natashia, and Borov meet once a week to discuss ways to improve sustainability practices at their company. They are a functional group, which means that the group was formed _____.

*by the organization {Functional groups are permanent groups created by organizations and given specific organizational goals to accomplish, with unspecified time horizons}

Darian's team works well together and received a lot of good feedback on its last project. The group supports and trusts one another, and the team members are effective in achieving their goals. This group has a high level of _____.

*cohesiveness {Cohesiveness is the extent to which members are loyal and committed to the group, closely identify with the group, and want to remain in the group. In a highly cohesive team, the members work well together, support and trust one another, and are generally effective at achieving their chosen goals}

Paolo is a member of a high-performing task group that is responsible for scouting out new store locations for a large franchise organization. Jolanta has been involved with the group since it was formed and is the most knowledgeable member of the team. A high level of competitiveness exists among the team members, and Jolanta is the one who most team members go to for social or emotional support. Based on the information provided about this task group, competition among its members could be negatively impacting its _____.

*cohesiveness {Role structure involves defining roles and relationships. In this scenario, intragroup competition could be negatively impacting the group's cohesiveness}

Jamal and Erika are planning a dinner to help raise money for an after-school program for children in their community. Jamal believes that the dinner should be very simple and basic so that more of the money raised can go straight into the program. Erika thinks that a fancy dinner in a high-end ballroom will bring out people who can donate more, raising more money. In the end, they decide on a venue and menu somewhere in the middle. This approach to conflict resolution is called _____.

*compromise {Compromise is striking a middle-range position between two extremes}

Tim feels strongly about rescuing stray dogs and cats. He joined Save Our Furry Friends, a local animal activist group, to support that cause. He does not enjoy participating in the group's fundraising or social events, but he does give donations regularly. The main reason Tim joined the group is for _____.

*group goals {Tim joined the group because he believes in its goals}

Julius wants to increase sales by his staff. To do so, he has set performance goals and offered bonuses to anyone who achieved those goals. The introduction of a moderate level of competition among the sales staff is likely to _____.

*improve team performance {Introducing competitive conditions within the group is likely to stimulate a moderate level of conflict between sales associates that will increase initiative and motivation to improve team performance}

Pallavi is a marketing associate at her firm and wants to move up in the department. She is looking for ways to be noticed by her superiors in the department. She learned that the vice president of marketing and four of the marketing account managers are on the company golf team. There was an opening on the team this spring, and Pallavi joined. The main reason she joined the team is for _____.

*instrumental benefits {A reason why people join groups is that membership is sometimes seen as instrumental in providing other benefits to the individual. Pallavi joined the team because she saw membership as instrumental in providing other benefits, namely recognition that might lead to a promotion}

Raj, Marah, and Grant are part of the sales force at Midwest Textiles. The three of them try to have lunch together once or twice a month to discuss strategies and sales techniques. Raj, Marah, and Grant are an example of a(n) _____.

*interest group {Virtual teams are teams comprised of people from remote worksites who work together online. Raj, Marah, and Grant have created an interest group}

Tredwell Industries has initiated a new system that sends feedback from customer service to the product development team. When possible, the feedback is incorporated into new product design, and customer service is notified of the team's contribution. When the suggestions are not practical or appropriate, an explanation is sent to the customer service team so they know that the concern was addressed and can understand why it was not incorporated. This new system should decrease _____.

*intergroup conflict between customer service and production {Intergroup conflict is the conflict between two or more organizational groups that usually arises more from organizational causes than from interpersonal causes}

The confrontational approach to conflict resolution, which brings parties together to confront the conflict, is called _____.

*interpersonal problem solving {The confrontational approach to conflict resolution is also called interpersonal problem solving}

Petra works for human resources in the staffing department. The department manager she supports has seven open positions and wants them filled now. However, the division manager has told Petra they plan to start reducing staff within the next month and not to fill any open positions. Petra is likely experiencing _____.

*intrarole conflict {Intrasender conflict occurs when a single source sends clear but contradictory messages. Petra is experiencing intrarole conflict. Intrarole conflict may occur when the person gets conflicting demands from different sources within the context of the same role}

Sabine's job involves assisting in the preparation of marketing materials. Yesterday, Sabine's manager told her that the A-0x line is the highest priority, and that the spec sheet needs to be done by the end of the week. This morning, her manager told Sabine to drop everything she is working on to focus on in-house training materials to help launch the new promotion of the A-1x line. Sabine will likely experience _____.

*intrasender conflict {Sabine is experiencing intrasender conflict. Intrasender conflict occurs when a single source sends clear but contradictory messages}

Game theory is often unworkable in real negotiation situations because _____.

*negotiators do not always act rationally {A deviation recognized by the cognitive approach is that negotiators often over-rely on readily available information. A problem with game theory is that it assumes that negotiators are rational at all times}

Several marketing coworkers usually go out to lunch together every day, but Polani usually brings her lunch and eats in the break room. Polani's manager indicated she is missing out on certain information that is shared at the group lunches and is missing an opportunity to bond with the group. This example shows pressure for _____.

*norm conformity {This does not illustrate norm generalization. This example shows pressure for norm conformity}

When an organization decides to use teams, it is essentially implementing a form of _____.

*organizational change {Teams enable the organization to shed its bureaucracy and to promote flexibility and responsiveness}

Eric was recently hired as a marketing associate at Tredwell Industries. His job involves assisting in the preparation of marketing materials for one of Tredwell's new product lines. He's been told to put together a product spec sheet, but he's received no further guidance or sample spec sheets to use as a model. Eric has done similar work for his previous employer, but he does not know what the standards or expectations are at Tredwell. Eric is experiencing _____.

*role ambiguity {Eric is experiencing role ambiguity. Role ambiguity arises when the sent role is unclear, and the individual does not know what is expected of him or her}

One of the major limitations of the individual differences approach to negotiation, which negated the effects of individual difference, is that it did not consider _____.

*situation variables {Locus of control is one of the individual differences that was considered. One of the major limitations of the individual differences approach to negotiation is that it did not consider situation variables that negated the effects of individual differences}

Tredwell Industries has a dress code. Men are expected to wear sport shirts, slacks, and dress shoes. However, on Thursdays, the marketing manager plays golf in the morning and then comes to work in the afternoon in khakis, a polo shirt, and sneakers. This is an example of norm _____.

*variation {This is an example of norm variation. Norm variation occurs when the norms do not apply equally to all members of the group}

The sales reps for Midwest Textiles each live in the region they serve. They meet once a week using an online meeting program to discuss new products and promotions and share ideas. This is an example of a(n) _____.

*virtual team {An interest group is formed by its members. Virtual teams are teams comprised of people from remote worksites who work together online}

In terms of role structures, the enacted role can best be described as _____.

*what an individual actually does in the role {The sent role refers to the messages and cues that team members use to communicate the expected role to the individual. The enacted role is what the individual actually does in the role}