Study Guide: Chapter 16

Which of the following is a true statement about negotiation? *a)* Negotiators should separate the people from the problem. *b)* Win-win negotiation is always the best method of negotiation. *c)* Negotiation generally involves only two people. *d)* All of the above statements are true.

*a)* Negotiators should separate the people from the problem.

Researchers have found that _________ can cause a radical change in political power. *a)* Communication *b)* Conflict *c)* Negotiation *d)* None of the above

*b)* Conflict

____ is an approach to managing conflict that is characterized by a compromise between domination and appeasement. *a)* Avoidance *b)* Sharing *c)* Collaboration *d)* Accommodation

*b)* Sharing

Which of the following is not one of the five general approaches to managing conflict? *a)* Avoidance *b)* Sharing *c)* Negotiation *d)* Competition

*c)* Negotiation

Which of the following statements about executive teams are accurate? *a)* Executive teams often are bogged down making operational decisions. *b)* Because of their level in the organization, most executive teams are shielded from many of the resource constraints other teams face throughout the organization. *c)* Not all the work that is done at the executive level requires all of the team (and sometimes not any of the team) to be present. *d)* All of these are accurate statements

*c)* Not all the work that is done at the executive level requires all of the team (and sometimes not any of the team) to be present.

Which of the following is not a component of the leadership vision? *a)* Ideas *b)* Edge *c)* Operating principles *d)* Expectations

*c)* Operating principles

People get more involved in the leader's vision when ________ are used. *a)* Formal Speeches *b)* PowerPoint presentations *c)* Stories *d)* Long presentations

*c)* Stories

Which of the following would not cause a conflict? *a)* Groups members face uncertain demands. *b)* Members are competing for rewards. *c)* Teams have low levels of task interdependence. *d)* Members of teams have strong differences in values and goals.

*c)* Teams have low levels of task interdependence.

*T/F* "In-name-only" managers try very hard to be in the spotlight.

False

*T/F* A leadership vision consists of six related components

False

*T/F* Bad leadership is very clear-cut and easily identified.

False

*T/F* Leaders should spend a lot of time worrying about edge even before the team's core values are defined.

False

*T/F* Most managers exhibiting derailment behavioral patterns are aware of the negative impact they have on others.

False

*T/F* One of Fisher and Ury's main points when talking about successful negotiation is to focus on positions not on interests.

False

*T/F* Only competent managers have high levels of situational awareness.

False

*T/F* Researchers found that first-line and midlevel managers spend more than 75% of their time dealing with conflict.

False

*T/F* Researchers have determined that conflict always has a negative effect on the team.

False

*T/F* The base rate of managerial incompetence maybe between 25 to 30 percent.

False

*T/F* The dark-side traits are usually apparent when leaders are attending to their public image.

False

*T/F* The idea component f the leader's vision is always a solo effort by the leader

False

*T/F* The majority of people in positions of authority are managers that are competent.

False

*T/F* The two components that make up capabilities are training and goal setting.

False

*T/F* The work performed at the executive level requires all team members to be present.

False

*T/F* Winning a negotiation at your counterpart's expense will usually result in a long-term gain.

False

People most likely get more involved in a leader's vision when _____ are used.

Personal experiences

*T/F* A leaders credibility will erode if team members are not being held accountable for behavior that is misaligned with a team's operating principles.

True

*T/F* A manager's ability to make decisions and build cohesive teams is associated with their level of intelligence.

True

*T/F* Bad leadership can occur in many levels in the organization.

True

*T/F* Cheerleaders get higher ratings because of their ability to please others get results or not make waves.

True

*T/F* Correctly administered punishment does not cause emotional side effects.

True

*T/F* Everyone has at least one dark-side personality trait.

True

*T/F* In some situations, it is more constructive not to seek a win-win outcome.

True

*T/F* Leaders will be only as effective as the followers and teams they lead.

True

*T/F* Making a sports team run several laps around an athletic field would potentially be an example of punishment.

True

*T/F* One of the reasons a leader is unable to build teams is potentially having dark side personality traits.

True

*T/F* People in positions of authority can leverage the intelligence and experience of their staffs to develop solutions that help their teams succeed.

True

*T/F* The Dr. Gordy test is used to determine the level of incompetence among persons in positions of authority.

True

*T/F* The accommodation approach to managing conflict involves giving in to someone else's concerns without any effort to accomplish one's own ends.

True

*T/F* The root cause of most major industrial accidents and incidents can be traced back to management cost-cutting initiatives.

True