Lebron midterm

__________ refers to the negative reaction to members of previously underrepresented groups gaining power and influence, which leads to fear, resentment, and reverse discrimination.

Backlash

T/F An individual's personality and family situation are components of the individual's surface-level diversity.

False

T/F As compared to traditional firms, employees in team-based organizations experience alienation.

False

T/F As organizations become less hierarchical and more team-based, the need for self-disclosure reduces.

False

T/F Beginning your presentation by telling your audience the key concepts you'll be addressing will make your presentation less interesting.

False

T/F Ethnocentrism tends to be inconsistent with all individuals.

False

T/F In a team-based or team-supported workplace, a higher authority frequently mandates decisions.

False

T/F In countries like Australia where power distance is low, decisions will be made by superiors who have seniority and high status.

False

T/F In countries with high uncertainty avoidance, people are expressive, entrepreneurship is encouraged, and citizens change jobs frequently.

False

T/F In the context of using the reciprocity rule of persuasion, when giving, it is important to respond to others' acknowledgments with phrases like "it was nothing" or "no problem."

False

T/F In the rejection-then-retreat approach, a less costly proposal is put across first and then a high-cost alternative is presented.

False

T/F Inoculation theory suggests that people use three criteria—appropriateness, consistency, and effectiveness—to determine whether to respond to a persuader's arguments.

False

T/F It is estimated that between 10 and 12 percent of U.S. companies use the team concept, making teamwork skills one of the least commonly required skills in the work environment.

False

T/F One successful strategy for managing organizational diversity effectively is ensuring that diversity is a bottom-up effort.

False

T/F Self-disclosure is synonymous with self-description.

False

T/F Social loafing promotes synergy among team members.

False

T/F The unknown area in the Johari window comprises information we know about ourselves but is hidden from others.

False

T/F Valuing diversity and managing diversity are similar phenomena as both involve actively supervising, coordinating, and directing the diversity individuals bring to an organization.

False

T/F When framing for common ground, the upfront clarification of rules increases the appearance of manipulation.

False

Which of the following statements accurately describes the BATNA?

It is the best outcome a negotiating party can get should the negotiation neither occur nor conclude.

Identify a true statement about self-disclosure.

It results in an enhanced and trusting business relationship.

__________ implies focusing on trends toward delaying gratification, thriftiness, and persistence.

Long-term orientation

Sharing personal information about yourself that exceeds the expectations of the moment is referred to as

Self-disclosure

T/F A persuasive presentation requires the presenter not only to give information, but also to get the audience to accept, believe, and act on the ideas presented.

True

T/F Bill, a salesperson at Windows Plus, is ethnocentric because he believes the sales division is superior to the other departments in the organization.

True

T/F Debbie's team members are learning to incorporate new methods of working together. This implies that they are in the norming stage of team development.

True

T/F Diversity can be defined as any attribute relevant to an individual that creates or reinforces a perception that he or she is different from another individual.

True

T/F Diversity is best understood and managed within an open organizational culture.

True

T/F Having a diverse workforce doesn't automatically produce positive outcomes.

True

T/F If a country focuses on past and present values while respecting traditions and fulfilling social obligations, it is said to have a short-term orientation.

True

T/F If you have a low self-image, it will inhibit your willingness to self-disclose out of a fear of being judged negatively.

True

T/F In the context of consensus/social proof as a universal form of influence, people often decide what to do based on what they see others doing.

True

T/F In the context of mergers, the more openly and effectively each company communicates with its employees about the changes as they occur, the better the employees adjust and move forward in their work on behalf of the newly merged organization.

True

T/F Teamwork results in a systematic approach to problem solving.

True

Sarah, a new team member, wants her coworkers to be able to trust her. In this scenario, which of the following practices would help her?

being consistent and predictable in her work

An integrative bargaining strategy is most appropriate to use when

both the parties are committed to preserving the relationship that exists between them.

According to the ACE Theory, appeals to __________ demonstrate that a persuader understands the beliefs or past behaviors of similar others and presents arguments that make sense with these beliefs or behaviors.

consistency

A team set up by Zendon Incorporated to design a new product in the U.S. office space consists of members from the organization's marketing, finance, research and development, planning, and operations. The team derives its strength from diversity and ensures that all relevant points of view are considered. Such a team would best be described as a(n)

cross-functional team

In countries where power distance is low,

decision making is shared across employee levels

Which of the following behaviors demonstrates the "empowering" function of an external leader?

delegating authority

Which of the following types of questions is a manageable question and is most likely used to help an individual gather information and prepare the individual for additional questions?

directive questions

Which of the following is an effective practice with regard to self-disclosure?

discussing situations as they happen instead of waiting for a few days or weeks

Kira allowed the conflict between Blake and Sarah to turn

dysfunctional

The primary role of a team leader or team member in the forming stage of team development is to

encourage the group to establish its mission and purpose.

__________ individuals see their group-related customs or beliefs as "right" and evaluate others' beliefs or practices against this yardstick.

ethnocentric

Gerald manages the marketing team in his company. Most of his team members are new to the organization. Which of the following practices would best help Gerald in building trust within his team?

facilitating self-disclosure among his team members

At the beginning of the meeting Kira does not properly lead the team during the ______ stage of team development. Therefore, the team was stuck in the ______ stage.

forming; storming

In __________ cultures, people are valued for their self-motivation and self-interest.

individualistic

Which of the following theories states that persuaders can be effective when they anticipate the objections of a persuadee and address those objections before they arise?

inoculation theory

Which of the following elements of trust relates to your ability to honestly disclose and share your thoughts, beliefs, and feelings?

integrity

In the context of self-disclosure, identify a true statement about computer-mediated communication (CMC).

it provides a forum for quick self-disclosure with individuals you do not know well

For making persuasive business presentations successful, it is best to avoid starting a presentation with a(n)

joke

Which of the following is an ineffective practice with regard to building trust within your department?

limiting the employee's access to information in the department

__________ involves supervising, coordinating, and directing the differences individuals bring to an organization to create an environment that will allow employees to achieve their full potential while ensuring that strategic organizational goals are being effectively met.

managing diversity

Which of the following dimensions of cross-cultural differences refers to the degree to which emphasis is placed on assertiveness, relationships, and quality of life?

masculinity versus femininity

A diverse team will almost always have __________ than a homogeneous team.

more extensive external contracts

Which of the following actions helps to build trust with others?

not overcommitting to the extent that promises are at risk of being broken

Which of the following is a form of advertisement that uses the principle of scarcity for persuasion?

offer valid for only two days!

A(n) __________ values diversity of thought, encourages and rewards learning and change, and controls group processes.

open organizational culture

Martha is not receptive to new ideas and is unwilling to share ideas with her coworkers. This scenario best illustrates a lack of the __________ element of trust.

openness

In the __________ stage of team development, teams are at a position in which they have worked through their differences, their membership is stable, the task is clear, and eyes are on the prize.

performing

An unjustified negative attitude toward a person based on his/her membership in a particular group is

prejudice

________ takes place when members who are part of a group agree to a more unsafe course of action than any individual would have alone.

risky shift

What one culture considers rude, another sees as perfectly acceptable. In some cultures, it is appropriate to use a stern, direct tone in admonishing strangers or in conducting business deals. This is an example of cross-cultural diversity in terms of

social conventions

The individuals in the video most closely represent what type of group?

task force

Which of the following statements is true of third-party negotiators?

they bring in their experience, expertise, models, and templates into negotiations.

Which of the following is a primary function of a conciliator in a negotiation?

to ensure that a steady flow of accurate information exists between the negotiating parties

Men can learn from women's managerial styles by

using appropriate relationship building in the workplace.

Which of the following practices is best avoided in virtual negotiations?

using computer jargons and acronyms to appear more professional and efficient

T/F The most effective persuaders first share their views and opinions before listening to others' views.

False

T/F The skill of persuasion is irrelevant in a nonhierarchical environment in which employees at all levels participate in formulating strategies.

False

In a negotiation with a vendor, Paul senses that the representative of the vendor might be exaggerating his claim about a product. Which of the following would be the least effective way for Paul to respond to such behavior?

Make personal attacks or demean the other party to inhibit confidence

Which of the following statements outlines the basic premise of the Johari window?

One's personal and professional relationships can be greatly improved through understanding oneself in depth.

T/F The global mindset comprises intellectual capital, psychological capital, and social capital.

True

T/F The more we understand our strengths and weaknesses and are open to others' views of us, the smaller the blind area in the Johari window.

True

T/F Through good framing, one can create a logical structure and establish the necessary constraints for decision making.

True

T/F Warning signals of manipulation include the persuader having more to gain from an exchange than the persuadee.

True

T/F Without trust in an organization, employees focus on self-protection.

True

T/F Women, in contrast to men, tend to use communication to connect with others and build relationships.

True

__________ is best described as one's faith or belief in the integrity or reliability of another person or thing.

Trust

Which of the following statements is true of trust?

Trust is situation-dependent, and it evolves over time.

According to Hofstede's dimensions of cross-cultural differences, a country in which the emphasis is on group harmony and total involvement in decision making is likely to have

a collectivist approach

Mary, a mother of three children, is a sales executive with Indigo Paint House. Because of her family responsibilities, she often fails to follow through on the commitments made to her team. Which of the following types of problem team member does Mary exemplify in this scenario?

absentee member

Lisa's team adheres to patterns of behavior where members feel free to constructively criticize each other. This is a typical characteristic of the ________ stage of team development.

norming

The residents of Yellowvard Avenue are collectively working to negotiate with a construction company to reduce the noise, mess, and traffic that have increased as a result of a building project in the neighborhood. Which of the following types of negotiation does this best illustrate?

team-based negotiation