Question 1

The style of conflict resolution most likely to yield an unfavorable result for everyone is

Accepted Answer

A)  accommodating. 
B)  collaboration. 
C)  compromise. 
D)  competing. 
E)  avoiding. 
A)  accommodating. 
B)  collaboration. 
C)  compromise. 
D)  competing. 
E)  avoiding.

Question 2

Raj has a strongly collaborative style of conflict resolution, which will prove especially helpful for him in situation where

Accepted Answer

A)  the issue is not as important as others from a timing perspective. 
B)  different perspectives might help arrive at a better alternative. 
C)  potential disruption outweighs the benefits of resolution. 
D)  he believes he is right and there is no middle-ground. 
E)  others can resolve the conflict more effectively. 
A)  the issue is not as important as others from a timing perspective. 
B)  different perspectives might help arrive at a better alternative. 
C)  potential disruption outweighs the benefits of resolution. 
D)  he believes he is right and there is no middle-ground. 
E)  others can resolve the conflict more effectively.

Question 3

A leader helps complete a task, provides required resources, or removes obstacles that make task completion difficult under the influence tactic known as

Accepted Answer

A)  consultation. 
B)  collaboration. 
C)  legitimate power. 
D)  rational persuasion. 
E)  inspirational appeal. 
A)  consultation. 
B)  collaboration. 
C)  legitimate power. 
D)  rational persuasion. 
E)  inspirational appeal.

Question 4

The use of coercive power through threats and demands is an influence tactic known as

Accepted Answer

A)  ingratiation. 
B)  coalitions. 
C)  apprising. 
D)  visibility. 
E)  pressure. 
A)  ingratiation. 
B)  coalitions. 
C)  apprising. 
D)  visibility. 
E)  pressure.

Question 5

"Communicate why the request is important and the justification for it" is a suggested guideline for using ________ power.

Accepted Answer

A)  legitimate 
B)  coercive 
C)  referent 
D)  reward 
E)  expert 
A)  legitimate 
B)  coercive 
C)  referent 
D)  reward 
E)  expert

Question 6

________ is the use of an actual behavior that causes behavioral or attitudinal changes in others.

Accepted Answer

A)  Power 
B)  Visibility 
C)  Influence 
D)  Discretion 
E)  Internalization 
A)  Power 
B)  Visibility 
C)  Influence 
D)  Discretion 
E)  Internalization

Question 7

As manager and team leader, Sandra calls her subordinates together and says, "Okay, this week I'll need each of you to work a few extra hours because we need to get out those brochures that were back-ordered." She is exercising her ________ power.

Accepted Answer

A)  legitimate 
B)  coercive 
C)  referent 
D)  reward 
E)  expert 
A)  legitimate 
B)  coercive 
C)  referent 
D)  reward 
E)  expert

Question 8

The best response to influence tactics, from the standpoint of the leader, is when a shift in both the behaviors and the attitudes of employees occurs-otherwise known as

Accepted Answer

A)  accommodating. 
B)  substitutability. 
C)  internalization. 
D)  collaboration. 
E)  compliance. 
A)  accommodating. 
B)  substitutability. 
C)  internalization. 
D)  collaboration. 
E)  compliance.

Question 9

The two types of personal power are ________ power.

Accepted Answer

A)  expert and referent 
B)  reward and referent 
C)  expert and coercive 
D)  reward and coercive 
E)  expert and legitimate 
A)  expert and referent 
B)  reward and referent 
C)  expert and coercive 
D)  reward and coercive 
E)  expert and legitimate

Question 10

Because it tends to result in negative feelings toward those that wield it, ________ power is generally regarded as a poor form of power to use regularly.

Accepted Answer

A)  expert 
B)  reward 
C)  referent 
D)  coercive 
E)  legitimate 
A)  expert 
B)  reward 
C)  referent 
D)  coercive 
E)  legitimate

Question 11

Matthew won the race for student council president partly due to a pledge that he would get the school to put in a swimming pool. It was a big thing to promise, but he knew that the school system had recently had a large influx of tax dollars and that the money is there; he just needs to win over the powers that be. First, he has to get his school principal on his side, and together they will go to the board of education. The principal, Ms. Wetherby, is new to the school system, and other than simply meeting her, he has had few interactions with her. In his meeting with Ms. Wetherby, the best approach for Matthew is to

Accepted Answer

A)  talk to her about how exciting it would be to be to have a pool. 
B)  let her know about all the coaches, teachers, and students he has on his side. 
C)  compliment her leadership and let her know that he sees her as capable and competent. 
D)  present her with data showing that the pool is not only needed but also affordable and practical. 
E)  explain that the student body is motivated and could make things difficult if they do not get their way. 
A)  talk to her about how exciting it would be to be to have a pool. 
B)  let her know about all the coaches, teachers, and students he has on his side. 
C)  compliment her leadership and let her know that he sees her as capable and competent. 
D)  present her with data showing that the pool is not only needed but also affordable and practical. 
E)  explain that the student body is motivated and could make things difficult if they do not get their way.

Question 12

BATNA describes each negotiator's

Accepted Answer

A)  wish list. 
B)  negatives. 
C)  bottom line. 
D)  bargaining style. 
E)  arbitration technique. 
A)  wish list. 
B)  negatives. 
C)  bottom line. 
D)  bargaining style. 
E)  arbitration technique.

Question 13

Low assertiveness and low cooperation represent the style of conflict resolution known as

Accepted Answer

A)  avoiding. 
B)  competing. 
C)  compromise. 
D)  collaboration. 
E)  accommodating. 
A)  avoiding. 
B)  competing. 
C)  compromise. 
D)  collaboration. 
E)  accommodating.

Question 14

The three types of organizational power are ________ power.

Accepted Answer

A)  expert, reward, and referent 
B)  expert, reward, and coercive 
C)  legitimate, expert, and referent 
D)  legitimate, expert, and coercive 
E)  legitimate, reward, and coercive 
A)  expert, reward, and referent 
B)  expert, reward, and coercive 
C)  legitimate, expert, and referent 
D)  legitimate, expert, and coercive 
E)  legitimate, reward, and coercive

Question 15

One of the suggested guidelines for using coercive power is to

Accepted Answer

A)  be consistent, thoughtful, and honest about requests. 
B)  make sure you describe the purpose of your request. 
C)  be clear on exactly what you are offering a reward for. 
D)  do things for others even when you are not required to do so. 
E)  make sure the punishment fits the nature of the lack of compliance. 
A)  be consistent, thoughtful, and honest about requests. 
B)  make sure you describe the purpose of your request. 
C)  be clear on exactly what you are offering a reward for. 
D)  do things for others even when you are not required to do so. 
E)  make sure the punishment fits the nature of the lack of compliance.

Question 16

________ is the tendency to observe others and accurately interpret their behavior.

Accepted Answer

A)  Social astuteness 
B)  Apparent sincerity 
C)  Networking ability 
D)  Organizational politics 
E)  Interpersonal influence 
A)  Social astuteness 
B)  Apparent sincerity 
C)  Networking ability 
D)  Organizational politics 
E)  Interpersonal influence

Question 17

Erin has just concluded another case in which she lived up to the slogan posted on billboards all over the city: "The number-one choice for women facing divorce!" She followed textbook negotiation strategies and came fully prepared to the meeting with her client's soon-to-be ex-husband and his lawyer. At the meeting, Erin asked a number of questions, maintained a friendly atmosphere, and presented her client's list of demands. In the end, she got everything she wanted for her client-the house, one of the cars, custody of the children-and did so without acceding to a single one of the opposing side's demands. They finished off with a formalized agreement and then Erin and her client went out to celebrate their victory. However, Erin may have missed one thing, which is that she should have

Accepted Answer

A)  sought to win over the other side, not simply in legal terms but also in personal terms, so as to maintain a friendly atmosphere. 
B)  taken a different tone from the beginning, dispensing with niceties and letting the other side know that she intended to win. 
C)  let the other side win on some small point, so they would walk away feeling they had won at least something. 
D)  spent more time researching the husband's net worth to see if she could extract more money for her client. 
E)  asked her client if there were any point at which she would rather walk away than give up anything more. 
A)  sought to win over the other side, not simply in legal terms but also in personal terms, so as to maintain a friendly atmosphere. 
B)  taken a different tone from the beginning, dispensing with niceties and letting the other side know that she intended to win. 
C)  let the other side win on some small point, so they would walk away feeling they had won at least something. 
D)  spent more time researching the husband's net worth to see if she could extract more money for her client. 
E)  asked her client if there were any point at which she would rather walk away than give up anything more.

Question 18

________ occurs when actions by individuals in an organization are directed toward the goal of furthering their own self-interests.

Accepted Answer

A)  Leadership 
B)  Internalization 
C)  Substitutability 
D)  Organizational politics 
E)  Distributive bargaining 
A)  Leadership 
B)  Internalization 
C)  Substitutability 
D)  Organizational politics 
E)  Distributive bargaining

Question 19

How important a person's job is and how many people depend on that person to accomplish their tasks is represented by

Accepted Answer

A)  power. 
B)  visibility. 
C)  centrality. 
D)  discretion. 
E)  substitutability. 
A)  power. 
B)  visibility. 
C)  centrality. 
D)  discretion. 
E)  substitutability.

Question 20

When a leader draws on legitimate sources of power, a stronger emotional bond can be created with the employee, boosting affective commitment.

Accepted Answer

A) True 
 B)False

The style of conflict resolution most likely to yield an unfavorable result for everyone is

Raj has a strongly collaborative style of conflict resolution, which will prove especially helpful for him in situation where

A leader helps complete a task, provides required resources, or removes obstacles that make task completion difficult under the influence tactic known as

The use of coercive power through threats and demands is an influence tactic known as

"Communicate why the request is important and the justification for it" is a suggested guideline for using ________ power.

________ is the use of an actual behavior that causes behavioral or attitudinal changes in others.

As manager and team leader, Sandra calls her subordinates together and says, "Okay, this week I'll need each of you to work a few extra hours because we need to get out those brochures that were back-ordered." She is exercising her ________ power.

The best response to influence tactics, from the standpoint of the leader, is when a shift in both the behaviors and the attitudes of employees occurs-otherwise known as

The two types of personal power are ________ power.

Because it tends to result in negative feelings toward those that wield it, ________ power is generally regarded as a poor form of power to use regularly.

BATNA describes each negotiator's

Low assertiveness and low cooperation represent the style of conflict resolution known as

The three types of organizational power are ________ power.

One of the suggested guidelines for using coercive power is to

________ is the tendency to observe others and accurately interpret their behavior.

________ occurs when actions by individuals in an organization are directed toward the goal of furthering their own self-interests.

How important a person's job is and how many people depend on that person to accomplish their tasks is represented by

When a leader draws on legitimate sources of power, a stronger emotional bond can be created with the employee, boosting affective commitment.

What Is Organizational Behavior?

Job Performance

Organizational Commitment

Job Satisfaction

Stress

Motivation

Trust, Justice, and Ethics

Learning and Decision Making

Personality and Cultural Values

Ability

Teams: Characteristics and Diversity

Teams: Processes and Communication

Leadership: Styles and Behaviors

Organizational Structure

Organizational Culture

Filters

Exam 13: Leadership: Power and Negotiation

The style of conflict resolution most likely to yield an unfavorable result for everyone is

Raj has a strongly collaborative style of conflict resolution, which will prove especially helpful for him in situation where

A leader helps complete a task, provides required resources, or removes obstacles that make task completion difficult under the influence tactic known as

The use of coercive power through threats and demands is an influence tactic known as

"Communicate why the request is important and the justification for it" is a suggested guideline for using ________ power.

________ is the use of an actual behavior that causes behavioral or attitudinal changes in others.

As manager and team leader, Sandra calls her subordinates together and says, "Okay, this week I'll need each of you to work a few extra hours because we need to get out those brochures that were back-ordered." She is exercising her ________ power.

The best response to influence tactics, from the standpoint of the leader, is when a shift in both the behaviors and the attitudes of employees occurs-otherwise known as

The two types of personal power are ________ power.

Because it tends to result in negative feelings toward those that wield it, ________ power is generally regarded as a poor form of power to use regularly.

BATNA describes each negotiator's

Low assertiveness and low cooperation represent the style of conflict resolution known as

The three types of organizational power are ________ power.

One of the suggested guidelines for using coercive power is to

________ is the tendency to observe others and accurately interpret their behavior.

________ occurs when actions by individuals in an organization are directed toward the goal of furthering their own self-interests.

How important a person's job is and how many people depend on that person to accomplish their tasks is represented by

When a leader draws on legitimate sources of power, a stronger emotional bond can be created with the employee, boosting affective commitment.

What Is Organizational Behavior?

Job Performance

Organizational Commitment

Job Satisfaction

Stress

Motivation

Trust, Justice, and Ethics

Learning and Decision Making

Personality and Cultural Values

Ability

Teams: Characteristics and Diversity

Teams: Processes and Communication

Leadership: Styles and Behaviors

Organizational Structure

Organizational Culture

Filters