Leadership and Management Study Guide Questions
Course Introduction
This course explores the foundational theories and practical applications of leadership and management within various organizational contexts. Students will examine the differences and interconnections between leadership and management roles, as well as key concepts such as motivation, communication, decision-making, strategic planning, and team dynamics. Through case studies, interactive discussions, and experiential activities, participants will develop the critical skills needed to lead and manage effectively, adapt to changing environments, foster innovation, and guide teams towards achieving organizational goals.
Recommended Textbook
The Mind and Heart of the Negotiator 5th Edition by Leigh Thompson
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16 Chapters
779 Verified Questions
779 Flashcards
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Page 2
Chapter 1: Negotiation: The Mind and the Heart
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Sample Questions
Q1) According to the negotiation myth of fixed-pie,________.
A) what is settled for must be achieved by hook or by crook
B) the party with a distinct advantage can throw its weight around
C) the very fact that causes one to lose ground causes the other to gain ground
D) negotiators are born and cannot be made
Answer: C
Q2) What change in the business world has necessitated that people be more and more dependent on others?
A) increased labor requirement
B) increasing specialization
C) rise in unemployment
D) centralized business structures
Answer: B
Q3) Effective negotiators consider partial trust as being detrimental to negotiations.
A)True
B)False
Answer: False
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Chapter 2: Preparation: What to Do Before Negotiation
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Sample Questions
Q1) A focal point is the pivot for successful negotiations.
A)True
B)False
Answer: False
Q2) Many people's BATNAs are uncertain because potential alternatives arrive sequentially.
A)True
B)False
Answer: False
Q3) What does BATNA mean?
A) Best Alternative To Negate Aggression
B) Bargaining Assets To Negotiate an Agreement
C) Best Alternative To a Negotiated Agreement
D) Begin At The Negotiated Agreement
Answer: C
Q4) The longer the temporal distance between the act of negotiation and the consequences of negotiated agreements,the better the agreement.
A)True
B)False
Answer: True
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Chapter 3: Distributive Negotiation: Slicing the Pie
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Sample Questions
Q1) The zone of possible agreements (ZOPA)is the range between ________.
A) the buyer's and the seller's target points
B) the seller's target point and the buyer's reservation point
C) the buyer's and the seller's reservation points
D) the buyer's target point and the seller's reservation point
Answer: C
Q2) ________ concessions are concessions made by one party.
A) Distributive
B) Singular
C) Unilateral
D) Representative
Answer: C
Q3) The first offer that ________ acts as a powerful anchor point in negotiation.
A) creates the focusing effect
B) falls within the bargaining zone
C) creates the chilling effect
D) sets low aspirations
Answer: B
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Chapter 4: Win-Win Negotiation: Expanding the Pie
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Sample Questions
Q1) Which of the following is the best example of an integrative negotiation?
A) MLK and BlueSun Corp. reach a compromise in an attempt to reach a midpoint between their opposing desires.
B) BlueSun Corp. opens the negotiation by requesting something that is immediately granted.
C) Both MLK and BlueSun Corp. are satisfied with the outcome of the negotiation.
D) MLK and BlueSun Corp. utilize all available resources to bring about the desired changes.
Q2) Which of the following is likely to be counter-productive in any negotiation?
A) compromise
B) substantiation
C) making side deals
D) even splits
Q3) Which of the following best describes a "flower child" negotiator?
A) one who adopts a tough, hard stance to negotiate successfully
B) one who claims resources rather than expanding the pie
C) one who believes that adopting a soft stance can lead to successful negotiations
D) one who is so busy expanding the pie that he or she forgets to claim resources
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Chapter 5: Developing a Negotiating Style
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Sample Questions
Q1) Meg is negotiating a sales contract for selling the shirts manufactured by her company.She wants to use the interests-based approach for negotiation but she soon realizes that the other party is using the rights-based approach.Meg considers various possible strategies for refocusing the other party's approach toward interests.She suddenly remembers the study conducted by Goldberg and decides to select the strategy which was identified as the most effective strategy by that study.Based on this information,identify the strategy selected by Meg.
A) reciprocation
B) process intervention
C) behavioral reinforcement
D) mixed-message approach
Q2) Negotiators who are in a positive mood ________ than do negative or neutral-mood negotiators.
A) use fewer cooperative strategies
B) engage in less information exchange
C) generate fewer alternatives
D) use fewer contentious tactics
Q3) Discuss the effect of emotional intelligence on negotiated outcomes.
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7
Chapter 6: Establishing Trust and Building a Relationship
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Sample Questions
Q1) Most friendships are built on ________.
A) operator norms
B) exchange norms
C) uniform norms
D) communal norms
Q2) Which of the following can promote compromise agreements?
A) merit-based rule
B) equality norm
C) escrow norm
D) equity rule
Q3) Two companies in the research field are considering a partnership.The representatives of the two parties set the negotiation ball rolling.Under which of the following circumstances will the negotiators experience cognition-based trust?
A) They agree about economic issues.
B) They know each other socially.
C) They have the same personality type.
D) They are loyal to their companies.
Q4) Negotiators who mimic the mannerisms of the counterparty build trust.
A)True
B)False
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Chapter 7: Power,Persuasion,and Ethics
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Sample Questions
Q1) Which of the following strategies plays upon people's need to demonstrate consistent behavior?
A) the door-in-the-face technique
B) the foot-in-the-door technique
C) the rejection-then-retreat technique
D) the sweetening the deal technique
Q2) Sweetening the deal refers to the ________ technique.
A) foot-in-the-door
B) that's-not-all
C) rejection-then-retreat
D) door-in-the-face
Q3) Negotiators who are suspicious are less effective at the bargaining table.
A)True
B)False
Q4) Persuasion is more likely to occur through the ________ route when the negotiator is distracted or highly emotionally involved in the situation.
A) peripheral
B) sequential
C) indirect
D) central
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Chapter 8: Creativity and Problem Solving in Negotiations
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Sample Questions
Q1) Which of the following is likely to promote cooperative negotiation?
A) a fixed-pie perception
B) similar BATNAs
C) the set effect
D) similar metacognition
Q2) Which of the following best describes the availability heuristic?
A) the inclination to see events that have already occurred as being more predictable than they were before they took place
B) the phenomenon in which people predict the frequency of an event based on how easily an example can be brought to mind
C) a cognitive bias that limits a person to using an object only in the way it is traditionally used
D) the tendency for people to favor information that confirms their preconceptions regardless of whether the information is true
Q3) Contingency contracts do not allow negotiators to ascertain the veracity of the other party.
A)True
B)False
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Chapter 9: Multiple Parties,Coalitions,and Teams
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Sample Questions
Q1) The ________ occurs when negotiators focus on reaching common ground with the other party and are reluctant to accept differences of interest,even when such acceptance might create viable options for joint gain.
A) confirmation bias
B) primacy effect
C) agreement bias
D) ingroup bias
Q2) What are the advantages of using agents to represent one's interests?
Q3) In which of the following situations is the coalition likely to be the least stable?
A) The coalition was formed early in the negotiation between members holding similar views.
B) The coalition uses the Shapley model to determine the distribution of resources.
C) The coalition uses the circular logrolling method to determine the costs that are to be incurred by each of its members.
D) One of the members of the coalition regards the proposed allocation of resources to be unfair.
Q4) Discuss the disadvantages of majority rule.
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Chapter 10: Cross-Cultural Negotiation
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Sample Questions
Q1) Which dispute resolution procedure involves disputants retaining control over the final decision,in the presence of a third party guiding the process?
A) adversarial adjudication
B) inquisitorial adjudication
C) mediation
D) bargaining
Q2) Which of the following can be considered an advantage of hierarchical power relationships?
A) It empowers people to resolve conflict themselves.
B) It calls for social inferiors not to challenge social superiors, thus reducing conflict between different social ranks.
C) It empowers social inferiors to challenge social superiors, if high-status members are at fault.
D) One's BATNA and information are key sources of power in hierarchical cultures.
Q3) Cultural intelligence is essential for effective negotiation.
A)True
B)False
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Page 12
Chapter 11: Tacit Negotiations and Social Dilemmas
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Sample Questions
Q1) In general,people behave more competitively (in a self-interested fashion)in social dilemmas when compared to prisoner's dilemmas.Which of the following statements,if true,will weaken this argument?
A) Social dilemmas provide anonymity.
B) In the case of social dilemma, it is easy to alter and reinforce behaviors of others.
C) Social dilemmas are riskier than prisoner's dilemmas.
D) In the case of a social dilemma the costs of defection are spread out, rather than concentrated upon one person.
Q2) The negotiation situations in which people seek to reach mutual agreement via binding contract are called ________ negotiations.
A) concurrent
B) explicit
C) reciprocal
D) tacit
Q3) Public goods dilemmas are also known as collective traps.
A)True
B)False
Q4) Explain how escalation of commitment can be avoided in a negotiation?
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Page 13
Chapter 12: Negotiating Via Information Technology
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Sample Questions
Q1) Discuss the key biases that affect the ability of people to negotiate via e-mail.
Q2) Which of the following is likely to be the most limiting aspect of same-time,different-place negotiations?
A) the lack of an appropriate communication channel
B) the increase in the time required for negotiation
C) the loss of informal communication
D) the decrease in the level of cooperation
Q3) The sinister attribution bias refers to the tendency for e-communicators to ascribe diabolical intentions to the other party.
A)True
B)False
Q4) In which of the following modes of communication are the sender and the receiver likely to have the least psychological distance between them?
A) e-mail messaging
B) telephone conversations
C) written correspondence
D) face-to-face communication
Q5) What are the key challenges to "same time,different place" negotiations?
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Chapter 13: Are You a Rational Person Check Yourself
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Sample Questions
Q1) Which of the following is a situation where the negotiator agrees on an outcome though there is another outcome that is Pareto-superior?
A) A negotiator selects his preferred outcome though it decreases the utility for the other party.
B) The negotiator abstains from engaging in discussion with the other parties involved.
C) A negotiator wins over a compromise to obtain a win-win to all the parties involved.
D) The negotiator makes an ineffective bargain resulting in losses to all the parties involved.
Q2) In the multiattribute utility technique,after evaluation,each attribute is given a weight based on ________.
A) how important that attribute is to him or her
B) the difficulty involved in carrying out the alternative
C) the relative utility or value of each alternative
D) the complexity in evaluating the alternative
Q3) Briefly explain the three main types of decisions to be made by a decision maker.
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Chapter 14: Nonverbal Communication and Lie Detection
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Sample Questions
Q1) Most negotiators regard themselves as truthful and honest and their opponents as dishonest.This indicates a(n)________ bias.
A) anchoring
B) egocentric
C) framing
D) distinction
Q2) Nonverbal sensitivity can help detect deception.Which of the following statements,if true,will weaken this argument?
A) Nonverbal sensitivity, as a skill, is not correlated with intelligence.
B) Nonverbal expressiveness is linked with social power.
C) Liars can easily manipulate all of their nonverbal cues.
D) People often assert dominance and power through nonverbal cues.
Q3) You are about to interview a candidate for the post of sales executive.You have decided that while talking to the candidate you will pay attention to the vocal cues.So during the interview,you would be observing the candidate's ________.
A) gestures
B) facial expressions
C) posture
D) tone and pace of speech
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Page 16
Chapter 15: Third-Party Intervention
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Sample Questions
Q1) Jack and April are a couple who have decided to settle their divorce through the final-offer arbitration method.Each of them believes he or she has more than a 50 percent chance of having his or her proposal chosen by the arbitrator.What type of bias is evident here?
A) hostile media bias
B) overconfidence bias
C) false attribution bias
D) exaggeration of conflict bias
Q2) Which of the following is an example of an informal third-party role?
A) the U.S. imposing ceasefire over the India-Pakistan conflict over Kashmir
B) an employee intervening in a dispute between two colleagues
C) a marriage counselor facilitating a discussion of a couple's marital problems
D) the U.S. hosting a peace conference between rival factions in a civil war in an African nation
Q3) When disputants in conflict have asymmetrical conflict perceptions,________.
A) they are more likely to view the mediator as biased
B) they are more likely to recommend mediation to their coworkers
C) they tend to be more satisfied with the outcome of the mediation process
D) they are more likely to arrive at a Pareto-optimal win-win agreement
Q4) Compare and contrast the two major types of arbitration available to disputants.
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Chapter 16: Negotiating a Job Offer
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Sample Questions
Q1) You are in a much weaker position to negotiate before you have a job offer than after you are offered a position.
A)True
B)False
Q2) If you have not yet been offered the job but sense that the employer wants to find out what you desire in a job offer,it is advisable to talk about salary or specific terms.
A)True
B)False
Q3) Briefly describe a rational strategy to choose among multiple job offers.
Q4) According to the text,it is important to stop negotiating when ________.
A) the other side is highly enthusiastic about negotiations
B) a rival offer comes up with better terms
C) the employer extends an exploding offer
D) reciprocal concessions are becoming miniscule
Q5) Write a brief note on BATNAs and their significance in job negotiations.
Q6) How do comparables and benchmarks influence the process of negotiating a job offer?
Q7) How should candidates deal with employers who attempt to gain information on their BATNAs?
Page 18
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