Leadership Studies
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Course Introduction
Leadership Studies examines the theories, principles, and practices of effective leadership across diverse contexts. The course explores foundational and contemporary leadership models, the ethical dimensions of leadership, and strategies for fostering collaboration, motivating teams, and managing change. Through case studies, discussions, and experiential learning, students develop critical thinking skills, self-awareness, and practical tools to lead effectively in organizational, community, and global settings, preparing them to address complex challenges in a dynamic world.
Recommended Textbook Essentials of Negotiation 5th Edition by Roy Lewicki
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12 Chapters
776 Verified Questions
776 Flashcards
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Chapter 1: The Nature of Negotiation
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79 Verified Questions
79 Flashcards
Source URL: https://quizplus.com/quiz/55120
Sample Questions
Q1) Negotiation is a ____________ that transforms over time. Answer: process
Q2) Independent parties are able to meet their own ____________ without the help and assistance of others.
Answer: needs
Q3) A zero-sum situation is a situation in which individuals are so linked together that there is a positive correlation between their goal attainments.
A)True
B)False
Answer: False
Q4) What are the five major strategies for conflict management (as identified in the Dual Concerns framework)?
Answer: Contending,Yielding,Inaction,Problem Solving,and Compromising.
Q5) What does BATNA stand for?
Answer: Best alternative to a negotiated agreement.
Q6) Negotiation is a strategy for productively managing conflict.
A)True
B)False
Answer: True
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Chapter 2: Strategy and Tactics of Distributive Bargaining
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96 Verified Questions
96 Flashcards
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Sample Questions
Q1) Distributive bargaining is basically a competition over who is going to get the most of a ____________ __________.
Answer: limited resource
Q2) Selective presentation can be used to lead the other party to form the desired impression of your resistance point or to open up new possibilities for agreement that are more favorable to the presenter than those that currently exist.
A)True
B)False
Answer: True
Q3) ____________ are important because they give the negotiator power to walk away from any negotiation when the emerging deal is not very good.
Answer: Alternatives
Q4) Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party's ____________ __________.
Answer: resistance point
Q5) What is the simplest way to screen a position?
Answer: Say and do as little as possible.
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4
Chapter 3: Strategy and Tactics of Integrative Negotiation
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90 Verified Questions
90 Flashcards
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Sample Questions
Q1) How can motivation and commitment to problem solving be enhanced?
Answer: The parties can come to believe that they share a common fate,the parties can demonstrate to one another that there is more to be gained by working together (to increase the payoffs or reduce the costs)than by working separately,the parties can engage in commitments to each other before the negotiations begin.
Q2) Parties should enter the integrative negotiation process with few preconceptions about the solution.
A)True
B)False
Answer: True
Q3) Successful bridging requires a fundamental reformulation of the problem such that the parties are no longer squabbling over their positions; instead,they are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties' needs.
A)True
B)False
Answer: True
Q4) _________ interests are related to how the negotiations unfold.
Answer: Process
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Chapter 4: Negotiation: Strategy and Planning
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90 Verified Questions
90 Flashcards
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Sample Questions
Q1) A negotiator's unilateral choice of strategy is reflected in the answers to two simple questions: how much concern does the actor have for achieving the ____________ outcomes at stake in this negotiation,and how much concern does the negotiator have for the current and future quality of the ____________ with the other party?
Q2) Reactive strategies:
A) encourage negotiators to be more flexible and creative
B) can efficiently clear up confusion about issues
C) will lessen a negotiator's defensive posture
D) can make negotiators feel threatened and defensive
E) none of the above
Q3) Interests are what a negotiator wants.
A)True
B)False
Q4) What are the four types of initial strategies for negotiators?
Q5) The dominant force for success in negotiation is in the ____________ that takes place prior to the dialogue.
Q6) Define goal.
Q7) What are the three types of goals?
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Q8) How does short-term thinking affect our choice of strategy and limit our view?
Chapter 5: Perception,Cognition,and Emotion
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71 Verified Questions
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Sample Questions
Q1) Define perceptual distortion by generalization.
Q2) The availability of information bias operates with which of the following statements?
A) When negotiators sometimes maintain commitment to a course of action even when that commitment constitutes irrational behavior on their part.
B) When thorough preparation, along with the use of a devil's advocate or reality check, can help prevent errors.
C) When information that is presented in vivid, colorful, or attention-getting ways becomes easy to recall, and thus also becomes central and critical in evaluating events and options.
D) When the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true.
E) When the tendency will often lead to a self-fulfilling prophecy, as follows: People who expect to be treated in a distributive manner will (1) be more likely to perceive the other party's behavior as distributive, and (2) treat the other party in a more distributive manner.
Q3) ____________ can also occur as one party uses metaphors,analogies,or specific cases to illustrate a point.
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Page 7
Chapter 6: Communication
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35 Verified Questions
35 Flashcards
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Sample Questions
Q1) Define the "information is weakness" effect.
Q2) We know that role reversal can be a useful tool for improving communication and the accurate understanding and appreciation of the other party's position in negotiation.But when is it useful?
Q3) _____________ questions cause attention,get information and start thinking.
Q4) How can using the five linguistic dimensions make threats more credible and compelling?
Q5) Define social bandwidth.
Q6) In negotiations,language operates at two levels: the _____________ level (for proposals or offers)and the _____________ level (for semantics,syntax,and style).
Q7) Which of the following is not one of the five linguistic dimensions of making threats?
A) The use of polarized language
B) The conveyance of verbal immediacy
C) The degree of lexical diversity
D) The extent of low-power language style
E) All of the above are elements of the five linguistic dimensions of making threats.
Q8) What are the five linguistic dimensions of making threats?
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Chapter 7: Finding and Using Negotiation Power
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52 Verified Questions
52 Flashcards
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Sample Questions
Q1) The third type of relational power also comes from ____________ in an organizational structure,but not necessarily a hierarchical structure.
Q2) If enough people begin to distrust the authority or discredit its legitimacy,they will begin to defy it and thereby undermine its potential as a source of power.
A)True
B)False
Q3) Describe how strength of ties between individuals in an organization works.
Q4) Expert power is derived from the ability to assemble and organize information to support the desired position,arguments,or outcomes.
A)True
B)False
Q5) Today car-buying customers can enter negotiation armed with accurate facts and figures about a car.Describe how car buyers felt before the age of the Internet.
Q6) State the "relational" definition of power as defined by Deutsch.
Q7) Define legitimate power.
Q8) Describe the concept of individual differences in "power motive."
Q9) How does location in an organization contribute to power?
Page 9
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Chapter 8: Ethics in Negotiation
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Sample Questions
Q1) The use of silence by a negotiator creates a "verbal vacuum" that makes the other uncomfortable and helps determine whether the other party is acting deceptively.
Multiple Choice Questions
A)True
B)False
Q2) What is the purpose of using marginally ethical ambiguous negotiating tactics?
Q3) Misrepresentation by ____________ is defined as failing to disclose information which would benefit the other.
Q4) Ethical criteria for judging appropriate conduct define
A) what is wise based on trying to understand the efficacy of the tactic and the consequences it might have on the relationship with the other.
B) what a negotiator can actually make happen in a given situation.
C) what is appropriate as determined by some standard of moral conduct.
D) what the law defines as acceptable practice.
E) All of the above are defined by ethical criteria for judging appropriate conduct.
Q5) Explanations and justifications are self-serving ____________ for one's own conduct.
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Page 10
Chapter 9: Relationships in Negotiation
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51 Verified Questions
51 Flashcards
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Sample Questions
Q1) What are the three things that contribute to the level of trust one negotiator may have for another?
Q2) Trustors,and those trusted,may focus on different things as ____________ is being built.
Q3) McAllister defines ____________ as "an individual's belief in and willingness to act on the words,actions and decisions of another."
Q4) An individual's ____________ ____________ toward trust can be described as individual differences in personality that make some people more trusting than others.
Q5) Which of the following parameters shapes our understanding of relationship negotiation strategy and tactics?
A) Negotiating within relationships takes place at a single point in time.
B) Negotiation in relationships is only about the issue.
C) Negotiating within relationships may never end.
D) Parties never make concessions on substantive issues.
E) All of the above parameters shape our understanding of relationship negotiation strategy and tactics.
Q6) Why are negative reputations difficult to repair?
Q7) What role does trust play in an online negotiation?
Page 11
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Chapter 10: Multiple Parties and Teams
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Sample Questions
Q1) When a chairperson is also advocating a particular position or preferred outcome,it will be difficult for that individual to act or be seen as "neutral."
A)True
B)False
Q2) It is uncommon for coalitions to exist before negotiations begin.
A)True
B)False
Q3) One of the most fundamental consequences of increasing the number of parties in a negotiation is that
A) the negotiation situation tends to become less lucid.
B) the negotiation situation tends to become more complex.
C) the negotiation situation tends to become more demanding.
D) there will be more values, interests, and perceptions to be integrated or accommodated.
E) All of the above are fundamental consequences of increasing the number of parties in a negotiation.
Q4) Additional parties may be invited to a multiparty negotiation to:
Q5) What is the "illusion of consensus?"
Q6) Multiparty negotiations have more ____________ at the table.
Page 12
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Chapter 11: International and Cross-Cultural Negotiation
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76 Verified Questions
76 Flashcards
Source URL: https://quizplus.com/quiz/55110
Sample Questions
Q1) Negotiators using the "adapt to the other party's approach" strategy maintain a firm grasp on their own approach,but make modifications to help relations with the other negotiator.
A)True
B)False
Q2) The individualism/collectivism dimension describes
A) the extent to which the less powerful members of organizations and institutions accept and expect that power is distributed unequally.
B) the extent to which the society is organized around individuals or the group.
C) the extent to which cultures hold values that were traditionally perceived as masculine or feminine.
D) the extent to which a culture programs its members to feel either uncomfortable or comfortable in unstructured situations.
E) None of the above describes the individualism/collectivism dimension.
Q3) The "culture-as-learned-behavior" approach concentrates on creating a ____________ of behaviors that foreign negotiators should expect when entering a host culture.
Q4) The most frequently studied aspect of international negotiation is __________.
Q5) What are the 10 different ways that culture can influence negotiations?
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Chapter 12: Best Practices in Negotiations
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32 Verified Questions
32 Flashcards
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Sample Questions
Q1) What often happens to negotiators without a strong BATNA?
Q2) The best negotiators do not take time to analyze each negotiation after it has concluded.
Multiple Choice Questions
A)True
B)False
Q3) The goal of most negotiations is achieving which of the following?
A) A final settlement
B) A valued outcome
C) An agreement per se
D) A value claiming goal
E) A value creating goal
Q4) Negotiators can illuminate definitions of _____________ that the other party holds and engage in a dialogue to reach consensus on which standards of _____________ apply in a given situation.
Q5) Why is the BATNA an important source of power in a negotiation?
Q6) Why is it said that reputations are like eggs?
Q7) What are the three things that negotiators can do to manage the perceptions of fairness and rationality proactively?
Q8) Negotiators who are better prepared have numerous ___________.
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