Management and Organizational Behavior
Final Test Solutions
Course Introduction
This course explores the fundamental principles of management and the dynamics of organizational behavior within contemporary workplaces. Students will examine key management functions such as planning, organizing, leading, and controlling, alongside theories of motivation, leadership, group dynamics, and decision-making. Emphasis is placed on understanding individual and group behavior, communication processes, organizational culture, and strategies for managing change and conflict. Through the analysis of real-world cases and interactive exercises, students will develop essential skills for effectively managing people and processes in a variety of organizational settings.
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
Source URL: https://quizplus.com/study-set/2161
Page 2
Chapter 1: Negotiation: The Mind and the Heart
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50 Verified Questions
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Sample Questions
Q1) Effective negotiators consider partial trust as being detrimental to negotiations.
A)True
B)False
Answer: False
Q2) What does the increasing interdependence of people,both laterally and hierarchically,within organizations imply?
A) that people need to know how to communicate well in different languages
B) that people need to know how to play different organizational roles
C) that people need to know how to further their interests independently
D) that people need to know how to integrate their interests and work across business units and functional areas
Answer: D
Q3) Effective negotiation requires ________ and ________.
A) inherent skills; feedback
B) practice; feedback
C) practice; performance
D) inherent skills; practice
Answer: B
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3
Chapter 2: Preparation: What to Do Before Negotiation
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54 Verified Questions
54 Flashcards
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Sample Questions
Q1) What does premature concession mean?
A) when a negotiator decides to make concessions in the terms before the lapse of the agreement period
B) when a negotiator loses ground by to the other party by spelling out her or his alternative terms before required
C) when a negotiator makes concessions in the terms before it can be ratified
D) when a negotiator makes concessions in the terms at the eleventh hour
Answer: B
Q2) What are the two types of conflicts commonly witnessed in negotiations?
A) functional benefits and consensus conflict
B) line staff conflict and functional conflict
C) line staff conflict and scarce resource competition
D) consensus conflict and scarce resource competition
Answer: D
Q3) A positional negotiator is also known as a(n)________.
A) underaspiring negotiator
B) visioning negotiator
C) overaspiring negotiator
D) grass-is-greener negotiator
Answer: C
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Chapter 3: Distributive Negotiation: Slicing the Pie
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Sample Questions
Q1) Negotiators who make larger and more frequent concessions maximize their slice of the pie,compared to those who make fewer and smaller concessions.
A)True
B)False
Answer: False
Q2) Which of the following fairness principles prescribes equal shares for all?
A) blind justice
B) equity rule
C) welfare-based allocation
D) reciprocal rule
Answer: A
Q3) The free market system in the United States is an example of the ________ rule.
A) equality
B) welfare-based allocation
C) equity
D) needs-based allocation
Answer: C
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Chapter 4: Win-Win Negotiation: Expanding the Pie
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Sample Questions
Q1) The illusion of transparency occurs when negotiators believe they are revealing more than they actually are.
A)True
B)False
Q2) Which of the following is least likely to lead to a lose-lose negotiation?
A) illusory conflict
B) fixed-pie perception
C) logrolling
D) substantiation
Q3) It is similarities in preferences,beliefs,and capacities that may be profitably traded off to create joint gain.
A)True
B)False
Q4) The belief that the other party has interests diametrically opposite to the party's own interests is explained by the term ________.
A) premature concession
B) Boulwarism
C) positional bargaining
D) fixed-pie perception
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Chapter 5: Developing a Negotiating Style
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Sample Questions
Q1) With reference to motivational orientations,cooperation represents a midpoint between altruism and aggression.
A)True
B)False
Q2) Sam and Mike are negotiating a contract.Sam has a cooperative orientation whereas Mike has a competitive orientation.Sam begins the negotiation in a cooperative fashion but he soon realizes that he is facing a competitive negotiator.Which of the following is most likely to be Sam's reaction?
A) Sam will continue his negotiation in the cooperative fashion.
B) Sam will try to use integrative bargaining strategies.
C) Sam will start behaving competitively.
D) Sam will make large concessions.
Q3) In which of the following methods does the arbitrator lack the authority to compromise between parties' positions,and must accept one of the final offers made?
A) arb-med
B) final offer arbitration
C) minitrial
D) med-arb
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Chapter 6: Establishing Trust and Building a Relationship
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Sample Questions
Q1) What is the drawback of deterrence-based trust systems?
A) They do not promote cohesion.
B) Both parties run the risk of exploitation.
C) They are expensive to maintain.
D) They cannot provide long-term results.
Q2) Which of the following is a process negotiators use when they find it difficult to steer the interaction?
A) dispositional attribution
B) the halo effect
C) emotional punctuation
D) the propinquity effect
Q3) Which of the following is characteristic of the O.Henry effect?
A) reaching monetarily inefficient outcomes and low relational satisfaction
B) reaching monetarily inefficient outcomes but achieving high relational satisfaction
C) reaching monetarily efficient outcomes but low relational satisfaction
D) reaching monetarily efficient outcomes with high relational satisfaction
Q4) Capitalism is the ultimate expression of market pricing.
A)True
B)False
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Chapter 7: Power,Persuasion,and Ethics
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50 Flashcards
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Sample Questions
Q1) In which of the following situations is a negotiator least likely to lie?
A) when the situation is purely distributive
B) when there is no potential for a long term relationship
C) when he dislikes the other party
D) when the other party has more power
Q2) Which of the following statements is true regarding a BATNA?
A) You should prepare your BATNA after the other party makes their final offer.
B) You should reveal your BATNA early in the negotiation so that the other party will make appropriate concession to their offer.
C) You should asses the other party's BATNA and begin your research even before the negotiations start.
D) You should reveal your BATNA only if the other party reveals their BATNA as this will help in expanding the bargaining zone.
Q3) Generally,high-status individuals seldom talk,even when they know a lot about the topic.
A)True
B)False
Q4) Discuss primary and the secondary status characteristics.
Q5) Discuss the door-in-the-face technique of persuasion.
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Chapter 8: Creativity and Problem Solving in Negotiations
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Sample Questions
Q1) In which model of negotiation are negotiators more likely to concede some of their desires in order to appease their competitor?
A) partnership
B) game-playing
C) haggling
D) cost-benefit analysis
Q2) You read that 30% of a country's male population has received technical education.On the same day you learn that 30% of the people in that country are rich.Combining these facts,you conclude that technical education makes people richer.This is an example of ________.
A) an illusory correlation
B) the perseverance effect
C) a causal relationship
D) the base rate fallacy
E) the gambler's fallacy
Q3) Functional fixedness occurs when a problem solver bases a strategy on familiar methods.
A)True
B)False
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Page 10
Chapter 9: Multiple Parties,Coalitions,and Teams
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Sample Questions
Q1) In the case of a negotiation,the term 'second table' refers to the relationship between
A) the principals and the agents
B) the agents and the clients
C) the agents and the constituents
D) the principals and the constituents
Q2) Majority rule hinders the development of mutually beneficial trade-offs.
A)True
B)False
Q3) In the context of the principal-agent negotiation,which of the following statements is true regarding agents?
A) Agents usually have less expertise in the negotiation process.
B) Agents can provide emotional detachment and tactical flexibility.
C) Agents decrease the likelihood of reaching an impasse.
D) The use of agents expands the zone of possible agreement.
Q4) Common-identity groups are composed of members who are attracted to particular members in the group.
A)True
B)False
Q5) What are the advantages of using agents to represent one's interests?
Page 11
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Chapter 10: Cross-Cultural Negotiation
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52 Verified Questions
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Sample Questions
Q1) A cultural framework is sensitive to homogeneity within cultural groups.
A)True
B)False
Q2) What are the beliefs,customs,and assumptions that form the basis of a group or culture's belief system known as?
A) secular values
B) trade-offs
C) sacred values
D) communal values
Q3) Bargaining,or negotiation,is a dispute resolution procedure in which the disputants retain control over the final decision,but a third party guides the process.
A)True
B)False
Q4) Which of the following is a type of dispute resolution procedure?
A) directive adjudication
B) bargaining
C) principle adjudication
D) egalitarianism
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Chapter 11: Tacit Negotiations and Social Dilemmas
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Sample Questions
Q1) People behave less competitively in groups than in two-person situations.
A)True
B)False
Q2) Which of the following is a characteristic of a noncooperative negotiation?
A) People know in advance what actions will be taken by others.
B) People negotiate via proposals and counterproposals
C) People usually come to the table voluntarily.
D) The contract is tacit.
Q3) Social dilemmas are riskier than prisoner's dilemmas.
A)True
B)False
Q4) Which of the following is a form of social dilemma?
A) public fences
B) environmental traps
C) social fences
D) collective traps
Q5) In contrast to structural strategies,psychological strategies are inexpensive.
A)True
B)False
Q6) Explain how escalation of commitment can be avoided in a negotiation?
Page 13
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Chapter 12: Negotiating Via Information Technology
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Sample Questions
Q1) It is generally observed that people are more likely to engage in counter-normative social behavior when interacting via e-mail.Which of the following statements,if true,would most likely weaken this argument?
A) When interacting via e-mail, people often misattribute the behavior of others to their underlying character traits while ignoring the influence of temporary, situational factors. B) In the case of e-mail communication, both visual anonymity and remote distance inhibit the activation of the continuation norm.
C) While writing e-mails, people pay more attention to the style of the message rather than to the content of the message.
D) While communicating with e-mails, people tend to attribute malevolent motives to people they don't know or who represent the out-group.
Q2) Face-to-face meetings are ideal for wrestling with complex negotiations.
A)True
B)False
Q3) What are the key challenges to "same time,different place" negotiations?
Q4) Discuss the key biases that affect the ability of people to negotiate via e-mail.
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Page 14
Chapter 13: Are You a Rational Person Check Yourself
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Sample Questions
Q1) Game theoretic rationality focuses on how ________.
A) people make independent decisions
B) people make interdependent decisions
C) perception influences individual decisions
D) people make decisions using their legitimate power
Q2) According to the uniqueness axiom,a unique solution exists for each bargaining situation.
A)True
B)False
Q3) Which of the following refers to the possibility effect?
A) the tendency to overweight low probabilities and underweight high probabilities
B) the tendency to overweight outcomes that are possible relative to outcomes that are impossible
C) the tendency to overweight certain outcomes relative to outcomes that are merely probable
D) the tendency to remain neutral toward outcomes with low probabilities and high probabilities
Q4) 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) In terms of nonverbal reception,women are better than men at recognizing covert messages,such as discrepant or deceptive communication.
A)True
B)False
Q2) In a negotiation,the negotiators of OneTime accused those of Bluegray of exaggerating the facts to make their case more favorable.OneTime's negotiators asserted that a negotiation was impossible if both parties were not honest.Bluegray challenged OneTime's negotiators saying that they had withheld information that might have changed their opinion.Which of the following is evident in this situation?
A) confirmation bias
B) cognitive bias
C) egocentric bias
D) selection bias
Q3) Which of the following types of lies is more likely to be detected by the triangulation method?
A) lies of commission
B) monitoring-dependent lies
C) jocose lies
D) lies of omission
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Page 16
Chapter 15: Third-Party Intervention
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Sample Questions
Q1) Third parties should not let the desperation of the negotiators narrow their own view of the possibilities for integrative agreement.
A)True
B)False
Q2) Arbitration may or may not produce a settlement.
A)True
B)False
Q3) ________ is a procedure whereby a third party assists disputants in achieving a voluntary settlement,but cannot impose a settlement on the disputants.
A) Arbitration
B) Mediation
C) Litigation
D) Adjudication
Q4) Which of the following is an example of offensive behavior by a disputing party in a mediation process?
A) blocking the counterparty's move to push through a proposal
B) objecting to the counterparty's wishes to reschedule the mediation process
C) insisting on holding mediation talks at a place of their choosing
D) attempting to replace a mediator perceived as favoring the counterparty
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Chapter 16: Negotiating a Job Offer
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26 Verified Questions
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Sample Questions
Q1) A negotiator's negotiating power is greatest ________.
A) when responding to an employer's job offer
B) while interviewing for a job
C) after accepting a job offer from an employer
D) while awaiting results of a job interview
Q2) Which of the following is classified as a necessary living expense?
A) continuing education
B) taxes
C) recreation and entertainment
D) charity
Q3) People are more likely to accept a lower-paying job that pays other employees the same amount than a higher-paying job that pays other employees even more.
A)True
B)False
Q4) How do comparables and benchmarks influence the process of negotiating a job offer?
Q5) Briefly describe a rational strategy to choose among multiple job offers.
Q6) Negotiators should always assume that a job offer is negotiable.
A)True
B)False
Page 18
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