Course Introduction
Organizational Behavior
Chapter Exam Questions
Organizational Behavior explores the complex dynamics of individual, group, and organizational processes within the workplace. This course examines foundational theories and contemporary research on topics such as motivation, teamwork, communication, leadership, decision-making, organizational culture, and change management. Students will analyze real-world business scenarios to understand how human behavior impacts organizational effectiveness, learning skills to diagnose problems, foster positive work environments, and implement strategies that enhance productivity and employee satisfaction.
Recommended Textbook
The Mind and Heart of the Negotiator 5th Edition by Leigh Thompson
Available Study Resources on Quizplus 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
Available Study Resources on Quizplus for this Chatper
50 Verified Questions
50 Flashcards
Source URL: https://quizplus.com/quiz/43078
Sample Questions
Q1) What does the term "winner's curse" imply?
A) negotiators optimistically settling for an undervalued deal
B) negotiators knowingly settling for an undervalued deal
C) negotiators settling for all the terms laid down by the other party
D) negotiators settling for none of the terms laid down by the other party
Answer: A
Q2) "Most people do not stay in the same job that they take upon graduating from college or receiving their MBA degree.Sixty percent of younger workers said it is not very likely or not likely at all that they will stay with their current employers for the remainder of their working life." Which of the following best supports this statement?
A) People are fickle and get bored easily.
B) Negotiating with higher ups is not encouraged with most organizations.
C) People's interests are not always in alignment with the interests of the organizations.
D) Working for more companies provides more financial incentives than working for one.
Answer: C
To view all questions and flashcards with answers, click on the resource link above.
3
Chapter 2: Preparation: What to Do Before Negotiation
Available Study Resources on Quizplus for this Chatper
54 Verified Questions
54 Flashcards
Source URL: https://quizplus.com/quiz/43079
Sample Questions
Q1) Negotiations can arise from either necessity or ________.
A) opportunity
B) goodwill
C) competition
D) consensus
Answer: A
Q2) A positional negotiator is one who ________.
A) is under pressure to clinch the offer and consequently accepts the offer despite better alternatives
B) sets a low target point and is immediately granted the offer
C) selectively seeks information that confirms what he or she believes to be true
D) sets the target point too high and refuses to make any concessions
Answer: D
Q3) Most people are risk-seeking when it comes to losses,and risk-averse when it comes to gains.
A)True
B)False
Answer: True
To view all questions and flashcards with answers, click on the resource link above.
4
Chapter 3: Distributive Negotiation: Slicing the Pie
Available Study Resources on Quizplus for this Chatper
50 Verified Questions
50 Flashcards
Source URL: https://quizplus.com/quiz/43080
Sample Questions
Q1) Discuss the significance of procedural justice during negotiation.
Answer: In addition to their slice of the pie,people are concerned with the way resources are distributed.People evaluate not only the fairness of outcomes but also the fairness of the procedures by which those outcomes are determined.Listening to the other party,treating them with respect,and explaining oneself are related to outcome satisfaction and the desire for future negotiations.People's evaluations of the fairness of procedures determine their satisfaction and willingness to comply with outcomes.
Q2) Which of the following is a negotiation method in which parties avoid escalating conflict to reach mutual settlement within the bargaining zone?
A) the GRIT model
B) a blue ocean strategy
C) Porter's Five Forces model
D) the Diamond model
Answer: A
Q3) Your first offer should not be a range.
A)True
B)False
Answer: True
To view all questions and flashcards with answers, click on the resource link above.
5
Chapter 4: Win-Win Negotiation: Expanding the Pie
Available Study Resources on Quizplus for this Chatper
50 Verified Questions
50 Flashcards
Source URL: https://quizplus.com/quiz/43081
Sample Questions
Q1) Which of the following is likely to be counter-productive in any negotiation?
A) compromise
B) substantiation
C) making side deals
D) even splits
Q2) Anne is offered a lucrative offer from Katapult Inc.which she is unwilling to give up.The only downside to the offer is that she will be required to travel,which conflicts with her desire to spend time with her family.She tries to negotiate with management so that they make concessions for her.Which of the following satisfies the condition for Anne to reach a win-win agreement with management?
A) Both parties have the same interests and preferences across all the negotiation issues.
B) Both parties adopt an inflexible approach with regard to their terms and conditions.
C) Both parties have different strengths of preference across negotiation issues.
D) Both parties are strictly cautioned not to make side deals or side payments.
Q3) Explain the criteria under which contingency contracts are effective.
Q4) Describe the multiple-offer strategy for negotiations.
To view all questions and flashcards with answers, click on the resource link above.
Chapter 5: Developing a Negotiating Style
Available Study Resources on Quizplus for this Chatper
50 Verified Questions
50 Flashcards
Source URL: https://quizplus.com/quiz/43082
Sample Questions
Q1) Richard Shell has identified helpful strategies and tips designed for cooperative negotiators and competitive negotiators.Which of the following is one of the seven tools designed for the overly cooperative negotiator?
A) being scrupulously reliable
B) asking more questions than you think you should
C) bargaining on behalf of someone or something else, not yourself
D) thinking about pie-expansion, not just pie-slicing
Q2) Advisory arbitration is a method whereby managers are provided with information that ________.
A) helps them in identifying the reservation points of both the parties
B) allows them to identify the appropriate bargaining zone for the negotiation
C) would likely result if the dispute were to go to court
D) helps them in suggesting the appropriate approach for resolving the dispute
Q3) According to Ury,Brett,and Goldberg,negotiators who focus on rights ________.
A) use integrative bargaining strategies and try to expand the bargaining zone
B) apply standards of fairness to negotiation based upon norms
C) attempt to learn about the other party's underlying needs, desires, and concerns
D) use status, rank, threats, and intimidation to get their way
Q4) Discuss the effect of emotional intelligence on negotiated outcomes.
To view all questions and flashcards with answers, click on the resource link above. Page 7
Chapter 6: Establishing Trust and Building a Relationship
Available Study Resources on Quizplus for this Chatper
50 Verified Questions
50 Flashcards
Source URL: https://quizplus.com/quiz/43083
Sample Questions
Q1) Knowledge-based trust increases dependence and commitment among parties.
A)True
B)False
Q2) The two routes to building trust are the ________ routes.
A) applicative and collaborative
B) preventive and regulative
C) cognitive and affective
D) normative and evaluative
Q3) Which of the following is an area assessed by the Subjective Value Inventory when applied to negotiators?
A) determination of a strategy
B) trust between negotiators
C) cost analysis of options
D) causes of the dispute
Q4) Purposeless small talk can lead negotiators to build trust and should be encouraged.
A)True
B)False
Q5) Distinguish between knowledge-based trust and identification-based trust.
Page 8
Q6) Briefly describe the pitfalls of embedded relationships.
To view all questions and flashcards with answers, click on the resource link above.
Chapter 7: Power,Persuasion,and Ethics
Available Study Resources on Quizplus for this Chatper
50 Verified Questions
50 Flashcards
Source URL: https://quizplus.com/quiz/43084
Sample Questions
Q1) When the bargaining zone is small,contributions exert a stronger effect on resource allocation than do BATNAs.
A)True
B)False
Q2) According to the social proof principle,________.
A) we tend to search for or interpret information in a way that confirms our preconceptions
B) we have a tendency to reject new evidence that contradicts an established paradigm
C) we tend to overestimate the likelihood of negative things happening to us
D) we look to the behavior of others to determine what is desirable, appropriate, and correct
Q3) When a negotiator makes an extreme initial offer and then follows with an offer that appears more reasonable,he or she is attempting to create a ________ effect.
A) bandwagon
B) subadditivity
C) psychological contrast
D) primacy
Q4) Discuss the door-in-the-face technique of persuasion.
To view all questions and flashcards with answers, click on the resource link above. Page 9
Chapter 8: Creativity and Problem Solving in Negotiations
Available Study Resources on Quizplus for this Chatper
50 Verified Questions
50 Flashcards
Source URL: https://quizplus.com/quiz/43085
Sample Questions
Q1) Distinguish between inductive and deductive reasoning.
Q2) In game playing,or the chess game model,each person has his own interests in mind.
A)True
B)False
Q3) The phenomenon known as "choking" occurs when ________.
A) a person strives to reach the flow experience and fails
B) a person feels his or her abilities match the opportunities for action
C) the person's skills outweigh the challenges of the experience
D) the challenges of the experience are too great for a person's skill
Q4) A negotiator has a bracelet that she considers to be her lucky mascot ever since she once successfully concluded a negotiation when wearing it.However,she disregards the times she wore it and did not fare well.This is an example of the ________.
A) gambler's fallacy
B) hot hand theory
C) illusory correlation
D) base rate fallacy
Q5) Briefly explain the rational problem solving model.
To view all questions and flashcards with answers, click on the resource link above.
Page 10
Chapter 9: Multiple Parties,Coalitions,and Teams
Available Study Resources on Quizplus for this Chatper
50 Verified Questions
50 Flashcards
Source URL: https://quizplus.com/quiz/43086
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) To the extent that the across-the-table relationship among agents is strong,the likelihood of agreement is greater and settlements occur ________.
A) in the middle of the bargaining zone
B) near the reservation point of the other party
C) near your target point
D) near the target point of the other party
Q3) What are the advantages of using agents to represent one's interests?
Q4) Common-bond groups are composed of members who ________.
A) are attracted to the group
B) are privy to certain special information
C) want to achieve a common goal
D) are attracted to particular members in the group
To view all questions and flashcards with answers, click on the resource link above. Page 11
Chapter 10: Cross-Cultural Negotiation
Available Study Resources on Quizplus for this Chatper
52 Verified Questions
52 Flashcards
Source URL: https://quizplus.com/quiz/43087
Sample Questions
Q1) Which cultural dimension refers to the means by which people influence others?
A) individualism-collectivism
B) egalitarianism-hierarchy
C) direct-indirect communication
D) simultaneous-parallel communication
Q2) What is an affiliation bias?
A) It is a bias that occurs when people evaluate a person's actions on the basis of his/her connection to an organization, rather than on the merits of the behavior itself.
B) It is a bias that occurs when people evaluate a person's action on the basis of the merits of his/her behavior, rather than his/her social status.
C) It is a bias that occurs when people evaluate a person's action on the basis of the demerits of his/her behavior, rather than the merits of the behavior.
D) It is a bias that occurs when people evaluate a person's action on the basis of his/her financial status, rather than the demerits of the behavior itself.
Q3) A cultural framework is sensitive to homogeneity within cultural groups.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 12
Chapter 11: Tacit Negotiations and Social Dilemmas
Available Study Resources on Quizplus for this Chatper
50 Verified Questions
50 Flashcards
Source URL: https://quizplus.com/quiz/43088
Sample Questions
Q1) Jessica is facing a prisoner's dilemma and she decides to use the tit-for-tat strategy.Which of the following statements is true regarding the outcome?
A) Jessica will always earn less than her opponent.
B) The most Jessica will earn is as much as her opponent.
C) Jessica will always earn more than her opponent.
D) Jessica will defect on the first trial
Q2) Patrick donates money to the community welfare fund and does a lot of social work.In the context of a public goods dilemma,Patrick can be affectionately called a(n)________.
A) sucker
B) boundary spanner
C) early adopter
D) free rider
Q3) The rational pursuit of self-interest is detrimental to collective welfare.
A)True
B)False
Q4) Discuss the steps to be taken for encouraging cooperation in social dilemmas when companies should not privately collude.
Q5) Explain how escalation of commitment can be avoided in a negotiation?
To view all questions and flashcards with answers, click on the resource link above. Page 13
Chapter 12: Negotiating Via Information Technology
Available Study Resources on Quizplus for this Chatper
50 Verified Questions
50 Flashcards
Source URL: https://quizplus.com/quiz/43089
Sample Questions
Q1) The ________ of a communication medium is the potential information-carrying capacity of the communication medium.
A) breadth
B) intensity
C) richness
D) depth
Q2) E-mail acts as an equalizer because the absence of status cues makes it difficult for high-status people to dominate the discussion.
A)True
B)False
Q3) Discuss the key biases that affect the ability of people to negotiate via e-mail.
Q4) With reference to the place-time model of interaction,the communication accomplished through voice mail takes place ________.
A) at the same time and in the same place
B) at the same time and in a different place
C) at a different time and in the same place
D) at a different time and in a different place
Q5) What are the key challenges to "same time,different place" negotiations?
To view all questions and flashcards with answers, click on the resource link above. Page 14
Chapter 13: Are You a Rational Person Check Yourself
Available Study Resources on Quizplus for this Chatper
50 Verified Questions
50 Flashcards
Source URL: https://quizplus.com/quiz/43090
Sample Questions
Q1) According to the ________,one alternative leads another if it is strictly better on at least one dimension and at least as good on all others.
A) expectation principle
B) regressiveness principle
C) dominance principle
D) symmetry principle
Q2) 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
Q3) Which of the following statements best describes the law of large numbers?
A) Large numbers of people should be involved if a gamble has to be successful.
B) Risk involved in a gamble is low when the money invested in it is large.
C) The mean return will get closer and closer to its expected value the more times a gamble is repeated.
D) Risk involved in a gamble is low when the prize is large.
Q4) Can you think of two situations where you,or someone known to you,made a decision that was consistent with the certainty effect?
To view all questions and flashcards with answers, click on the resource link above. Page 15
Chapter 14: Nonverbal Communication and Lie Detection
Available Study Resources on Quizplus for this Chatper
50 Verified Questions
50 Flashcards
Source URL: https://quizplus.com/quiz/43091
Sample Questions
Q1) Which of the following terms refers to the distance between people when they talk or communicate?
A) gestural emblems
B) interpersonal spacing
C) posture
D) paralinguistic cue
Q2) Which of the following statements is true regarding illustrators?
A) Usually, when people lie, their use of illustrators increases.
B) Illustrators symbolize certain messages, such as the North American thumbs-up for "okay."
C) Use of illustrators decreases when people are more involved with what is being said.
D) Illustrators are used to help explain ideas that are difficult to put into words.
Q3) Gestures which symbolize certain messages are called ________.
A) emblems
B) illustrators
C) adaptors
D) predictors
Q4) What are the various components of nonverbal communication?
To view all questions and flashcards with answers, click on the resource link above. Page 16
Chapter 15: Third-Party Intervention
Available Study Resources on Quizplus for this Chatper
47 Verified Questions
47 Flashcards
Source URL: https://quizplus.com/quiz/43092
Sample Questions
Q1) Which of the following statements is true of managers resolving disputes through mediation?
A) Managers are more preferable as arbitrators and mediators as they have no direct stake in the outcome.
B) Managers are more likely to have technical expertise and background knowledge about the dispute.
C) Managers tend to choose mediation techniques that maximize their own control over the mediation process.
D) Managers are often considered unsuitable for mediation roles as they tend to be less outcome-oriented than other mediators.
Q2) Which of the following skills is considered the most important in mediation?
A) the ability to create a settlement and impose it on the concerned parties
B) the ability to guarantee a settlement, either voluntary or involuntary, for the dispute
C) the ability to expand the size of the bargaining zone by discovering interests
D) the ability to maintain control over both the process and the outcome of the mediation
Q3) What types of mediation are most preferred by disputants?
To view all questions and flashcards with answers, click on the resource link above.
Chapter 16: Negotiating a Job Offer
Available Study Resources on Quizplus for this Chatper
26 Verified Questions
26 Flashcards
Source URL: https://quizplus.com/quiz/43093
Sample Questions
Q1) Briefly describe a rational strategy to choose among multiple job offers.
Q2) It is important to stop negotiating if the other side is not responsive and reciprocal concessions grow smaller.
A)True
B)False
Q3) How do comparables and benchmarks influence the process of negotiating a job offer?
Q4) Penny is a fresh graduate from a business school in New Jersey.She has interviewed with Penarol and Estudes for a marketing job.Which of the following guidelines should she follow during the job negotiation process?
A) She should discuss her BATNA with the employer and be honest about her current salary and wage package.
B) She should focus and select subjective standards that are most favorable to her and steadfastly stand by them.
C) She should not push the employer to negotiate for non-monetary perks such as flexible hours and bonuses.
D) She should always assume an offer is negotiable and articulate her needs and interests.
To view all questions and flashcards with answers, click on the resource link above. Page 18