Course Introduction
Organizational Behavior Exam
Materials
Organizational Behavior is a course that explores the dynamics of individual and group behavior within organizations. It examines how factors such as motivation, communication, leadership, decision-making, organizational culture, power, and structure influence employee performance and organizational effectiveness. Students will gain insights into the psychological and social processes that drive workplace behavior, develop practical skills to address organizational challenges, and learn strategies to foster positive work environments. The course combines theoretical frameworks with case studies and experiential activities to help learners understand and apply concepts in real-world organizational settings.
Recommended Textbook
Negotiation Readings Exercises and Cases 6th Edition by Roy Lewicki
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20 Chapters
1095 Verified Questions
1095 Flashcards
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Page 2
Chapter 1: The Nature of Negotiation
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60 Verified Questions
60 Flashcards
Source URL: https://quizplus.com/quiz/42556
Sample Questions
Q1) To most people the words "bargaining" and "negotiation" are
A) mutually exclusive.
B) interchangeable.
C) not related.
D) interdependent.
E) None of the above.
Answer: B
Q2) What are the three ways that characterize most relationships between parties?
Answer: Most relationships between parties may be characterized in one of three ways: independent, dependent, and interdependent.
Q3) Whereas distributive bargaining is often characterized by mistrust and suspicion, integrative negotiation is characterized by which of the following?
A) obligation and perseverance
B) avoidance and compromise
C) influence and persuasiveness
D) trust and openness
E) cognition and emotion
Answer: D
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3
Chapter 2: Strategy and Tactics of Distributive Bargaining
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75 Verified Questions
75 Flashcards
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Sample Questions
Q1) Distributive bargaining strategies
A) are the most efficient negotiating strategies to use.
B) are used in all interdependent relationships.
C) are useful in maintaining long term relationships.
D) can cause negotiators to ignore what the parties have in common.
E) None of the above describes distributive bargaining strategies.
Answer: D
Q2) What negative effect can be caused by using trivial items as distractions or magnifying minor issues?
Answer: The other person may become aware of this maneuver and concede on the minor points, thereby gaining the right to demand equally generous concessions on the central points.
Q3) Why is it advantageous to make an extreme opening offer?
Answer: Gives more room for movement in negotiation and therefore more time to learn the other party's priorities. May create the impression that there is a long way to go before a reasonable settlement will be achieved and more concessions than originally intended may have to be made to bridge the difference between the two opening positions.
Q4) A negative bargaining range occurs when:
Answer: The seller's resistance point is above the buyer's.
Page 4
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Chapter 3: Strategy and Tactics of Integrative Negotiation
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75 Verified Questions
75 Flashcards
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Sample Questions
Q1) Those who do not share a belief that they can work together in an integrative negotiation are less willing to invest the time and energy in the potential payoffs of a collaborative relationship and are more likely to assume a ____________ or ____________ approach to conflict.
Answer: contending, accommodating
Q2) Successful integrative negotiation requires that the negotiators search for solutions that meet the ____________ and ____________ of both (all) sides.
Answer: needs, objectives
Q3) In nonspecific compensation
A) resources are added in such a way that both sides can achieve their objectives.
B) one party achieves his/her objectives and the other's costs are minimized if he/she agrees to go along.
C) the parties are able to invent new options that meet each sides' needs.
D) one person is allowed to obtain his/her objectives and "pay off" the other person for accommodating his interests.
E) All of the above are related to nonspecific compensation.
Answer: D
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Chapter 4: Negotiation Strategy and Planning
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75 Verified Questions
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Sample Questions
Q1) ____________ is the most critically important activity in negotiation.
Q2) ____________ is the process by which each party states their "opening offer."
Q3) A ____________ ____________ is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.
Q4) The general structure of a phase model of negotiations involves:
A) Three phases: initiation; problem-solving; resolution
B) Four phases: pre-initiation; initiation; problem-solving; resolution
C) Two phases: problem-solving and resolution
D) None of the above
Q5) In a ____________ negotiation, the other party may be less likely to disclose information, and/or may misrepresent their limits and alternatives.
Q6) A "field analysis" is one way to assess all the key parties in a ____________.
Q7) What is likely to happen to a negotiator who resolves procedural issues before the major substantive ones are raised?
Q8) Why is it important to understand the typical steps or flow in a negotiation?
Q9) Why is important for goals to be concrete, specific and measurable?
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Q10) ____________ ____________ often requires considering how to package several issues and objectives.
Chapter 5: Perception, Cognition, and Emotion
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60 Verified Questions
60 Flashcards
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Sample Questions
Q1) An insight drawn from research of the frames negotiators use in disputes would suggest that parties discussing salary may be likely to use outcome frames and may be related to which of the following.
A) Negotiators can use more than one frame.
B) Mismatches in frames between parties are sources of conflict.
C) Particular types of frames may led to particular types of agreements.
D) Specific frames may be likely to be used with certain types of issues.
E) Parties are likely to assume a particular frame because of various factors.
Q2) Those attempting to negotiate in China recognize the value the Chinese place in saving "face." Which of the following cultural elements should also be examined in approaching discussions with the Chinese?
A) Social linkage
B) Harmony
C) Roles
D) Reciprocal obligations
E) All of the above should be considered
Q3) The ____________ _________ ____________ is the tendency to neglect to use information that is available but expressed in numerical probabilities.
Q4) Describe the double-edged effect of overconfidence.
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Chapter 6: Communication
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45 Verified Questions
45 Flashcards
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Sample Questions
Q1) Encoding can be defined as
A) the facts, ideas, feelings, reactions, or thoughts that exist within individuals and act as a set of filters for interpreting the decoded messages.
B) the process by which messages are put into symbolic form.
C) the process of translating messages from their symbolic form into a form that makes sense.
D) the process by which the receiver reacts to the sender's message.
E) Decoding can be defined as all of the above.
Q2) The presence of feedback can
A) distort communication in negotiation.
B) lead negotiators to change the way that they negotiate or evaluate negotiation outcomes.
C) influence the offers that negotiators make.
D) motivate the sender to change his or her behavior, either in a positive or negative direction.
E) The presence of feedback can cause all of the above to occur.
Q3) High levels of _____________ ____________ denote comfort and competence with language, and low levels denote discomfort, anxiety, or inexperience.
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8
Chapter 7: Finding and Using Negotiation Power
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45 Verified Questions
45 Flashcards
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Sample Questions
Q1) 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.
Q2) How can centrality in network be determined?
Q3) Tactics designed to create power equalization are often employed as a way to
A) gain advantage in a distributive bargaining situation.
B) block the other's power moves.
C) level the playing field.
D) diminish the expert power of the other party.
E) Tactics designed to create power equalization are often employed to accomplish all of the above.
Q4) What is a likely outcome for a negotiator who isn't concerned with power?
Q5) Resources are more useful as instruments of power to the extent they are highly valued be participants in the negotiation. Which of the following is not a resource of organizational context?
A) Money, in its various forms.
B) Supplies, in form of materials, components, parts.
C) Human capital in available labor supply, staff, temporary help.
D) Critical services, in repairs, upkeep, technical support.
E) Stress, in imposing deadlines, increasing workloads,
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Chapter 8: Influence
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60 Verified Questions
60 Flashcards
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Sample Questions
Q1) What questions do people ask themselves when determining how much to believe another person?
Q2) How are the conditions for use of pressure similar to those for the use of exchange and praise?
Q3) The recency effect
A) indicates that the important points should be made early.
B) should be used when the topics are familiar, interesting, or controversial to the receiver.
C) states the tendency for the last item presented to be the best remembered.
D) states that the first item in a long list of items is the one most likely to be remembered.
E) None of the above statements about the recency effect are true.
Q4) When presenting a two-sided argument, it is more effective to present the preferred argument ____________.
Q5) The principle of ____________ ____________ suggests that people look to others to determine the correct response in many situations.
Q6) ____________ involves enhancing the other's self-image or reputation through our statements or actions, and thus enhancing our own image in the same way.
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Page 10
Chapter 9: Ethics in Negotiation
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75 Verified Questions
75 Flashcards
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Sample Questions
Q1) Proponents of personalistic ethics argue that
A) the best way to achieve the greatest good is to closely follow a set of rules and principles.
B) the worth of a particular action is judged on the basis of the consequences it produces.
C) societies, organizations and cultures determine what is ethically appropriate and acceptable within that group.
D) everyone ought to decide for themselves what is right based on their conscience.
E) Rule utilitarians argue all of the above
Q2) The negotiators' past relationship will affect current behavior if the parties
A) have been previously competitive.
B) have been previously cooperative.
C) feel indebted to one another.
D) hold grudges toward one another.
E) The negotiators' past relationship will affect current behavior under all of the above conditions.
Q3) There is a positive relationship between an attitude toward the use of each specific tactic and the ______________ to use it.
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Chapter 10: Relationships in Negotiation
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60 Verified Questions
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Sample Questions
Q1) ____________ justice is about how organizations appear to treat groups of individuals and the norms that develop for how they should be treated.
Q2) Trying to overcome a bad reputation, rebuilding trust, or restoring
to a relationship are much easier to talk about than to actually do! A)True B)False
Q3) What are the three things that contribute to the level of trust one negotiator may have for another?
Q4) Trustors, and those trusted, may focus on different things as ____________ is being built.
Q5) How does an egocentric bias play out in judgments about fairness?
Q6) Why are some research questions best answered under controlled laboratory conditions?
Q7) Parties affirm strong identification-based trust by developing a ____________ ____________; co-locating; creating joint products or goals, such as a new product line or a new set of objectives; and committing to commonly shared values.
Q8) Define a relationship.
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Chapter 11: Agents, Constituencies, Audiences
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60 Verified Questions
60 Flashcards
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Sample Questions
Q1) Communications through bystanders may occur
A) as an explicit and conscious tactic to exert influence on the other party.
B) as an effort to build alliances and support for one's own position.
C) as a result of the natural tendency for conflict to proliferate and envelop innocent bystanders.
D) as a manipulation by an agent to undermine the other party's position.
E) All of the above are examples of communications through bystanders.
Q2) What is a negotiating team?
Q3) The accountability of a negotiator to an audience will occur under what two dominant conditions?
Q4) Negotiators can increase the possibility of concessions by:
Q5) Audiences who are ____________ derive their payoffs as a direct result of the negotiator's behavior and effectiveness.
Q6) Team members may agree to play a special ____________ in negotiation, but they may also shift into another ____________ as the negotiation evolves.
Q7) A ____________ is one or more parties that have designated someone else to represent their positions and interests in a negotiation.
Q8) Define constituency.
Page 13
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Chapter 12: Coalitions
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45 Verified Questions
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Sample Questions
Q1) Coalitions build by
A) organizing members through formal meetings .
B) adding one member at a time.
C) mobilizing departments or divisions.
D) unification in a single, defining event.
E) Coalitions are built by all of the above.
Q2) The "joining threshold" is
A) the total number of people who can join a specific coalition.
B) the level where a minimum number of people have joined a coalition and others begin to join because they recognize that their current friends and associates are already members.
C) the minimum number of people required for a coalition to be successful.
D) the level at which a new member must "pay" in order to join the coalition.
E) None of the above defines the joining threshold.
Q3) Bedfellows are parties with whom a negotiator has
A) high agreement and low trust.
B) low agreement and high trust.
C) low agreement and low trust.
D) high agreement and high trust.
E) Bedfellows have none of the above characteristics.
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Chapter 13: Multiple Parties and Teams
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Sample Questions
Q1) How can members of coalitions exert greater strength in multiparty negotiations?
Q2) During the information management phase, what is the role of "guards?"
Q3) There are five ways in which the complexity increases as three or more parties simultaneously engage in negotiation. One of those listed below is not a correct statement. Which one?
A) There are simply more parties involved in the negotiation.
B) More parties bring more issues and positions to the table, and thus more perspectives must be presented and discussed.
C) When negotiations become socially more complex, the social norms emerge that affect member participation, which reduces the stronger pressures to conform and suppress disagreement.
D) As the negotiations become procedurally more complex, the parties may have to negotiate a new process that allows them to coordinate their actions more effectively.
E) As the negotiations become more strategically complex, the parties must monitor the moves and actions of several other parties in determining what each will do next.
Q4) What does research show about interteam negotiations versus solo negotiations?
Q5) In what ways do multiparty negotiations differ from two-party deliberations?
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Page 15
Chapter 14: Individual Differences I: Gender and Negotiation
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30 Verified Questions
30 Flashcards
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Sample Questions
Q1) Does an activated stereotype matter more than the actual gender of the negotiator.
Q2) What role does mind-set play as a tool in negotiation for the different sexes?
Q3) A study on aggressive behavior showed that females were ____________ times less likely to be hired when aggressive.
Q4) Women tend to fare worse on salary negotiations because:
A) they tend to ask for higher salaries during interviews.
B) they tend to accept what is offered them.
C) they tend to not ask for more.
D) they tend to anticipate a hypothetical salary.
E) they tend to become overly involved with salary negotiations.
Q5) According to Kolb and Coolidge, during a negotiation men tend to
A) demarcate negotiating from other behaviors that occur in the relationship.
B) perceive negotiation as part of the larger context within which it takes place.
C) seek empowerment when there is interaction among all parties in the relationship.
D) to engage the other in a joint exploration of ideas.
E) None of the above.
Q6) What has past research tended to find in the search for gender differences?
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Page 16
Chapter 15: Individual Differences 2: Personality and Abilities
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36 Verified Questions
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Sample Questions
Q1) The two levels of concern underlying the five conflict management styles are the degree of concern a conflicting party shows for his or her ____________ ____________, and the degree of concern shown for the ____________ ____________.
Q2) Gist, Stevens and Bavetta suggest that people higher in self-efficacy were more likely to set ____________ goals before a negotiation.
Q3) Define "interpersonal trust."
Q4) According to Walton and McKersie, negotiators who understand the other party's perspective will be more likely to
A) form arguments that are convincing to the other party.
B) maintain a distributive stance throughout the entire negotiation.
C) develop high levels of trust with the other party.
D) use Machiavellianism as a tool to achieve more power in the negotiation.
E) Negotiators who understand the other party's perspective well will be more likely to accomplish all of the above.
Q5) List characteristics of Machiavellianism .
Q6) ____________ ____________ negotiators did not change their negotiation style as a function of the other party's Machiavellianism.
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Chapter 16: International and Cross-Cultural Negotiation
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Sample Questions
Q1) Cultures differ in the degree to which ____________, or the formality of the relations between the two negotiating parties, is important.
Q2) Political and legal pluralism can make cross cultural negotiations more complex because
A) there may be implications for the taxes that the organization pays.
B) there may be implications for the labor codes or standards that the organization must meet.
C) there may be different codes of contract law and standards of enforcement.
D) political considerations may enhance or detract from the conduct of business negotiations in various countries at different times.
E) Political and legal pluralism can make cross cultural negotiations more complex because of all of the above.
Q3) We use the term "culture" to refer to the
A) religious beliefs of a group of people.
B) ethnicity of a group of people.
C) geographic nationality of a group of people.
D) shared values and beliefs of a group of people.
E) Culture refers to none of the above.
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Chapter 17: Managing Negotiation Impasses
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Sample Questions
Q1) Like role reversal, ____________ is a method for gaining insight into the other party's perspective.
Q2) What strategy does Fisher suggest to make options more desirable to the opponent?
A) give them a "yes-able" proposal
B) ask for a different decision
C) sweeten the offer
D) use legitimacy or objective criteria to evaluate solutions
E) Fisher suggests all of the above strategies to make options more desirable.
Q3) What are personal analogies?
Q4) When a dispute becomes personalized, turning into a win-lose feud between individuals, negotiation loses all hope of ____________.
Q5) To have a constructive, significant impact on negotiations, ____________ goals must be jointly desired by both sides and must not be seen as benefiting one side more than the other.
Q6) What are superordinate goals?
Q7) How can a third party or a common enemy be used as a superordinate goal?
Q8) In carrot-and-stick tactics for motivating workers, how can the carrot be made more attractive rather than enlarging the stick
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Chapter 18: Managing Difficult Negotiations
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Sample Questions
Q1) The ____________ negotiation occurs in parallel with the substantive negotiation and is concerned with how the negotiation will proceed.
Q2) Kolb and Williams suggest that negotiators ignore shadow negotiations at their peril because the unaddressed shadow negotiation can lead to negotiations that are ____________ or ____________.
Q3) Negotiators always run the risk of encountering other parties who, for any number of reasons, are difficult negotiators. That difficulty may be intentional or due to
A) inexperience
B) philosophical differences
C) inadequate skill
D) lack of sophistication
E) a psychological imbalance
Q4) Define a shadow negotiation.
Q5) Conflicts involving ultimatums often fall prey to escalation through severe ____________ spirals.
Q6) How can negotiators protect themselves when dealing with an opponent with more power?
Q7) What are the five steps of Ury's "breakthrough approach?"
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Chapter 19: Third-Party Approaches to Managing Difficult Negotiations
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75 Verified Questions
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Sample Questions
Q1) The inaction mediation strategy involves
A) mediator application of rewards and inducements to entice the parties into making concessions and agreements.
B) trying to force the parties to reduce their levels of aspiration in the absence of perceived potential for an integrative resolution.
C) assisting the parties to engage in integrative exchange, as they would in win-win negotiation in the mediator's absence.
D) standing back from the dispute, leaving the parties to work things out on their own.
E) The inaction mediation strategy involves all of the above.
Q2) Relating to "the parties" aspect of effective mediation, mediation tends to be more effective if mediators assist them in one of more of what four ways?
Q3) When negotiators have tried all other options and are not making progress, when mistrust and suspicion are high, or when the parties cannot take actions toward defusing conflict without those actions being misinterpreted and mistrusted by others, ____________ involvement may become necessary.
Q4) What attributes should a process consultant possess?
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Page 21
Chapter 20: Best Practices in Negotiations
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Sample Questions
Q1) The authors suggest that negotiators should remember that negotiation is an _____________ process.
Q2) Why is communicating with a coalition critical?
Q3) Why is the BATNA an important source of power in a negotiation?
Q4) Negotiators also need to remember that _____________ factors influence their own behavior (and that it is not uncommon for us to not recognize what is making us angry, defensive, or zealously committed to some idea).
Q5) Research suggests that too much knowledge about the other party's needs can lead to a
A) quick and positive outcome.
B) dilemma of honesty.
C) negative effect on your reputation.
D) groundwork for agreement.
E) suboptimal negotiation outcome.
Q6) Why is a negotiator like an athlete?
Q7) Excellent negotiators understand that negotiation embodies a set of _____________-seemingly contradictory elements that actually occur together.
Q8) Negotiators who are better prepared have numerous _____________.
Q9) What often happens to negotiators without a strong BATNA?
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