33. Anecdotes make their strongest contribution in communicating technical information and facts and figures to
employees.
a.
True
b.
False
False
Easy
12.2
34. Although relying on data to support conclusions is impressive, a persuasive communicator should also express
confidence in his or her intuition.
a.
True
b.
False
True
Easy
12.2
35. A frame in communication is built around the best context for responding to the needs of others.
a.
True
b.
False
True
Easy
12.2
36. It is much easier to persuade people who like you.
a.
True
b.
False
True
Easy
12.4
37. It is easier for the leader to influence others when he or she can make the constituents believe the resource at issue is
in abundant supply.
a.
True
b.
False
False
Moderate
12.4
38. A challenge for the leader who wants to listen carefully to subordinates is that most people speak much faster than
they can listen.
a.
True
b.
False
Easy
12.3
39. A problem noted with selective listening on the part of the leader is that it can block him or her from paying attention
to a full range of problems.
a.
True
b.
False
True
Easy
12.5
40. The recommended way for a manager to make the rounds is to start the work day with an e-mail message to all direct
reports asking for their input on problems and concerns.
a.
True
b.
False
False
Easy
12.5
41. A sign of possible misunderstanding when communicating with a person whose first language is not the same as yours
False
Moderate
12.5
is inappropriate laughter on his or her part.
a.
True
b.
False
42. A helpful way of overcoming cross-cultural communication barriers is to make frequent reference to a person’s race or
ethnicity, such as saying, “I would like you to meet Hector, our Latino member, who is a specialist in website
construction.”
a.
True
b.
False
False
stereotype.
Easy
12.6
43. Confrontation and problem solving is a useful technique for a leader who is attempting to get two direct reports to
resolve a conflict between them.
a.
True
b.
False
True
Easy
12.7
True
Easy
12.6
44. Being the first to listen during a negotiation session results in distrust.
a.
True
b.
False
45. During negotiations, the focus should be on positions rather than interests.
a.
True
b.
False
False
Easy
12.7
46. Beginning with an extreme demand is the best approach toward negotiation.
a.
True
b.
False
False
Easy
12.7
False
Easy
12.7
47. Mark, the manager of the marketing team of a company, often contacts the members of the finance team for budget-
related details. Mark needs this information to design marketing strategies that fall within the allocated budget. Which
leadership is Mark using for performing his tasks efficiently?
a.
Strategic network
b.
Operational network
c.
Personal network
d.
Peer leadership network
48. Which of the following examples illustrates an indirect tie according to the strength–of-ties perspective?
a.
Alfred and Anthony are close friends and often send messages to each other.
b.
Martin contacts his friend Edwin through a networking site.
c.
Sarah is connected to Michael through her friend Shirley.
d.
Nancy is part of a group formed by her close friends from college on a social networking site.
United States – BUSPROG: Reflective Thinking
United States – OHIO – DISC: Leadership Principles
Communication Networks for Leaders
Bloom’s: Application
Digital Story: Perform
49. Stuart, the director of a company producing electrical appliances, is preparing to address the sales team to appreciate
their performance. When preparing his message for the speech, Stuart should ensure that _____.
a.
the message is geared to the listeners
b.
anecdotes are completely avoided
c.
the message is driven totally by data
d.
sufficient vocal pauses are present
United States – BUSPROG: Reflective Thinking
United States – OHIO – DISC: Leadership Principles
Communication Networks for Leaders
Bloom’s: Application
Digital Story: Perform
50. Morris, a team manager, needs to write an email to his team members about the targets to be achieved for the year. He
decides to write a front-loaded message to convey the necessary information. Hence Morris is most likely to:
a.
b.
c.
d.
communicators.
Challenging
12.2
United States – BUSPROG: Reflective Thinking
United States – OHIO – DISC: Leadership Principles
Inspirational and Powerful Communication
Bloom’s: Application
Digital Story: Perform
51. Which of the following examples shows the use of a power-oriented linguistic style?
a.
Karen writes most of her business memos and letters using the passive voice.
b.
Janet speaks in a loud and clear voice during team meetings so that everyone can hear her.
c.
Abraham often delivers lengthy speeches with no concrete conclusions when addressing his subordinates.
d.
Milton uses a substantive amount of business jargon in his emails pertaining to new projects.
Challenging
12.3
United States – BUSPROG: Reflective Thinking
United States – OHIO – DISC: Leadership Principles
Inspirational and Powerful Communication
Bloom’s: Application
Digital Story: Perform
52. James, a manager, inspires his team members to be prompt in meeting project deadlines by completing his tasks on
time. Which of the following principles of persuasion is seen in the given scenario?
a.
Reciprocity
12.2
United States – BUSPROG: Reflective Thinking
United States – OHIO – DISC: Leadership Principles
Inspirational and Powerful Communication
Bloom’s: Application
Digital Story: Perform
b.
Scarcity
c.
Social proof
d.
Liking
53. Which of the following examples illustrates selective listening?
a.
Jenniffer, a team leader, asks a number of questions and listens to answers during face-to-face meetings with
her subordinates.
b.
Mark tries to sort out problems among his team mates by acting as a mediator and allowing them to talk to
each other about thier problems.
c.
As the director of a company, Adolf is extremely busy and listens only to information on the company’s
position in the stock market.
d.
Tony, a team manager, often casually stops by his team members’ work stations and talks to them about their
work and other issues and concerns.
c
unintentional decision to listen to just certain problems.
Challenging
12.5
United States – BUSPROG: Reflective Thinking
United States – OHIO – DISC: Leadership Principles
Listening as a Leadership Skill
Bloom’s: Application
Digital Story: Perform
54. Which of the following examples shows a way of overcoming cross-cultural communication barriers?
a.
Pauline, a customer service executive handling international customers, often uses basic words and phrases of
the customers’ native languages.
b.
Richard, the business development head of a company, ensures that he uses straightforward language when
talking to international clients.
c.
Maria, the leader of a culturally diverse team in an organization, often makes references to the ethnicity of the
team members during team meetings.
d.
Dominic, an attorney often handling international mergers and acquisitions for various companies, gives a lot
of importance to the style and appearance of his counterparts.
When working with people who do not speak your language fluently, speak in an easy–to–
a
People repay in kind. Managers can often influence group members to behave in a particular
Challenging
12.4
United States – BUSPROG: Reflective Thinking
United States – OHIO – DISC: Leadership Principles
Inspirational and Powerful Communication
Bloom’s: Application
Digital Story: Perform
55. Susan, a telemarketing executive of a company producing household appliances, receives a complaint from one of the
customers for a week’s delay in delivery. In order to pacify the customer, Susan offers to deduct delivery charges. Susan
takes this decision because the customer happensto be a regular user of the company’s products and she does not want the
company to lose a valuable customer. Which style of conflict management is Susan using in the given example?
a.
Accommodative style
b.
Competitive style
c.
Sharing style
d.
Avoidant style
a
Challenging
12.7
United States – BUSPROG: Reflective Thinking
United States – OHIO – DISC: Leadership Principles
Bloom’s: Application
Digital Story: Perform
56. Steven, the legal representative of a company entering into a joint venture with another firm, formulates an agreement
after discussions with his counteparts. The agreement is such that both companies are satisfied and stand to gain from the
joint venture. The given example shows the _____ style of conflict management.
a.
accommodative
b.
competitive
c.
collaborative
d.
avoidant
c
something of value.
Challenging
12.7
United States – BUSPROG: Reflective Thinking
United States – OHIO – DISC: Leadership Principles
understand manner. Minimize the use of idioms and analogies specific to your language.
Challenging
12.6
United States – BUSPROG: Reflective Thinking
United States – OHIO – DISC: Leadership Principles
Overcoming Cross-Cultural Communication Barriers
Bloom’s: Application
Digital Story: Perform
57. Bright Inc., a company exporting electrical appliances, fails to deliver a large shipment on time to a customer in a
different country due to certain technical problems, In order to avoid embarassment, the officials of Bright Inc. conduct
themselves in a dignified manner as they may have to deal with the customer in future. Which of the following aspects of
negotiation is seen in the given example?
a.
Face saving
b.
Bartering
c.
Making the rounds
d.
Confrontation
a
Challenging
12.7
United States – BUSPROG: Reflective Thinking
United States – OHIO – DISC: Leadership Principles
Bloom’s: Application
58. Gavin, the chief executive officer of a pharmaceutical company, is scheduled to address the company’s research and
development team to appreciate their achievements and present the company’s agenda for the next year. Gavin prepares
his speech focusing on the research team’s activities and plans relevant to their function. In order to convey power and
authority, what are the steps to be taken by Gavin while delivering the speech?
Challenging
12.2, 12.3
United States – BUSPROG: Reflective Thinking
United States – OHIO – DISC: Leadership Principles
Inspirational and Powerful Communication
Bloom’s: Application
Digital Story: Perform
59. Austin is a team leader with excellent speaking skills. His messages convey power and authority. His team has landed
an extremely challenging project that requires extra effort from each member because of the tight deadlines involved.
What are the other strategies Austin can use to persuade his team members to give their best performance for the project’s
success?
60. Clement, the chief executive officer of a comapny, is negotiating a business deal with an international company. He
wants to ensure that the business deal offers the maximum benefits for both the companies. What steps should Clement
follow during negotiations to reach an agreement beneficial to both the companies?