Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
60. Serving on committees provides an opportunity to increase both ______ and
______ power.
a. connection; legitimate
b. information; connection
c. expert; information
d. legitimate; expert
61. ______ is the process of gaining and using power.
a. Coalition building
b. Networking
c. Politics
d. Reciprocity
62. Money and politics are similar in that both are ______.
a. essential for success
b. viewed negatively
c. unnecessary
d. mediums of exchange
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Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
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63. Maya and Lars work for different companies that interact on several different
business products. Maya often does favors for Lars, hoping that in the future, Lars will
return the favors when needed. What political behavior is Jane displaying and
expecting?
a. coalition building
b. networking
c. reciprocity
d. negotiating
64. ______ is the process of developing relationships for the purpose of career building
and socializing.
a. Reciprocity
b. Networking
c. Coalition building
d. Ingratiation
65. Which of the following is NOT one of the three important political behaviors?
a. coalition building
b. negotiation
c. reciprocity
d. networking
66. Which of the following statements is TRUE regarding political behaviors?
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
a. Reciprocity is used to achieve ongoing objectives, whereas coalitions are developed
for achieving a specific objective.
b. Networking is used to achieve ongoing objectives, whereas reciprocity is developed
for achieving a specific objective.
c. Coalitions are used to achieve ongoing objectives, whereas reciprocity is developed
for achieving a specific objective.
d. Coalitions are used to achieve ongoing objectives, whereas networks are developed
for achieving a specific objective.
67. The first step of the negotiation process, planning the negotiation, includes all of the
following, EXCEPT ______.
a. researching the other party
b. developing rapport and focus on obstacles, not on the person
c. developing options and trade-offs
d. setting objectives
68. The second step of the negotiation process, negotiation, includes all of the following,
EXCEPT ______.
a. not being too quick to give in, and remembering to ask for something in return
b. letting the other party make the first offer
c. anticipating questions and objections and preparing answers
d. listening and asking questions to focus on meeting the other party’s needs
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Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
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69. It may be wise to ______ when there does not seem to be any progress in the
negotiation.
a. postpone
b. agree to disagree
c. submit
d. be aggressive
70. If parties cannot come to a resolution, what action should they take?
a. Remove the other party from the list of business partners.
b. Analyze the situation and determine how you can improve in the future.
c. Look for ways to avoid negotiating in the future.
d. Continue looking for a solution.
71. ______ is also known as the problem-solving style.
a. Collaborating conflict style
b. Negotiating conflict style
c. Forcing conflict style
d. Accommodating conflict style
72. ______ is also known as the compromising style.
a. Collaborating conflict style
b. Negotiating conflict style
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c. Forcing conflict style
d. Accommodating conflict style
73. Which of the following is NOT a characteristic of the accommodating style?
a. A win-win situation is created.
b. You are unassertive.
c. You satisfy the needs of others.
d. You are cooperative.
74. Which conflict management style may maintain relationships that would be hurt
through conflict resolution, especially if the matter is trivial?
a. accommodating
b. avoiding
c. forcing
d. functional
75. Which conflict management style assertively attempts to resolve conflict by working
together with the other person to find an acceptable solution to all parties?
a. accommodating
b. negotiating
c. forcing
d. collaborating
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
76. ______ exists whenever people are in disagreement and opposition.
a. Negotiation
b. Conflict
c. Concern
d. Stress
77. What is a disadvantage of using the forcing style?
a. It costs the company more money.
b. It is time-consuming.
c. Overuse leads to hostility and resentment.
d. Your needs aren’t satisfied.
78. Which conflict management style resolves conflict through assertive give-and-take
concessions?
a. negotiating
b. accommodating
c. avoiding
d. forcing
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
79. Which conflict management style enables the user to maintain relationships by
doing things other people’s way?
a. negotiating
b. accommodating
c. collaborating
d. forcing
80. A ______ is composed of the implicit expectations of each party.
a. cultural conflict
b. self-fulfilling prophecy
c. psychological contract
d. internal norm
81. What does BCF in a BCF Statement stand for?
a. balance, conflict, and forcing
b. behavior, consequences, and feelings
c. bartering, collaborating, and free-trade
d. benefits, costs, and functions
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
82. A(n) ______ is a neutral third party who helps resolve a conflict.
a. mediator
b. integrator
c. arbitrator
d. counselor
83. A(n) ______ is a neutral third party who resolves a conflict by making a binding
decision.
a. counselor
b. mediator
c. integrator
d. arbitrator
84. The body’s reactions to environmental demands is known as ______.
a. reflex
b. stress
c. urgency
d. instinct
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
85. At an optimal level of stress, the stress becomes functional and helps improve
performance. This is called ______.
a. eustress
b. sanstress
c. antistress
d. prostress
86. All of the following are common causes of job stress, EXCEPT ______.
a. organizational change
b. organizational structure
c. personality type
d. type of work
True/False
1. We tend to have too many positive thoughts and think about them over and over.
2. While important in the workplace, an individual’s personality is not a good predictor of
job performance.
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
3. Internalizers tend to have high self-esteem and self-confidence.
4. A person with a high level of the machiavellianism trait would agree that power
should be used to reach desired ends.
5. Agreeable people are easy to work with but they are not forgiving or trusting.
6. Our behavior affects how we perceive things, as well as our attitudes and personality.
7. Everyone is subject to perceptional bias.
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
8. As a conservative, Pele exclusively watches news shows that supports his views. As
a liberal, Beatrice exclusively watches news shows that support her views. This is an
example of frame of reference bias.
9. As a professor, Dr. Zhang sees the term paper he has assigned as an opportunity to
assess how well students have learned the material in his course. As a student, Milo
sees the term paper as an obstacle to his ability to do well in the course, since he is a
better test-taker than he is a writer. This is an example of selectivity bias.
10. Once they reach senior levels, women are more likely than men to be satisfied with
their careers.
11. Your external environment can affect your attitude formation, but your attitudes can
also be changed.
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
12. It’s harder to hire a person with a good attitude than to change it.
13. You must be a manager to have power.
14. It is possible to increase power without taking power away from others.
15. Power and politics are not really related.
16. Politics is a medium of exchange in an organization.
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
17. Successful managers spend more time networking than do average managers.
18. Stress is only an emotional reaction and cannot be physical.
19. Recent research found that 7 hours of sleep a night is the best amount of sleep to
function the next day.
20. People with a pessimistic personality and attitude generally have less stress than
optimists.
21. The Big Five personality dimensions do not apply globally.
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Lussier, Management Fundamentals 8e
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32
22. In many countries, negotiators are more ceremonial and are much slower to reach a
deal.
23. Men are often perceived to be incompetent until shown otherwise.
24. Research supports that across 62 cultural regions worldwide, in general, men have
higher levels of attachment avoidance and seek to avoid negative emotions and conflict
more than women.
Essay
1. Discuss how an individual’s personality develops.
2. Explain the perception process and identify the two factors that influence it.
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
3. Matsuko is fairly pessimistic and frequently expresses her doubts about her ability to
learn the requirements of her job after being promoted into a new position under your
supervision. Discuss your job as a manager when it comes to the critical OB foundation
of Matsuko’s thoughts.
4. Your employee, Renata, is, at best, a below-average employee. However, Renata
apparently thinks she performs at an acceptable level and doesn’t seem to understand
that she needs to improve—and soon! Discuss your job as a manager when it comes to
the critical OB foundation of Renata’s perception congruence.
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
5. Define power and explain the difference between position and personal power.
6. What are the differences between reward, legitimate, and referent power?
7. Discuss how power and politics are related.
8. Discuss how conflict of ideas and personal conflict relate to the concepts of functional
and dysfunctional conflict.
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
9. List and define the five conflict management styles.
10. Unfortunately, you have recently had a disagreement with a coworker. What steps
will you take to address this conflict using the collaborative conflict resolution model?
11. What is the stress tug-of-war?
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
36