53. Jane and Lars work for different companies that interact on several different business products.
Jane 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
54. _____ is the process of developing relationships for the purpose of career building and
socializing.
a.
Reciprocity
b.
Networking
c.
Coalition building
d.
Ingratiation
55. Which of the following is not one of the three important political behaviors?
a.
Coalition building
b.
Negotiation
c.
Reciprocity
d.
Networking
56. Which of the following statements is true regarding political behaviors?
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.
57. 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
58. 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 prepare answers
d.
listening and asking questions to focus on meeting the other party’s needs
59. 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
60. 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.
61. __________ is also known as the problem-solving style.
a.
Collaborating conflict style
b.
Negotiating conflict style
c.
Forcing conflict style
d.
Accommodating conflict style
62. __________ is also known as the compromising style.
a.
Collaborating conflict style
b.
Negotiating conflict style
c.
Forcing conflict style
d.
Accommodating conflict style
63. 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.
64. 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
65. 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
66. ________ exists whenever people are in disagreement and opposition.
a.
Negotiation
b.
Conflict
c.
Concern
d.
Stress
67. 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.
68. Which conflict management style resolves conflict through assertive give-and-take
concessions?
a.
Negotiating
b.
Accommodating
c.
Avoiding
d.
Forcing
69. 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
70. A __________ is composed of the implicit expectations of each party.
a.
cultural conflict
b.
self-fulfilling prophecy
c.
psychological contract
d.
internal norm
71. What does the 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
72. A(n) __________ is a neutral third party who helps resolve a conflict.
a.
mediator
b.
integrator
c.
arbitrator
d.
counselor
73. A(n) __________ is a neutral third party who resolves a conflict by making a binding decision.
a.
counselor
b.
mediator
c.
integrator
d.
arbitrator
74. The body’s reactions to environmental demands is known as __________.
a.
reflex
b.
stress
c.
urgency
d.
instinct
75. 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
76. A person with a high level of the Machiavellianism trait would agree that power should be used
to reach desired ends.
77. Agreeable people are easy to work with but they are not forgiving or trusting.
78. Your external environment can affect your attitude formation, but your attitudes can also be
changed.
79. It’s harder to hire a person with a good attitude than to change it.
80. You must be a manager to have power.
81. It is possible to increase power without taking power away from others.
82. Power and politics are not really related.
83. Politics is the medium of exchange in an organization.
84. Successful managers spend more time networking than do average managers.
85. Stress is only an emotional reaction and cannot be physical.
86. Recent research found that 7 hours of sleep a night is the best amount of sleep to function the
next day.
87. People with a pessimistic personality and attitude generally have less stress than optimists.
88. The Big Five personality dimensions do not apply globally.
89. In many countries, negotiators are more ceremonial and are much slower to reach a deal.
90. Men are often perceived to be incompetent until shown otherwise.
91. 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
92. Discuss how an individual’s personality develops.
93. Explain the perception process and identify the two factors that influence it.
94. 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.
95. 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.
96. Define power and explain the difference between position and personal power.
97. What are the differences between reward, legitimate, and referent power?
98. Discuss how power and politics are related.
99. List and define the five conflict management styles.
100. 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?
101. What is the stress tug-of-war?
ANS:
