Question 1

Differentiate between distributive and principled negotiation. List four rules of principled negotiation.

Accepted Answer

In distributive negotiation each party m

Question 2

_____ in the form of unclear job expectations and other task uncertainties increase the likelihood for people to work at cross-purposes.

Accepted Answer

A)  Task interdependencies 
B)  Role ambiguities 
C)  Competing objectives 
D)  Structural differentiations 
E)  Resource scarcities 
A)  Task interdependencies 
B)  Role ambiguities 
C)  Competing objectives 
D)  Structural differentiations 
E)  Resource scarcities

Question 3

Unless a conflict is fully resolved, it may remain latent only to emerge again in the future.

Accepted Answer

A) True 
 B)False

Question 4

Priya is a very efficient manager and is very popular with her team members. Whenever her team members talk to her, she tries to properly understand the content of their message, tries to identify their feelings, and looks for signs that can help her to interpret their message. In this scenario, Priya is involved in the process of:

Accepted Answer

A)  communication transparency. 
B)  information filtering. 
C)  active listening. 
D)  proxemics. 
E)  open book management. 
A)  communication transparency. 
B)  information filtering. 
C)  active listening. 
D)  proxemics. 
E)  open book management.

Question 5

Conflict ____ is the removal of the substantive and emotional reasons for a conflict.

Accepted Answer

The answer of Conflict ____ is the removal of the...

Question 6

Which of the following is an example of physical distractions in communication?

Accepted Answer

A)  Mixed messages 
B)  Lack of privacy 
C)  Loss of meaning through translation 
D)  Language barrier 
E)  Information filtering 
A)  Mixed messages 
B)  Lack of privacy 
C)  Loss of meaning through translation 
D)  Language barrier 
E)  Information filtering

Question 7

Which of the following guidelines should be followed while giving constructive feedback?

Accepted Answer

A)  Feedback should be given indirectly with the help of a middleman. 
B)  Feedback should be general and not specific. 
C)  Feedback should be elaborate and long. 
D)  Feedback should be given on all things the receiver can or cannot be expected to do. 
E)  Feedback should be given at a time when the receiver seems most willing to accept it. 
A)  Feedback should be given indirectly with the help of a middleman. 
B)  Feedback should be general and not specific. 
C)  Feedback should be elaborate and long. 
D)  Feedback should be given on all things the receiver can or cannot be expected to do. 
E)  Feedback should be given at a time when the receiver seems most willing to accept it.

Question 8

A visitor dropping in during the middle of a meeting is an example of a distraction that can interfere with the effectiveness of communication.

Accepted Answer

A) True 
 B)False

Question 9

The employees of a garment factory and its top managers get involved in a negotiation about the wages of the employees. They thoroughly examine each other's claims and come to a mutually beneficial arrangement. As per this arrangement, the employees are given a salary hike of 30 %, while they increase their productivity by 10 % thus benefiting the factory. Identify the type of negotiation in this scenario from the following.

Accepted Answer

A)  Accommodating negotiation 
B)  Distributive negotiation 
C)  Principled negotiation 
D)  Authoritative command negotiation 
E)  Compromise negotiation 
A)  Accommodating negotiation 
B)  Distributive negotiation 
C)  Principled negotiation 
D)  Authoritative command negotiation 
E)  Compromise negotiation

Question 10

A(n) ____ zone is the space between one party's minimum reservation point and the other party's maximum reservation point.

Accepted Answer

The answer of A(n) ____ zone is the space between...

Question 11

Not all conflict can be resolved at the interpersonal level.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following is one of the criteria of an effective negotiation?

Accepted Answer

A)  Harmony 
B)  Timeliness 
C)  Authority 
D)  Validity 
E)  Credibility 
A)  Harmony 
B)  Timeliness 
C)  Authority 
D)  Validity 
E)  Credibility

Question 13

Cultural etiquette is the use of appropriate manners, language, and behaviors when interacting with persons from other cultures.

Accepted Answer

A) True 
 B)False

Question 14

_____ takes place through gestures and body language.

Accepted Answer

A)  Credible communication 
B)  Information filtering 
C)  Active listening 
D)  Nonverbal communication 
E)  Communication transparency 
A)  Credible communication 
B)  Information filtering 
C)  Active listening 
D)  Nonverbal communication 
E)  Communication transparency

Question 15

Which of the following is a difference between intellectual capital and social capital?

Accepted Answer

A)  When screening candidates for university internships and first jobs, recruiters give high priority to social capital, but not to intellectual capital. 
B)  Social capital is your ability to connect with others, whereas intellectual capital is your ability to move information to and from others. 
C)  Whereas intellectual capital is basically what you know, social capital comes from the people you know and how well you relate to them. 
D)  Capital available for the operations of a firm is called intellectual capital, whereas capital available for investment in new or speculative enterprises is called social capital. 
E)  Social capital is a non-monetary measure, whereas intellectual capital is a monetary measure. 
A)  When screening candidates for university internships and first jobs, recruiters give high priority to social capital, but not to intellectual capital. 
B)  Social capital is your ability to connect with others, whereas intellectual capital is your ability to move information to and from others. 
C)  Whereas intellectual capital is basically what you know, social capital comes from the people you know and how well you relate to them. 
D)  Capital available for the operations of a firm is called intellectual capital, whereas capital available for investment in new or speculative enterprises is called social capital. 
E)  Social capital is a non-monetary measure, whereas intellectual capital is a monetary measure.

Question 16

People tend to respond to interpersonal conflict only through assertive behavior.

Accepted Answer

A) True 
 B)False

Question 17

Mark, a manager at APZI Inc., wants to be consistently persuasive when communicating with his team members. To build credibility, Mark must:

Accepted Answer

A)  make sure that the rewards for compliance are clear. 
B)  hire similar minded people. 
C)  communicate his decision-making authority to his team. 
D)  be knowledgeable about the issue in question. 
E)  have team members with strong technical skills. 
A)  make sure that the rewards for compliance are clear. 
B)  hire similar minded people. 
C)  communicate his decision-making authority to his team. 
D)  be knowledgeable about the issue in question. 
E)  have team members with strong technical skills.

Question 18

During a negotiation session Sam thought, "This doesn't seem right. If he is getting so much out of it, then surely I must be dropping something off." Which of the following common negotiation pitfalls is illustrated in this statement?

Accepted Answer

A)  Nonrational escalation of conflict 
B)  Overconfidence 
C)  Premature cultural comfort 
D)  The myth of the "fixed pie" 
E)  Trap of ethical misconduct 
A)  Nonrational escalation of conflict 
B)  Overconfidence 
C)  Premature cultural comfort 
D)  The myth of the "fixed pie" 
E)  Trap of ethical misconduct

Question 19

Salma, the operations manager, and Chang, the human resource manager, argue over the allocation of targets, objectives, and resources among the leaders of different teams in their firm. Salma and Chang are likely to be involved in a(n) _____.

Accepted Answer

A)  emotional conflict 
B)  functional conflict 
C)  dysfunctional conflict 
D)  lose-lose conflict 
E)  substantive conflict 
A)  emotional conflict 
B)  functional conflict 
C)  dysfunctional conflict 
D)  lose-lose conflict 
E)  substantive conflict

Question 20

Proxemics involves the use of space in ____.

Accepted Answer

The answer of Proxemics involves the use of space in...

Differentiate between distributive and principled negotiation. List four rules of principled negotiation.

_____ in the form of unclear job expectations and other task uncertainties increase the likelihood for people to work at cross-purposes.

Unless a conflict is fully resolved, it may remain latent only to emerge again in the future.

Conflict ____ is the removal of the substantive and emotional reasons for a conflict.

Which of the following is an example of physical distractions in communication?

Which of the following guidelines should be followed while giving constructive feedback?

A visitor dropping in during the middle of a meeting is an example of a distraction that can interfere with the effectiveness of communication.

A(n) ____ zone is the space between one party's minimum reservation point and the other party's maximum reservation point.

Not all conflict can be resolved at the interpersonal level.

Which of the following is one of the criteria of an effective negotiation?

Cultural etiquette is the use of appropriate manners, language, and behaviors when interacting with persons from other cultures.

_____ takes place through gestures and body language.

Which of the following is a difference between intellectual capital and social capital?

People tend to respond to interpersonal conflict only through assertive behavior.

Mark, a manager at APZI Inc., wants to be consistently persuasive when communicating with his team members. To build credibility, Mark must:

During a negotiation session Sam thought, "This doesn't seem right. If he is getting so much out of it, then surely I must be dropping something off." Which of the following common negotiation pitfalls is illustrated in this statement?

Salma, the operations manager, and Chang, the human resource manager, argue over the allocation of targets, objectives, and resources among the leaders of different teams in their firm. Salma and Chang are likely to be involved in a(n) _____.

Proxemics involves the use of space in ____.

Management, Managers, and Careers

Management Learning Past to Present

Ethics and Social Responsibility

Environment, Technology, and Sustainability

Global Management and Cultural Diversity

Entrepreneurship and New Ventures

Data and Decision Making

Planning Processes and Techniques

Control Processes and Systems

Strategy and Strategic Management

Organization Structures

Organizational Culture and Change

Human Resource Management

Leading and Leadership Development

Individual Behavior

Motivation Theory and Practice

Teams and Teamwork

Filters

Exam 18: Communication and Collaboration

Differentiate between distributive and principled negotiation. List four rules of principled negotiation.

_____ in the form of unclear job expectations and other task uncertainties increase the likelihood for people to work at cross-purposes.

Unless a conflict is fully resolved, it may remain latent only to emerge again in the future.

Conflict ____ is the removal of the substantive and emotional reasons for a conflict.

Which of the following is an example of physical distractions in communication?

Which of the following guidelines should be followed while giving constructive feedback?

A visitor dropping in during the middle of a meeting is an example of a distraction that can interfere with the effectiveness of communication.

A(n) ____ zone is the space between one party's minimum reservation point and the other party's maximum reservation point.

Not all conflict can be resolved at the interpersonal level.

Which of the following is one of the criteria of an effective negotiation?

Cultural etiquette is the use of appropriate manners, language, and behaviors when interacting with persons from other cultures.

_____ takes place through gestures and body language.

Which of the following is a difference between intellectual capital and social capital?

People tend to respond to interpersonal conflict only through assertive behavior.

Mark, a manager at APZI Inc., wants to be consistently persuasive when communicating with his team members. To build credibility, Mark must:

During a negotiation session Sam thought, "This doesn't seem right. If he is getting so much out of it, then surely I must be dropping something off." Which of the following common negotiation pitfalls is illustrated in this statement?

Salma, the operations manager, and Chang, the human resource manager, argue over the allocation of targets, objectives, and resources among the leaders of different teams in their firm. Salma and Chang are likely to be involved in a(n) _____.

Proxemics involves the use of space in ____.

Management, Managers, and Careers

Management Learning Past to Present

Ethics and Social Responsibility

Environment, Technology, and Sustainability

Global Management and Cultural Diversity

Entrepreneurship and New Ventures

Data and Decision Making

Planning Processes and Techniques

Control Processes and Systems

Strategy and Strategic Management

Organization Structures

Organizational Culture and Change

Human Resource Management

Leading and Leadership Development

Individual Behavior

Motivation Theory and Practice

Teams and Teamwork

Filters