Question 1

Which of the following is an example of an evaluative feedback?

Accepted Answer

A)  "You never complete your projects on time and always come to office late." 
B)  "You were 40 minutes late for today's meeting and missed a lot of the context of our discussion." 
C)  "You missed the deadline for the first time; you need to let me know if you need help." 
D)  "You are working on too many projects, you should delegate some work to others." 
E)  "You're coming late to meetings; you might be spreading yourself too thin and have trouble meeting your obligations." 
A)  "You never complete your projects on time and always come to office late." 
B)  "You were 40 minutes late for today's meeting and missed a lot of the context of our discussion." 
C)  "You missed the deadline for the first time; you need to let me know if you need help." 
D)  "You are working on too many projects, you should delegate some work to others." 
E)  "You're coming late to meetings; you might be spreading yourself too thin and have trouble meeting your obligations."

Question 2

The effectiveness of negotiations can be evaluated with ___.

Accepted Answer

A)  quality 
B)  cost 
C)  harmony 
D)  a and b 
E)  a, b, and c 
A)  quality 
B)  cost 
C)  harmony 
D)  a and b 
E)  a, b, and c

Question 3

Josette was determined to get what she wanted in her negotiation, no matter the cost. She fell into the trap of overconfidence during her negotiation process.

Accepted Answer

A) True 
 B)False

Question 4

An effective communication is always efficient.

Accepted Answer

A) True 
 B)False

Question 5

The conflict management style of ___ involves being uncooperative and unassertive. This style is characterized by downplaying disagreement, withdrawing from the situation, and/or staying neutral at all costs.

Accepted Answer

A)  avoidance 
B)  accommodation 
C)  competition 
D)  compromise 
E)  collaboration 
A)  avoidance 
B)  accommodation 
C)  competition 
D)  compromise 
E)  collaboration

Question 6

Feedback is useful and constructive as long as it satisfies some personal need of the sender.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following statements is true of the role of culture in negotiations?

Accepted Answer

A)  Negotiators from a high-context culture are used to getting information through direct questions and answers. 
B)  Negotiators from a low-context culture tend to communicate indirectly. 
C)  Negotiators from a low-context culture tend to use non-declarative language. 
D)  Negotiators from a low-context culture tend to use non-verbal signals. 
E)  Negotiators from a high-context culture avoid hard-and-fast position statements. 
A)  Negotiators from a high-context culture are used to getting information through direct questions and answers. 
B)  Negotiators from a low-context culture tend to communicate indirectly. 
C)  Negotiators from a low-context culture tend to use non-declarative language. 
D)  Negotiators from a low-context culture tend to use non-verbal signals. 
E)  Negotiators from a high-context culture avoid hard-and-fast position statements.

Question 8

Proxemetrics refers to the use of space to communicate varying intentions in terms of intimacy, openness, and status.

Accepted Answer

A) True 
 B)False

Question 9

Effective negotiation occurs when issues of substance are resolved and working relationships among the negotiating parties are maintained or improved.

Accepted Answer

A) True 
 B)False

Question 10

Functional or constructive conflict occurs when conflict is medium.

Accepted Answer

A) True 
 B)False

Question 11

The manager at your firm while verbally expressing a statement of probable truth simultaneously fidgets and avoids eye contact with you. This conveys a(n) ___.

Accepted Answer

A)  transparent communication 
B)  mixed message 
C)  poor oral expression 
D)  poor choice of communication channel 
E)  exaggerated communication 
A)  transparent communication 
B)  mixed message 
C)  poor oral expression 
D)  poor choice of communication channel 
E)  exaggerated communication

Question 12

The ___ negotiation approach focuses on trying to achieve a "win-win" solution that considers the interests of all the negotiating parties.

Accepted Answer

A)  principled/integrative 
B)  unilateral 
C)  collaborative 
D)  distributive 
E)  desirable 
A)  principled/integrative 
B)  unilateral 
C)  collaborative 
D)  distributive 
E)  desirable

Question 13

The conflict management style of ___ involves being uncooperative and assertive. This style is characterized by working against the wishes of the other party, engaging in win-lose competition, and/or forcing through the exercise of authority.

Accepted Answer

A)  avoidance 
B)  accommodation 
C)  competition 
D)  compromise 
E)  collaboration 
A)  avoidance 
B)  accommodation 
C)  competition 
D)  compromise 
E)  collaboration

Question 14

Which of the following statements about the electronic grapevine is/are correct?

Accepted Answer

A)  The electronic grapevine speeds messages and information from person to person. 
B)  The electronic grapevine can be functional when the information is accurate and useful. 
C)  The electronic grapevine can be dysfunctional when the information is false, distorted, or simply based on rumour. 
D)  all of the above 
E)  none of the above 
A)  The electronic grapevine speeds messages and information from person to person. 
B)  The electronic grapevine can be functional when the information is accurate and useful. 
C)  The electronic grapevine can be dysfunctional when the information is false, distorted, or simply based on rumour. 
D)  all of the above 
E)  none of the above

Question 15

___is the tendency to consider one's culture superior to any and all others.

Accepted Answer

A)  Anthropocentrism 
B)  Geocentrism 
C)  Ethnocentrism 
D)  Polycentrism 
E)  Nepotism 
A)  Anthropocentrism 
B)  Geocentrism 
C)  Ethnocentrism 
D)  Polycentrism 
E)  Nepotism

Question 16

As a cause of conflict, ___ involve unclear job expectations and other task uncertainties that increase the likelihood that people will be working at cross-purposes.

Accepted Answer

A)  role ambiguities 
B)  resource scarcities 
C)  task interdependencies 
D)  competing objectives 
E)  structural differentiation 
A)  role ambiguities 
B)  resource scarcities 
C)  task interdependencies 
D)  competing objectives 
E)  structural differentiation

Question 17

___ in a negotiation is defined as the space between one party's minimum reservation point and the other party's maximum reservation point.

Accepted Answer

A)  Proxemics 
B)  The arena of indifference 
C)  Glass ceiling 
D)  Mixed message space 
E)  The bargaining zone 
A)  Proxemics 
B)  The arena of indifference 
C)  Glass ceiling 
D)  Mixed message space 
E)  The bargaining zone

Question 18

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 19

The myth of the "fixed pie" in negotiations refers to the ___.

Accepted Answer

A)  overconfidence of a party by ignoring the other party's needs 
B)  assumption that in order for you to gain, the other person must give something up 
C)  error that occurs when parties don't really make themselves understood to each other 
D)  error that occurs when parties fail to listen well enough to understand what each other is saying 
E)  error that occurs when a negotiator is too quick to assume that he or she understands well the negotiator from a different culture 
A)  overconfidence of a party by ignoring the other party's needs 
B)  assumption that in order for you to gain, the other person must give something up 
C)  error that occurs when parties don't really make themselves understood to each other 
D)  error that occurs when parties fail to listen well enough to understand what each other is saying 
E)  error that occurs when a negotiator is too quick to assume that he or she understands well the negotiator from a different culture

Question 20

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.

Which of the following is an example of an evaluative feedback?

The effectiveness of negotiations can be evaluated with ___.

Josette was determined to get what she wanted in her negotiation, no matter the cost. She fell into the trap of overconfidence during her negotiation process.

An effective communication is always efficient.

The conflict management style of ___ involves being uncooperative and unassertive. This style is characterized by downplaying disagreement, withdrawing from the situation, and/or staying neutral at all costs.

Feedback is useful and constructive as long as it satisfies some personal need of the sender.

Which of the following statements is true of the role of culture in negotiations?

Proxemetrics refers to the use of space to communicate varying intentions in terms of intimacy, openness, and status.

Effective negotiation occurs when issues of substance are resolved and working relationships among the negotiating parties are maintained or improved.

Functional or constructive conflict occurs when conflict is medium.

The manager at your firm while verbally expressing a statement of probable truth simultaneously fidgets and avoids eye contact with you. This conveys a(n) ___.

The ___ negotiation approach focuses on trying to achieve a "win-win" solution that considers the interests of all the negotiating parties.

The conflict management style of ___ involves being uncooperative and assertive. This style is characterized by working against the wishes of the other party, engaging in win-lose competition, and/or forcing through the exercise of authority.

Which of the following statements about the electronic grapevine is/are correct?

___is the tendency to consider one's culture superior to any and all others.

As a cause of conflict, ___ involve unclear job expectations and other task uncertainties that increase the likelihood that people will be working at cross-purposes.

___ in a negotiation is defined as the space between one party's minimum reservation point and the other party's maximum reservation point.

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) ___.

The myth of the "fixed pie" in negotiations refers to the ___.

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

Introducing Management

Management Learning Past to Present

Ethics and Social Responsibility

Environment, Innovation, and Sustainability

Global Management and Cultural Diversity

Entrepreneurship and New Ventures

Information and Decision Making

Planning Processes and Techniques

Control Processes and Systems

Strategy and Strategic Management

Organization Structures and Design

Organization Culture and Change

Strategic Human Resource Management

Leading and Leadership Development

Individual Behavior

Motivation Theory and Practice

Teams and Teamwork

Operations and Services Management

Filters

Exam 18: Communication and Collaboration

Which of the following is an example of an evaluative feedback?

The effectiveness of negotiations can be evaluated with ___.

Josette was determined to get what she wanted in her negotiation, no matter the cost. She fell into the trap of overconfidence during her negotiation process.

An effective communication is always efficient.

The conflict management style of ___ involves being uncooperative and unassertive. This style is characterized by downplaying disagreement, withdrawing from the situation, and/or staying neutral at all costs.

Feedback is useful and constructive as long as it satisfies some personal need of the sender.

Which of the following statements is true of the role of culture in negotiations?

Proxemetrics refers to the use of space to communicate varying intentions in terms of intimacy, openness, and status.

Effective negotiation occurs when issues of substance are resolved and working relationships among the negotiating parties are maintained or improved.

Functional or constructive conflict occurs when conflict is medium.

The manager at your firm while verbally expressing a statement of probable truth simultaneously fidgets and avoids eye contact with you. This conveys a(n) ___.

The ___ negotiation approach focuses on trying to achieve a "win-win" solution that considers the interests of all the negotiating parties.

The conflict management style of ___ involves being uncooperative and assertive. This style is characterized by working against the wishes of the other party, engaging in win-lose competition, and/or forcing through the exercise of authority.

Which of the following statements about the electronic grapevine is/are correct?

___is the tendency to consider one's culture superior to any and all others.

As a cause of conflict, ___ involve unclear job expectations and other task uncertainties that increase the likelihood that people will be working at cross-purposes.

___ in a negotiation is defined as the space between one party's minimum reservation point and the other party's maximum reservation point.

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) ___.

The myth of the "fixed pie" in negotiations refers to the ___.

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

Introducing Management

Management Learning Past to Present

Ethics and Social Responsibility

Environment, Innovation, and Sustainability

Global Management and Cultural Diversity

Entrepreneurship and New Ventures

Information and Decision Making

Planning Processes and Techniques

Control Processes and Systems

Strategy and Strategic Management

Organization Structures and Design

Organization Culture and Change

Strategic Human Resource Management

Leading and Leadership Development

Individual Behavior

Motivation Theory and Practice

Teams and Teamwork

Operations and Services Management

Filters