Deck 8: Interests and Goals in Negotiation

Question 1

Which of the following have been identified by researchers as associated with effective leadership in all situation?

A) Extroversion.
B) Introversion.
C) Sociability.
D) None of the above.

Answer 1

D

Question 2

Which of the following statements best describes the relationship between locus of control and leadership?

A) Leaders with high internal locus of control are more likely to select innovative but risky strategies.
B) Leaders with high internal locus of control tend to be less proactive and future-oriented.
C) Leaders with high external locus of control tend to be more successful.
D) None of the above.

Answer 2

A

Question 3

Which of the following statements are false?

A) High energy and internal motivation have been identified as leadership traits.
B) Type A leaders tend to be demanding and set high standards.
C) Charisma is related to effective leadership and negotiation.
D) Locus of control is not related in any way to leadership or negotiation.

Answer 3

D

Question 4

Which of the following statements are true?

A) High Machiavellianism is associated with effective leadership
B) Low Machiavellianism is related to low assertion.
C) Self-interest and dishonesty are obstacles to effective leadership.
D) None of the above.

Question 5

All of the statements below are false except:

A) Sociability is related to effective leadership.
B) High self-monitoring is not related to effective leadership.
C) Intelligence is not related to effective leadership.
D) Extroversion can sometimes impact effective negotiation but never effective leadership.

Question 6

Which cognitive processing style is most consistent with being an empathetic leader or negotiator?

A) A Jungian feeling preference.
B) A Jungian thinking preference.
C) An accommodating learning style.
D) None of the above.

Question 7

According to the world-wide survey of leadership skills referenced in the chapter, among the most important skills for leaders and the top sources of failure for leaders are:

A) The ability to foster teamwork and lack of good listening skills, respectively.
B) Being most comfortable working alone and lack of empathy, respectively.
C) Thinking systematically and lacking experience in the particular industry, respectively.
D) None of the above.

Question 8

Which of the following statements are true?

A) Type A and/or Type B personalities may be equally effective leaders.
B) Type A leaders are better at delegating than are Type B leaders.
C) High competitiveness may be a detriment to effective leading and negotiating.
D) High conscientiousness is not related to leadership or negotiation effectiveness.

Question 9

Which of the following personal traits or characteristics would assist a leader in creating vision?

A) Introversion.
B) Assertiveness.
C) Intuiting.
D) Adaptability.

Question 10

Which of the following are most related to effective leadership and negotiation?

A) Self-confidence and sociability.
B) High conscientiousness and high need for personal power.
C) High need for social power and affiliation.
D) Type A personality and high conscientiousness.