Allison thinks she has more power than the other party in a negotiation. as a result, she will probably use the ______ approach when she negotiates
distributive
at which stage of the negotiation process would you establish your best alternative to a negotiated agreement? (BATNA)
preparation
what is the term for discussion aimed at reaching a mutually satisfactory agreement between people?
negotiation
you want to buy a used car, but it costs more than you want to spend. you start negotiating w the seller, figuring that every dollar you get knocked off the price is a dollar in your pocket & one less in his. what type of bargaining strategy does this rep
distributive
when 2 sides determine that they have roughly the same status, what kind of approach will they tend to use in their negotiations?
integrative
what is true about leadership?
1. it has a strong impact on the behavior of followers
2. it is a topic of interest in business
centrality
degree to which others rely on a person to perform his/her work
substitutability
degree to which ppl can find other things they need
visibility
degree to which others know of a person's strength & status
discretion
degree to which an individual has the freedom to exercise judgment in making decisions
a mgr who persuades a subordinate to work late in order to finish a presentation that he plans to deliver in the morning is exercising what what type of influence?
downward
before the game, the coach made an emotional appeal to the team to dedicate the game to their former teammate who had just been diagnosed w cancer. what type of influence tactic is the coach using?
inspirational appeal
charlotte knows that john's support will be essential in having her proposal accepted by senior mgt, so she meets w him informally. "i'd like to get your thoughts on the best approach on getting the staff trained on the new software," she says."what are y
consultation
ingratiation
complimenting & befriending ppl to influence their behaviors
apprising
describing how performing an action could benefit someone personally
personal appeals
requesting something based on a person's relationship w the influencer
you scratch my back, & i'll scratch yours" best describes what influence tactic?
exchange tactic
T/F from a mgr's perspective, internalization is the best response to his/her influence tactics
true
what is a defining trait of organizational politics?
it seeks to advance self-interest
networking ability
proficiency in creating & maintaining different relationships
social astuteness
ability to view & study the actions of others
interpersonal influence
the possession of traits that can easily adapt to a variety of circumstances
apparent sincerity
a perception that a person is truthful & authentic
T/F ppl generally have negative perceptions of organizational politics
true
what is an organizational characteristic that tends to increase political behavior?
limited/changing resources, ambiguity in role requirements, high performance pressures, unclear performance evaluation measures
styles of conflict resolution can be described in terms of the factors of cooperation &
assertiveness
confrontation has always made tim uncomfortable, so when a coworker made a snide remark to him during a staff meeting, tim just pretended that he didn't hear her, even though he was upset by her remark. what conflict resolution style does tim demonstrate?
avoiding
what is the term for the conflict resolution style in which one party sacrifices its own self-interest & allows another party's interests to take precedence?
accommodating
neither you nor your coworker want to work on saturday, so you both agree to work a half day & flip a coin to determine who'll work in the morning & who'll work in the afternoon. which style of conflict resolution does this best describe?
compromise
under what circumstances would it be most advantageous to use an accommodating conflict resolution style?
you realize you are incorrect & you want to show that you are reasonable
in an effort to persuade mgt to offer vegetarian options in the cafeteria, vanessa circulated a petition to be signed by employees in the division. which type of influence tactic is vanessa using?
coalitions
power that is derived from a person's official standing within a workplace is commonly referred to as __________ power
legitimate
when lasaundra was late for the second time in a week, her boss docked her pay. lasaundra's boss has what kind of power?
coercive
jaime is the only one who is able to program the robots needed for production of a key part. his power in the company is greater than his formal position based upon _______ power
expert
the popular gatorade commercial that showed highlights of basketball superstar michael jordan & ppl trying to replicate his ability as well as voices singing the jingle "i wanna be like mike" illustrates what type of power?
referent
what type of power resides within an individual, regardless of his/her position within an organization?
referent
under what circumstances would it be most advantageous to use an avoiding conflict resolution style?
to give the parties opportunities to let their emotions settle & then view the conflict again
what best describes power?
an individual's capacity to determine the actions of others & not be persuaded by others
according to research, internalization & compliance facilitated by power & influence can increase
citizenship behavior
unable to reach agreement at the bargaining table, the NBA & its players union met w a third party who listened to both sides & tried to help them reach common ground but not create an official resolution. what types of alternative dispute resolution does
mediation
rank influence tactics from most effective to least effective
1. relational persuasion, consultation, inspirational appeals, collaboration
2. ingratiation, personal appeals, exchange, apprising
3. pressure, coalitions
T/F Collaboration is seen as a win-win form of conflict resolution.
true
T/F From time to time, leaders need to resist the influence of other leaders or higher-ups to do what is best for their own unit.
true
Sharelle has a conflict resolution style that works for her. Whenever she is involved in settling an issue, everybody comes away feeling that for anything they lost, they gained something else in return. Her efforts have helped save friendships and preven
compromise
Discretion is the degree to which
managers have the right to make decisions on their own.
The target's stake in seeing that his or her opinions are proven right serves to increase commitment under the influence tactic known as
consultation
Only offer what you can follow through on" is a suggested guideline for using ______ power.
reward
T/F It is impossible for a person to possess all of the forms of power at the same time.
false
The form of conflict resolution that requires the complete sharing of information by both parties, a full discussion of concerns, relatively equal power between parties, and a lot of time investment to arrive at a resolution is
collaboration
Employees are willing to manipulate and deceive others to acquire power are referred to as having ______ tendencies.
machiavellian
The first�and arguably most important�step of the negotiation process is
preparation
Tyrell is widely known and liked throughout the company. His magnetic personality is obvious to anyone who meets him, and strangers can recognize his influence in an instant just by observing how many people gravitate to him wherever he goes. Tyrell posse
referent
Power and influence have a _____ effect on job performance and organizational commitment.
moderate positive
Two styles of conflict resolution likely to result in negative feelings toward the leader are
competing & avoiding
When someone has control over the resources another person wants, ______ power exists.
reward
The most common form of conflict resolution is
compromise
Raj has a strongly collaborative style of conflict resolution, which will prove especially helpful for him in situation where
different perspectives might help arrive at a better alternative.
Under the autocratic government of his homeland, Gustav knew that he and other members of the student movement at the national university had little power and influence to use against the authorities. In such a situation, the ______ style of conflict reso
avoiding
_________ is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer.
ingratiation
Diane and Tia had two conflicting ideas regarding how to relaunch their restaurant to a new market. Tia favored a flashy, after-hours club atmosphere, whereas Diane proposed a more middle-class look and feel. At one point, the tension between them seemed
accommodating
There may be some formal, pompous people on the board at Mayweather Dairies, but the chairman and chief executive officer�Mr. Mayweather himself�is not one of them. He is as comfortable talking to dairy farmers or truck drivers as he is corporate executiv
interpersonal influence
The traits that are associated with narcissistic tendencies, as well as with leader emergence, are
agreeableness, extraversion & openness to experience
Although narcissists may emerge as leaders, they are not likely to achieve which aspect of leader effectiveness?
putting team goals first
What trait are narcissists likely to have that is associated with leader emergence but not effectiveness?
low agreeableness
If used as the only measure of effectiveness, which of the following would not tap into the negative effects of a narcissistic leader?
objective measures like sales
If the group believes Malcolm wants to make decisions alone without asking for opinions and/or suggestions from others, they would define his leadership style to be
autocratic
In order to inspire his team to commit to the website revisions, Malcolm should employ ______ leadership, which involves heightening his team's awareness of the importance of certain outcomes while increasing their confidence that those outcomes can be ac
transformational
Assume Malcolm decides to seek Samantha's input in the future so the team gets on board more easily. This "in-group" designation of Samantha is most closely related to which model of leadership?
leader-member exchange
Enron CEO Jeff Skilling's corrupt coalition could be called a _____ that grew to change the company values from ethical to unethical.
counterculture
Enron is a good example of the statement: "_____ cultures are not always _____ cultures.
strong; good
At the height of the Enron scandal, one could say that the cultures at both Enron and GE had _____ and _____.
high consensus; high intensity
Which of the following was a disadvantage of Enron's strong-minded culture?
created extreme behaviors among employees
New Belgium Brewery's core values and beliefs that speak to environmental ethics are an example of a(n)
espoused value
The physical structure at New Belgium Brewery (large windows, sun tubes, etc.) is focused on energy efficiency. This is an example of a(n)
observable artifact
Jeff Lebesch talks about how he started brewing beer at home with a friend. A story is a type of _____, which serves the purpose to _____.
observable artifact; emphasize company values
What example from the video is an underlying assumption at New Belgium Brewery?
equipment and processes should be environmentally friendly
An observable artifact of the company's commitment to conservation is the:
anaerobic digester
The Ohio State studies argued that initiating structure and consideration are _____, while the University of Michigan studies proposed them to be
independent concepts; ends of a continuum.
_____ suggest that leaders are born, not made.
Great person theories of leadership
Hamid is part of a team working on a new website for the company. Hamid is new to the company but taught himself to code at age eleven and has a degree in web design from the local university. When Isa, his supervisor, realizes the extent of Hamid's exper
R4, delegating
_____ involves behaving in ways that challenge followers to be innovative and creative by questioning assumptions and reframing old situations in new ways.
intellectual stimulation
Quentin is the owner of Sail Away Travel, a travel agency specializing in luxury cruise packages. Following a fire at their old location, the company moved into a brand-new location, and Quentin is in the process of refurbishing the new space. He needs to
He should meet with his employees and discuss each decision they have to make, seeking to obtain consensus as much as possible. He might put the partitioned space versus open space question to a vote, for example.
_____ involves behaving in ways that help followers achieve their potential through coaching, development, and mentoring.
individualized consideration
Phyllis and her coworkers hardly ever talk to their boss Courtney. In fact, they only see her once or twice a day. Nevertheless, their department generally chugs along like a well-oiled machine thanks to the extremely structured nature of their work. They
replacement
Ariel, Fouad, Nicola, and Daryush are four managers at Lost Soles Shoes. Each uses a different decision-making style and believes that their style is the best. Ariel always presents the problem to her employees and gathers their opinions and suggestions,
delegative
Jackson's boss, Samira, is excited about a new project management system she learned about at a weekend seminar, which purports to increase accountability and efficiency by 30 percent. She bought it for the office and hired a trainer to teach everyone in
initiating structure
Which of the following behaviors, according to the studies at Ohio State, is a consideration behavior?
setting goals
Sierra, an intern, is well-liked by everyone in the office. She has seemingly boundless energy, asks a lot of questions, and is self-confident without being arrogant. Her supervisor, John, is discussing her time at the company with his colleague Maxine. H
Sierra's personality means she is likely to become an effective leader.
Chang is the art director at Idlewild Graphic Design. The firm recently acquired a new client, Palomino Film Productions. They are designing a logo, ad campaign, posters, and other materials for the client. Chang meets with his entire design team, and tog
consultative
_____ reduce the importance of the leader while simultaneously providing a direct benefit to employee performance.
substitutes
Ji-Eun is in charge of selecting an intern for the HR department at her company. She is especially interested in identifying the candidate with the strongest possibility for leadership. After interviewing five candidates, who do you think she chooses?
Qasim, who did not have quite as much experience but was sharp and outgoing and showed an extreme willingness to learn
Which of the following reduces the importance of the leader with no beneficial impact on performance?
neutralizers
Technically, Vinh's direct supervisor is Leila, but his de facto boss is his colleague Mark, who has been with the company for several years. Vinh has stopped even trying to get Leila's feedback on problems, since she always seems to be out of the office
laissez-faire leadership
According to the life cycle theory of leadership, a group of employees who are working together for the first time and are eager to begin, but who lack the experience and confidence needed to perform their roles, are at which level of readiness?
R1
Which of the following characteristics is most closely related to leader effectiveness?
high openness to experience
According to the leader-member exchange theory, the two general types of leader-member dyads are
high-quality exchange and low-quality exchange.
Alisha is the manager of Fresh Marketplace, an organic caf�, juice bar, and supermarket. The company has recently been faced with competition from Oriole Organic Supermarket. Alisha meets with her team to get their thoughts on how Fresh Marketplace can be
consultative
______ is the use of power & influence to direct the activities of followers toward goal achievement
leadership
according to the life cycle theory of leadership, the optimal combo of initiating structure & consideration depends on the ________ of the followers
readiness
according to the life cycle theory of leadership, a ________ leadership style is characterized by high levels of initiating structure & low consideration
telling
according to the life cycle theory of leadership, which leadership style emphasizes high amts of both initiating structure & consideration?
selling