Ch8 Test Questions & Answers Understanding Relationships

Package Title: Neubert 1e Testbank

Course Title: Organizational Behaviour

Chapter Number: 8

Shuffle: No

Multiple Choice

1. Which of the following statements is true of the sustainable approach to organizational politics?

a) A sustainable approach results in an increase in politics, which results in increased strain and anxiety for organizational members.

b) A sustainable approach to OB emphasizes proactive attempts to minimize the perceived need for political behaviours.

c) A sustainable approach to OB is not effective in reducing interorganizational politics.

d) An organization’s leadership cannot make significant contributions toward reducing politics.

Difficulty: Easy

Learning Objective: Discuss organizational politics and its effects on an organization.

Section Reference: 8.1 Politics

AACSB: Analytic skills

Bloom’s: Comprehension

2. A(n) _____ is an unwritten expectation about the exchanges that will take place between an employee and the organization.

a) Aspiration point

b) Distributive bargain

c) Psychological contract

d) Reservation point

Difficulty: Easy

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Analytic skills

Bloom’s: Comprehension

3. Employees of Blossom Corporation expect transparency in decision making from the top management. This expectation is an example of a _____.

a) Formal consensus

b) Psychological contract

c) Distributive bargain

d) Reservation point

Difficulty: Hard

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Analytic skills

Bloom’s: Application

4. Richard, a senior executive in a marketing company, is trusted by his colleagues because of his knowledge and experience. They often ask for his suggestions when working on different projects. In this scenario, which of the following factors contributes to Richard’s trustworthiness?

a) Competence

b) Goodwill

c) Character

d) Fairness

Difficulty: Hard

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Analytic skills

Bloom’s: Application

5. Emma trusts her colleague Natalie, as she is very forthright and truthful. Emma can trust her to keep something in confidence. The factor responsible for Emma’s trust in Natalie, in the given example, is _____.

a) Fairness

b) Goodwill

c) Competence

d) Character

Level of Difficulty: Hard

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Analytic skills

Bloom’s: Application

6. Michelle trusts her friend Jacqueline because of her character. Which of the following characteristics of Jacqueline contributes to Michelle’s trust?

a) Being self-protective and immobilized

b) Persistence in the face of difficulty

c) Ability to influence the flow of resources

d) Ability to assist in completing a task

Difficulty: Hard

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Analytic skills

Bloom’s: Application

7. Stanley is always trusted by his colleagues as he has encouraging words for everyone and patiently listens to their problems. Therefore, Stanley’s colleagues trust him because of his _____.

a) Fairness

b) Character

c) Goodwill

d) Competence

Difficulty: Hard

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Analytic skills

Bloom’s: Application

8. Which of the following statements is true of the sustainable perspective of trust?

a) It results in an increased number of controls and policies and centralized authority.

b) It necessitates formalization and centralized decision making.

c) Trust is limited to the tangible benefits received by a person.

d) It establishes trusting relationships with stakeholders outside the organization.

Difficulty: Medium

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Analytic skills

Bloom’s: Comprehension

9. In an environment of trust, employees:

a) Become self-protective and worried.

b) Focus on their work responsibilities.

c) Tend to become immobilized.

d) Become unwilling to take risks.

Level of Difficulty: Medium

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Analytic skills

Bloom’s: Comprehension

10. Competence-based trust develops when:

a) Communication is honest and open.

b) People become self-protective and immobile.

c) There is a commitment to expand skills.

d) People become averse to taking risks.

Difficulty: Medium

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Analytic skills

Bloom’s: Comprehension

11. Character-based trust grows when:

a) Communication is honest and open.

b) People become self-protective and immobile.

c) There is a commitment to expand skills.

d) Psychological contracts are honored.

Difficulty: Medium

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Analytic skills

Bloom’s: Comprehension

12. Which of the following statements is true of the conventional perspective of trust?

a) Trusting relationships are established with stakeholders outside an organization.

b) Employees become self-protective in an environment of trust.

c) Trust is necessary to distribute work efficiently to accomplish more.

d) It limits formalization and centralization of decision making.

Difficulty: Medium

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Analytic skills

Bloom’s: Comprehension

13. Arnold is the manager of the human resources team in a company. He assigns the task of preparing the team’s annual performance report to Russell, the deputy manager. He trusts Russell and feels he is capable of performing the assigned task. Which of the following terms describes Arnold’s actions?

a) Diffusion

b) Delegation

c) Negotiation

d) Mediation

Difficulty: Hard

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Analytic skills

Bloom’s: Application

14. Which of the following steps in the conventional delegation process involves follow-up in order to assess and recognize progress?

a) Select a qualified person.

b) Provide the necessary resources.

c) Hold person accountable for results.

d) Affirm person’s acceptance of responsibility.

Difficulty: Medium

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Analytic skills

Bloom’s: Comprehension

15. Which of the following statements is true of the sustainable approach to delegation?

a) Delegation need not follow lines of authority.

b) Delegation is mostly top-down.

c) Clear goals should be set for the person to whom a task is delegated.

d) Delegation ends with the transfer of responsibility.

Level of Difficulty: Medium

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Analytic skills

Bloom’s: Comprehension

16. Which of the following steps is a part of the sustainable approach to delegation?

a) Mutually agree on the tasks or goal.

b) Hold person accountable for results.

c) Select a qualified person.

d) Affirm person’s acceptance of responsibility.

Level of Difficulty: Medium

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Reflective thinking skills

Bloom’s: Knowledge

17. A sustainable approach to delegation emphasizes:

a) Holding a person accountable for results.

b) Acquiring necessary resources creatively.

c) Selecting a qualified person for delegation.

d) Affirming a person’s acceptance of responsibility.

Difficulty: Medium

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Analytic skills

Bloom’s: Comprehension

18. Chang is the manager of the customer service department of a telemarketing firm. He wants to delegate tasks to his team members. From a sustainable perspective, Chang should concentrate on:

a) Holding the concerned person accountable for results.

b) Mutually affirming each person’s responsibility.

c) Selecting a qualified person for delegation.

d) Providing the necessary resources for the task to be executed.

Difficulty: Hard

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Analytic skills

Bloom’s: Application

19. _____ compares an individual’s inputs and outcomes to other members’ inputs and outcomes.

a) Distributive justice

b) Integrative negotiation

c) Distributive bargaining

d) Procedural justice

Difficulty: Easy

Learning Objective: Recognize how fairness promotes positive feelings, improves satisfaction, promotes organizational citizenship behaviour, and reduces turnover.

Section Reference: 8.3 Fairness

AACSB: Reflective thinking skills

Bloom’s: Knowledge

20. Ronald is upset about receiving negative feedback for his recent project as he feels he put in more effort than his peer Lawrence, who received a positive feedback. Ronald’s perceptions can be attributed to _____.

a) Procedural justice

b) Distributive justice

c) Interactional justice

d) Restorative justice

Difficulty: Hard

Learning Objective: Recognize how fairness promotes positive feelings, improves satisfaction, promotes organizational citizenship behaviour, and reduces turnover.

Section Reference: 8.3 Fairness

AACSB: Analytic skills

Bloom’s: Application

21. Kevin feels his manager is very rude and insensitive when talking to him. Which of the following justice perceptions influences Kevin’s feelings?

a) Interactional justice

b) Procedural justice

c) Restorative justice

d) Distributive justice

Difficulty: Hard

Learning Objective: Recognize how fairness promotes positive feelings, improves satisfaction, promotes organizational citizenship behaviour, and reduces turnover.

Section Reference: 8.3 Fairness

AACSB: Analytic skills

Bloom’s: Application

22. Which of the following examples shows the practice of nepotism?

a) Kelly is friendly and patient when talking to her teammates.

b) Arthur appoints his son Ashley as the next director of Blue Machinery Inc.

c) Conrad, a team manager, measures his team’s performance based on certain parameters.

d) Sally feels she should receive a higher pay increment than most of her colleagues.

Difficulty: Hard

Learning Objective: Recognize how fairness promotes positive feelings, improves satisfaction, promotes organizational citizenship behaviour, and reduces turnover.

Section Reference: 8.3 Fairness

AACSB: Analytic skills

Bloom’s: Application

23. Which of the following statements is true of the sustainable approach to fairness?

a) A sustainable approach favours nepotism.

b) The inputs considered for weighing outputs should ignore less-tangible factors.

c) Distributive justice is consistent with sustainable principles.

d) A sustainable approach favours procedural justice.

Difficulty: Medium

Learning Objective: Recognize how fairness promotes positive feelings, improves satisfaction, promotes organizational citizenship behaviour, and reduces turnover.

Section Reference: 8.3 Fairness

AACSB: Analytic skills

Bloom’s: Comprehension

24. _____ are specific behaviours exercised to achieve an outcome, particularly getting personal interests satisfied.

a) Aspiration points

b) Conflict styles

c) Influence tactics

d) Distributive bargains

Level of Difficulty: Easy

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Comprehension

25. From a conventional perspective, _____.

a) The long-term health of a relationship is more important

b) Using influence tactics to accomplish goals is appropriate

c) The other parties’ commitment to an agreement is more relevant

d) Influence tactics are not related to performance ratings

Difficulty: Medium

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Comprehension

26. Rita is the head of the marketing team at Sunrise Foods Inc. During the annual meeting, she uses data related to last year’s market trends to convince the top management to implement some new strategies. In this scenario, which of the following influence tactics is used by Rita?

a) Rational persuasion

b) Inspirational appeal

c) Coalition tactics

d) Legitimizing tactics

Difficulty: Hard

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Application

27. Jacob needs help from his colleague Patrick in an important assignment. In order to convince Patrick to help him, Jacob behaves in a friendly manner, praises Patrick for his excellent skills, and reminds him of his achievements. In this scenario, which of the following influence tactics does Jacob use to persuade Patrick?

a) Consultation

b) Inspirational appeal

c) Coalition tactics

d) Ingratiation

Difficulty: Hard

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Application

28. Dennis is the head of the research team at Quest Pharmaceuticals Inc. He presents a proposal to the board of directors for extensive research on eco-friendly drugs to cure cancer. He tries to convince the concerned people by reminding them of the company’s vision of sustainable growth. In this scenario, Dennis uses _____ to influence the decisions of the board of directors.

a) Legitimizing tactics

b) Coalition tactics

c) Personal appeal

d) Rational persuasion

Difficulty: Hard

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Application

29. Which of the following influence tactics uses flattery and friendly behaviour before making a request?

a) Ingratiation

b) Pressure

c) Consultation

d) Exchange

Difficulty: Easy

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Reflective thinking skills

Bloom’s: Knowledge

30. Which of the following examples shows the use of coalition tactics as an influence tactic?

a) Rashid compliments his friend for his excellent dancing skills before asking him for a loan.

b) Bianca claims to have the support of her teammates when convincing her boss for a team party.

c) Ivan tries to explain about new business ventures to his company’s management by presenting statistics about current and future trends.

d) Sylvia convinces her friend to invest money in her business and promises to give her a share of the profits.

Difficulty: Hard

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Application

31. Which of the following examples shows the use of consultation as an influence tactic?

a) Rashid compliments his friend for his excellent dancing skills before asking him for a loan.

b) Bianca claims to have the support of her teammates when convincing her boss for a team party.

c) Adnan involves his teammates in developing a project proposal to be presented to the top management.

d) Sylvia convinces her friend to invest money in her business and promises to give her a share of the profits.

Difficulty: Hard

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Application

32. Which of the following scenarios shows the use of personal appeal as an influence tactic?

a) Rashid compliments his friend for his excellent dancing skills before asking him for a loan.

b) Bianca claims to have the support of her teammates when convincing her boss for a team party.

c) Adnan involves his teammates in developing a project proposal to be presented to the top management for approval.

d) Isabella reminds her friend Carla of her loyalty and their intimate friendship when Carla refuses to help her.

Difficulty: Hard

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Application

33. Nathan tries to convince his friend, Gordon, to invest in the farm he wishes to buy. Nathan tells Gordon that he could take a portion of the produce free every year. In this scenario, which of the following influence tactics does Nathan use to convince Gordon?

a) Ingratiation

b) Inspirational appeal

c) Coalition tactics

d) Exchange

Difficulty: Hard

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Application

34. Crimson Industries Inc. fixes the amount for its annual budget. There is conflict amongst the different departments about the allocation of money. The company is not in a position to add to the existing budget. Hence, it decides that each department would get a percentage of the allocated amount. Which of the following types of negotiation behaviour is observed in this example?

a) Integrative negotiation

b) Distributive bargaining

c) Influential tactics

d) Interactional justice

Difficulty: Hard

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Application

35. During negotiations, a(n) _____ is a person’s preferred outcome of a situation.

a) Best alternative to a negotiated agreement

b) Distributive bargain

c) Reservation point

d) Aspiration point

Difficulty: Easy

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Comprehension

36. Sparck Corporation is a company producing stationery items. It is engaged in negotiations with a number of large corporates. The company aims to obtain bulk orders from at least six companies. The desired outcome is Sparck Corporation’s _____ in the negotiations.

a) Distributive bargain

b) Influence tactic

c) Aspiration point

d) Reservation point

Difficulty: Hard

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Application

37. During his yearly appraisal, Ryan communicates to his manager that he would accept nothing less than a 30 percent increase in his pay package. The figure quoted by Ryan represents his _____.

a) Zone of possible outcomes

b) Influence tactic

c) Aspiration point

d) Reservation point

Difficulty: Hard

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Application

38. Blackley, Inc. is a company that produces gardening kits. It quotes a price of $200 per kit. A retailer offers to pay $175 and assures Blackley’s that bulk orders would be given in the future. Blackley’s decides to close the deal for $185 per kit along with a set of spare parts. Which of the following best defines the possible offer that Blackley’s is willing to accept?

a) The best alternative to a negotiated agreement

b) A zone of possible agreements

c) An influence tactic

d) A psychological contract

Difficulty: Hard

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Application

39. Ready Fashions Inc. is a garment manufacturing company. It recently entered into a highly profitable agreement to supply garments to a large clothing retailer. The company is also negotiating an agreement with a department store, but a favourable outcome seems difficult. However, Ready Fashions is not entirely dependent on the agreement with the department store because of the profitable deal with the clothing retailer. Therefore, the agreement with the clothing retailer is the company’s _____.

a) Best alternative to a negotiated agreement

b) Zone of possible agreements

c) Reservation point

d) Aspiration point

Difficulty: Hard

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Application

40. Mac’s Bakery is popular for its high quality bread. The owner is negotiating a deal for supplying bread to Mincey’s, a fast food restaurant. The two parties reach a mutually beneficial agreement. Mac’s supplies quality bread at a fair price while being assured of a daily order from Mincey’s. Mincey’s is also able to consistently offer customers quality in its products. Which of the following forms of discussing an agreement have the concerned parties used to arrive at a mutually beneficial agreement?

a) Distributive bargaining

b) Integrative negotiation

c) Pattern bargaining

d) Transformative mediation

Difficulty: Hard

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Application

41. Which of the following statements is true of integrative negotiation?

a) It involves the use of rational persuasion to achieve an outcome, particularly getting personal interests satisfied.

b) It assumes there is a limited amount of resources that must be divided because people have competing interests.

c) It encourages parties to generate more options that will satisfy the most important goals of everyone involved.

d) It holds one of the involved parties accountable for the outcome of the negotiations.

Difficulty: Medium

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Comprehension

42. Which of the following is the first step in an integrative negotiation process?

a) Sharing accountability for the outcome mutually

b) Choosing the alternative that best satisfies the interests of all parties in the negotiation

c) Collaborating to generate creative solutions

d) Building a relationship of understanding and respect

Difficulty: Medium

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Comprehension

43. In an integrative negotiation process, building a respectful relationship involves:

a) Demonstrating a sincere concern for the other party.

b) Understanding a person’s underlying interests.

c) Sharing accountability for the outcome mutually.

d) Dividing the available resources or outcomes.

Difficulty: Medium

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Comprehension

44. In an integrative negotiation process, building a respectful relationship is followed by:

a) Demonstrating a sincere concern for the other party.

b) Understanding a person’s underlying interests.

c) Sharing accountability for the outcome mutually.

d) Dividing the available resources or outcomes.

Difficulty: Medium

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Comprehension

45. Integrative negotiation:

a) Eliminates the need for distributive bargaining.

b) Is limited to dividing up resources or outcomes.

c) Invites participation and sharing of information.

d) Focuses on one person’s gains and interests.

Difficulty: Medium

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Comprehension

46. MarsX Technologies Inc. and Rex Corporation plan for collaborative research on advanced satellite technology. When starting the negotiation process, both the companies decide that the agreement should address the best interests of both. Hence, the companies should focus on _____.

a) Satisfying personal interests through specific behaviours

b) Obtaining the best alternative to the agreement

c) Generating creative solutions and exploring options

d) Dividing the available resources or outcomes

Difficulty: Hard

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Application

47. Which of the following conflict styles is characterized by withdrawal from conflict or suppression of the reasons for conflict?

a) Integrating style

b) Competing style

c) Avoiding style

d) Accommodating style

Difficulty: Easy

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Comprehension

48. Which of the following conflict styles is a passive response to conflicts?

a) Integrating style

b) Avoiding style

c) Competing style

d) Compromising style

Difficulty: Easy

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Comprehension

49. The _____ is a conflict style that focuses on satisfying others’ interests with a high level of cooperativeness and a low level of assertiveness.

a) Accommodating style

b) Compromising style

c) Competing style

d) Integrating style

Difficulty: Easy

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Comprehension

50. How does the accommodating style differ from the compromising style?

a) The accommodating style is both unassertive and uncooperative, while the compromising style implies a high level of cooperation and a high level of assertiveness.

b) The accommodating style has a high level of cooperativeness, while a compromising style is uncooperative.

c) The accommodating style has a low level of assertiveness, while a compromising style has a moderate level of assertiveness.

d) The accommodating style has a low level of cooperation, while a compromising style has a high level of assertiveness.

Difficulty: Medium

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Comprehension

51. Angela and George, team members in the same retail store, often argue about who should perform the daily inventory process. In order to prevent any future arguments, Angela offers to perform the inventory work every day. In this scenario, Angela uses the _____ conflict style to resolve the issue.

a) Integrating

b) Compromising

c) Competing

d) Accommodating

Difficulty: Hard

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Application

52. The _____ style of conflict reflects a high level of assertiveness and a low level of cooperation designed to satisfy your own needs.

a) Integrating

b) Compromising

c) Competing

d) Accommodating

Difficulty: Easy

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Comprehension

53. Farm Greens is a supplier of organically grown fruits to a large number of supermarkets and department stores. The owner is concerned only about profits and refuses to cooperate during price negotiations with vendors. In this context, which of the following conflict styles is exhibited by the owner of Farm Greens?

a) Competing style

b) Accommodating style

c) Integrating style

d) Compromising style

Difficulty: Hard

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Application

54. The _____ style of conflict has moderate levels of both cooperativeness and assertiveness and requires each side to give up and receive something of importance.

a) Integrating

b) Compromising

c) Competing

d) Accommodating

Difficulty: Easy

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Comprehension

55. Maria bakes special cakes with exotic flavors. She caters to large corporate firms and many individual customers. The prices of her cakes are relatively high. However, her customers are prepared to pay a high price in exchange for excellent quality and timely delivery. Which of the following conflict styles can be observed in this example?

a) Integrating style

b) Competing style

c) Compromising style

d) Accommodating style

Difficulty: Hard

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Application

56. The _____ style of conflict is characterized high levels of cooperation and assertiveness.

a) Avoiding

b) Compromising

c) Competing

d) Integrating

Difficulty: Easy

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Comprehension

57. Which of the following conflict styles seeks to find maximum benefits for all parties?

a) Competing style

b) Accommodating style

c) Compromising style

d) Integrating style

Difficulty: Easy

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Comprehension

58. Taurus Software Inc. develops online security systems. It is negotiating a highly profitable contract with a large government agency. The high stakes call for an agreement, which considers the best interests of both the parties. Which of the following conflict style would be best suited for reaching an agreement in the given situation?

a) Integrating style

b) Avoiding style

c) Competing style

d) Accommodating style

Difficulty: Hard

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Application

59. How does the integrating style differ from the competing style?

a) The integrative style is both unassertive and uncooperative, while the competing style implies a high level of cooperation and a high level of assertiveness.

b) The integrative style has high levels of cooperation and assertiveness, while a competing style reflects a high level of assertiveness and a low level of cooperation.

c) The integrative style has a low level of assertiveness and high level of cooperation, while a competing style has a moderate level of assertiveness and cooperation.

d) The integrative style has high levels of cooperation and assertiveness, while a competing style has moderate levels of cooperation and assertiveness.

Difficulty: Medium

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Comprehension

60. Which of the following conflict styles is suitable when a consensus is needed and all interests in the conflict are too important to compromise?

a) Integrating style

b) Avoiding style

c) Competing style

d) Accommodating style

Difficulty: Easy

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Comprehension

61. Which of the following statements is true of conflict styles?

a) A person’s natural conflict style is shaped by his or her culture.

b) People with collectivistic orientations often prefer competing styles.

c) A high concern for self-interests results in cooperative behaviour.

d) People with individualistic orientations generally prefer compromising styles.

Difficulty: Medium

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Comprehension

62. Kelly, a coworker, indicated to you that she does not like forms of bargaining except one that seeks to achieve a win-win result for both parties. Which of the following applies to her statement?

a) Distributive bargaining

b) Influence tactics

c) Coalition tactics

d) Integrative negotiation

Difficulty: Medium

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Application

63. Which of the following applies to influence tactics?

a) Social interaction between two (or more) parties who attempt to persuade or influence each other regarding some end

b) Negotiation behaviour that assumes there is a limited amount of money, resources, or opportunities

c) Specific behaviours exercised to achieve an outcome, particularly in getting personal interests satisfied

d) Serving as an alternative to distributive bargaining that seeks to achieve a win-win result

Difficulty: Medium

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Analysis

64. Which of the following statements applies to procedural justice?

a) Perceptions of procedural justice will be low if team members believe that all team members have acted consistently and all have been allowed a say in team decisions.

b) Greater procedural justice within a team is positively related to better team performance and fewer instances of absenteeism.

c) Only interpersonal–not procedural–forms of justice build trust among people within an organization.

d) Procedural justice relates to personal interactions that can buffer or reduce the negative impact of unjust actions.

Difficulty: Medium

Learning Objective: Recognize how fairness promotes positive feelings, improves satisfaction, promotes organizational citizenship behaviour, and reduces turnover.

Section Reference: 8.3 Fairness

AACSB: Analytic skills

Bloom’s: Analysis

65. Which of the following applies to the relationship between fairness and stress in the political environment?

a) When fair behaviour becomes the norm, the frustrations and stress of the political environment are increased.

b) There is no relationship between fairness and stress in the political environment.

c) When fair behaviour becomes the exception, the frustrations and stress of the political environment are reduced.

d) When fair behaviour becomes the norm, the frustrations and stress of the political environment are reduced.

Difficulty: Medium

Learning Objective: Recognize how fairness promotes positive feelings, improves satisfaction, promotes organizational citizenship behaviour, and reduces turnover.

Section Reference: 8.3 Fairness

AACSB: Analytic skills

Bloom’s: Application

66. During a staff meeting, Lee, the president of the company, stated that he believes an organizational leader should trust direct reports, followers, and even peers to accomplish a task or organizational objective. Which of the following applies to his beliefs?

a) Delegating

b) Interpersonal trust

c) Psychological contact

d) Social networks

Difficulty: Medium

Learning Objective Text: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Analytic skills

Bloom’s: Application

67. Which of the following reflect how politics impacts organizational leaders?

a) Leaders are immune from politics, and they do not suffer from stress.

b) Leaders are not immune from politics, and they suffer from some of the same stress as others do.

c) Leaders are different; they set the rules but do not follow them, so politics does not affect them.

d) Leaders claim that politics affects them, but in reality they are above politics.

Difficulty: Medium

Learning Objective: Discuss organizational politics and its effects on an organization.

Section Reference: 8.1 Politics

AACSB: Analytic skills

Bloom’s: Application

68. Which of the following applies to political behaviour?

a) It includes mutual willingness to be vulnerable and have faith in other people’s intentions and actions.

b) It is an important factor in establishing and maintaining the social network that workers rely on to perform their jobs.

c) It is vital to organizations; without it, organization members can be distracted by worries and become self-protective.

d) It includes bargaining, networking, compromise, coalitions, and sometimes deception.

Difficulty: Medium

Learning Objective: Discuss organizational politics and its effects on an organization.

Section Reference: 8.1 Politics

AACSB: Analytic skills

Bloom’s: Application

69. Which of the negotiation or tactic forms, by nature, is favoured by the sustainable approach?

a) Distributive negotiation

b) Integrative negotiation

c) Legitimizing tactics

d) Influence tactics

Difficulty: Medium

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Application

70. Why does a sustainable perspective value all forms of justice while favouring procedural justice the most?

a) Because sustainable principles do not necessarily yield the most positive outcomes

b) Because the sustainable approach might not consider the role that the person played in helping others

c) Because the sustainable approach might argue that the inputs weighed in determining outputs should be broader

d) Because it is consistent with the sustainable principles of collaboration and transparency

Difficulty: Medium

Learning Objective Text: Recognize how fairness promotes positive feelings, improves satisfaction, promotes organizational citizenship behavior, and reduces turnover.

Section Reference: 8.3 Fairness

AACSB: Analytic skills

Bloom’s: Application

71. Which of the following approaches establishes trusting relationships with stakeholders outside an organization?

a) Conventional approach

b) Consequential approach

c) Sustainable approach

d) Post-conventional approach

Difficulty: Medium

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Analytic skills

Bloom’s: Application

Fill In The Blanks

72. _____ refers to the activities that individuals in organizations pursue to reach their own desired outcomes.

Difficulty: Easy

Learning Objective: Discuss organizational politics and its effects on an organization.

Section Reference: 8.1 Politics

AACSB: Reflective thinking skills

Bloom’s: Knowledge

73. _____ consists of the expectations, assumption, or belief about the likelihood that another’s future actions will be beneficial, favorable, or at least not detrimental to one’s interests.

Difficulty: Easy

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Reflective thinking skills

Bloom’s: Knowledge

74. _____ is the process through which a person, usually an organizational leader, trusts direct reports, followers, or even peers to accomplish a task or organizational objective.

Difficulty: Easy

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Reflective thinking skills

Bloom’s: Knowledge

75. _____ is a judgment about whether treatment has been just, equitable, and impartial.

Difficulty: Easy

Learning Objective: Recognize how fairness promotes positive feelings, improves satisfaction, promotes organizational citizenship behaviour, and reduces turnover.

Section Reference: 8.3 Fairness

AACSB: Reflective thinking skills

Bloom’s: Knowledge

76. _____ looks at the extent to which policies and rules are participatively developed, transparent, and fairly administered without bias or favoritism.

Difficulty: Easy

Learning Objective: Recognize how fairness promotes positive feelings, improves satisfaction, promotes organizational citizenship behaviour, and reduces turnover.

Section Reference: 8.3 Fairness

AACSB: Reflective thinking skills

Bloom’s: Knowledge

77. _____ is the interpersonal form of justice concerned with the behaviour of leaders in their relationship to followers or direct reports.

Difficulty: Easy

Learning Objective: Recognize how fairness promotes positive feelings, improves satisfaction, promotes organizational citizenship behaviour, and reduces turnover.

Section Reference: 8.3 Fairness

AACSB: Reflective thinking skills

Bloom’s: Knowledge

78. _____ is a social interaction between two (or more) parties who attempt to persuade or influence each other regarding some end.

Difficulty: Easy

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Reflective thinking skills

Bloom’s: Knowledge

79. _____ is the influential tactic which involves arousing enthusiasm by appealing to values, ideals, and aspirations.

Difficulty: Easy

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Reflective thinking skills

Bloom’s: Knowledge

80. A person’s _____ is the bottom-line offer he or she would accept.

Difficulty: Easy

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Reflective thinking skills

Bloom’s: Knowledge

81. People’s _____ is based on how much they value their own interests relative to the interests of others.

Difficulty: Easy

Learning Objective: Discuss organizational politics and its effects on an organization.

Section Reference: 8.1 Politics

AACSB: Reflective thinking skills

Bloom’s: Knowledge

82. _________________ can be used to benefit the organization or to advance the cause of a team or department, but it also can harm the organization when it interferes with organizational goals, undermines authority, or hinders effective decision making.

Difficulty: Easy

Learning Objective: Discuss organizational politics and its effects on an organization.

Section Reference: 8.1 Politics

AACSB: Reflective thinking skills

Bloom’s: Knowledge

83. If a _____________________ is fulfilled, employees trust the organization, but if these expectations are not fulfilled, employees can feel as though the organization does not value their efforts or care for them

Difficulty: Easy

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Reflective thinking skills

Bloom’s: Knowledge

84. Trust is an important factor in establishing and maintaining the ________________ that workers rely on to perform their jobs

Difficulty: Easy

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Reflective thinking skills

Bloom’s: Knowledge

85. When ____________________ becomes the norm because leaders or members make it a priority, the frustrations and stress of the political environment are reduced.

Difficulty: Medium

Learning Objective: Recognize how fairness promotes positive feelings, improves satisfaction, promotes organizational citizenship behaviour, and reduces turnover.

Section Reference: 8.3 Fairness

AACSB: Analytic skills

Bloom’s: Comprehension

86. If, an employee may not think a small raise is a fair outcome for his efforts when others are given larger raises for doing the same work, this is an example of

Difficulty: Medium

Learning Objective: Recognize how fairness promotes positive feelings, improves satisfaction, promotes organizational citizenship behaviour, and reduces turnover.

Section Reference: 8.3 Fairness

AACSB: Analytic skills

Bloom’s: Application

87. Whereas distributive and procedural justice are perceptions of what the organization is doing to its members, _______________ relates to personal interactions that can buffer or reduce the negative impact of unjust actions by the organization.

Difficulty: Easy

Learning Objective: Recognize how fairness promotes positive feelings, improves satisfaction, promotes organizational citizenship behaviour, and reduces turnover.

Section Reference: 8.3 Fairness

AACSB: Analytic skills

Bloom’s: Comprehension

88. The outcome of a _____________ might be an agreement about how to divide a resource or accomplish a task, an idea for solving a problem, or a new creation

Difficulty: Medium

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Comprehension

89. Research confirms that the use of _______________, especially ingratiation and rational persuasion, are positively related to performance ratings and success as measured by promotions and salary level.

Difficulty: Medium

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Comprehension

90. If a pumpkin pie is set on the table in front of a hungry family of growing teenagers, conflict can break out in the course of deciding who gets how much. An _______________ assumes that more might be added to the negotiation and that the parties’ interests are not always competing.

Difficulty: Medium

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Application

91. Your _________________ is the bottom-line offer you would accept. It might represent the lowest salary you are willing to take, given your living expenses, or the most responsibilities you can accept, given your limited time.

Difficulty: Medium

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Analytic skills

Bloom’s: Comprehension

Short Answer Questions

92. Explain the outcome of increased organizational politics.

Difficulty: Medium

Learning Objective: Discuss organizational politics and its effects on an organization.

Section Reference: 8.1 Politics

AACSB: Communication abilities

Bloom’s: Comprehension

93. How does a person’s character influence his/her trustworthinesss?

she keep something in confidence, does she does work hard and give her best effort, is she forthright and truthful, does she demonstrate respect for others, and will she do what is right despite possible negative consequences to herself? Trust is also related to being authentic or real, having a clear sense of self and values, acting consistently with those values, and being transparent about who you are and what you value.

Difficulty: Medium

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Communication abilities

Bloom’s: Comprehension

94. How does a sustainable approach to trust influence organizations?

Difficulty: Medium

Learning Objective: Explain the importance of trust in the workplace and ways to build trust in the workplace.

Section Reference: 8.2 Trust

AACSB: Communication abilities

Bloom’s: Comprehension

95. How does interactional justice affect a person?

Difficulty: Medium

Learning Objective: Recognize how fairness promotes positive feelings, improves satisfaction, promotes organizational citizenship behaviour, and reduces turnover.

Section Reference: 8.3 Fairness

AACSB: Communication abilities

Bloom’s: Comprehension

96. What are the steps of the integrative negotiation process?

respect; (2) collaborating to generate creative solutions, explore options, and evaluate them against objective or agreed-upon standards; and (3) choosing the alternative that best satisfies the interests of all parties in the negotiation.

Difficulty: Medium

Learning Objective: Discuss negotiation as an everyday occurrence in organizational relationships.

Section Reference: 8.4 Negotiation

AACSB: Communication abilities

Bloom’s: Comprehension