1. Which of the following negotiation techniques would be considered to be lower-risk than the others?

Question 1 options:

 

flattery

 

"high balling"

 

wait until the last moment

 

take it or leave it

What is the least desirable way to resolve conflict?

Question 2 options:

 

lose-lose

 

win-lose

 

win-win

 

all of the above are undesirable

 

What is not an element of the definition of negotiation?

Question 3 options:

 

mechanism for resolving differences

 

a decision making process

 

parties share identical preferences

 

involves interdependent parties

Which of the following negotiation techniques would be considered more of a high-risk than the others?

Question 4 options:

 

inflated opening position

 

silence

 

address the easy point first

 

unexpected temper losses

Which of the following strategies would an effective integrative negotiator tend to use more than the others?

Question 5 options:

 

compromising

 

collaborating

 

accommodating

 

avoiding

A computer technician in a small office who is the only one that understands a new software and is the only one who knows how to use it will, among the following, most likely have this type of power than any other

Question 12 options:

 

Referent power

 

Expert power

 

Legitimate power

 

Reward power

The following are all characteristics of social power EXCEPT

Question 13 options:

 

a concern for group goals

 

a concern for finding group goals that will move people

 

a concern for giving group members the feeling of strength and competence they need to work hard for such goals

 

a concern for individual limelight

The following are all scenarios which increase politics within an organization EXCEPT

Question 14 options:

 

when there is an infusion of new âunclaimed' resources

 

simple and clear cut the goals are pursued

 

when more complex technology is being used within the organization

 

when a reorganization or a planned organizational development is brought about

In which type of leadership identified by the path-goal theory, does the leader ask for and uses suggestions from associates but still makes the decision? 

Question 16 options:

 

Supportive leadership

 

Participative leadership

 

Directive leadership

 

Achievement-oriented leadership

According to Fiedler's contingency model of leadership effectiveness, the situational favorableness was described in the terms of all of the following empirically derived dimensions EXCEPT

Question 17 options:

 

the leader-member relationship

 

the leader's position power

 

the position of power distance

 

the degree of task structure

Renee is considering changing her leadership style to better fit the needs of her people. She feels that her âfollowersâ are on the high side of maturity and she wants to include them in decision making, yet allow them more freedom in their work. According to Hersey and Blanchard's life-cycle or situation approach to leadership, what style would best fit what she is trying to accomplish?

Question 19 options:

 

telling

 

selling

 

participating

 

delegating

In domestic organizations, this skill could be said to be critical for success in light of increasing diversity.

Question 21 options:

 

Cultural flexibility

 

Communications skills

 

Creativity

 

Self-management of learning

Kent International recently administered a survey to find out how it could help reduce occupational stress for its employees. The survey revealed that child-care problems caused a lot of stress for many of its employees. Consequently, management decided to provide a child care facility subsidized by both the company and participating

employees. What generalized strategy best encompasses this company's approach to reducing employee occupational

stress?

Question 22 options:

 

enrich the design of tasks

 

reduce conflict and clarify organizational roles

 

create a supportive organizational climate

 

plan and develop career paths and provide counseling

What is least characteristic of a Type A personality?

Question 23 options:

 

impatient

 

modest

 

restless

 

aggressive

What term is used to describe the positive, pleasant side of stress?

Question 24 options:

 

distress

 

eustress

 

bystress

 

satistress

Tina's company has just undergone significant downsizing. She was one of the "lucky" ones and still has a position with the company. However, she is working 20 hours more per week to keep up with the demands of her job and she has been drinking more and sleeping only four or five hours per night. According to this description, what is the best explanation of how her stress is being expressed?

Question 25 options:

 

psychologically

 

emotionally

 

physiologically

 

behaviorally

Learned helplessness best describes

Question 26 options:

 

behavior aimed at fooling others into believing that one is helpless.

 

a physical disability that keeps a person from protecting himself or herself from stress.

 

a constructive strategy for coping with stress.

 

the acceptance of stressors even when avoidance or improvement is possible.

As a CEO, you have to resolve a conflict that exists between the management team and the Labor Union. They are deadlocked on how much pay raises should the different levels of hierarchy get for the next year.

1. What are the different negotiating methods that can be used to resolve this conflict ?

2. Which method will you prefer to use to enable a decision? Why?

Joe Swanson, principal of the Cornelius Mercker Elementary School in Dacron, Ohio, was not a happy man on the first day of the school year. He had just learned that Martha Vandeberg had been assigned to the Mercker as a music teacher. Vandeberg was famous throughout the school system; every principal who had supervised her told horror stories about faked illness and injuries, unexcused absences and remarkably persistent attempts to do as little as possible without getting fired.

               When she showed up for the first day, Vandeberg told Swanson that she could not teach on the second floor due to a fractured toe. When he asked for a doctorâs note, she became angry. âFine thenâ, she said, and hobbled up and down the stairs making a big deal. On the third day, she called in sick due to âtoothâ problem resulting from excessive flossing.

               When she did work, she went from classroom to classroom spraying Lysol on her hands and in the air before playing records at maximum volume. The children sang with their hands on their ears. She opened up the windows wide open even in cold weather, so the children had to wear their coats or sat shivering.

               Unfortunately, the Dacron Teachersâ Union was very powerful; Swanson did not have the authority to fire her. Even giving her an unsatisfactory rating would have no effect on her salary. He had no ability to influence her, and she treated him, as she treated all principals with whom she had come in contact, as the enemy.

               All Swanson could do was to make her life as miserable as possible. If she did not sign in by 8:30, he wrote âLATEâ where her signature would go. Instead of getting her own mailbox like other teachers, she had to share one with the custodian. When it was time for the annual school Christmas concert, Swanson asked the schoolâs substitute teacher to lead the chorus, while Vandeberg was given meaningless paperwork to fill out. Although Swanson realized this was childish, twenty years of experience had taught him that this was the way to get rid of someone who was incompetent. He had seen other principals be nice to her, and she had responded by taking advantage of them. He kept a file of all rule infraction that she had made, in case she tried to sue him for any reason.

               Vandeberg lasted the entire year, taking every possible sick leave available to her and giving students records to listen to sing along with week after week. Fortunately, she chose not to return the next year. Due to the pay scale, based on seniority, the city of Dacron would be increasing her pay from $36,300 to $37,100 the following year. Many younger teachers, who earned just over half that amount, were angry to see that their hard work was not being rewarded.

 

1. What power sources does Joe Swanson use in his dealings with Martha Vandeberg? Give examples of each. (5 points)

 2. What power sources does he lack? Explain. (5 points)

 3. What leadership style is Joe Swanson using? (2 points)

4. According to Hershey & Blanchard Life Cycle Leadership theory, which leadership style should Joe use to work best with Martha? explain (8 points)

 5. What political tactics are evident in this case? (5 points)

6. What strategies could Joe have used with Martha? (5 points)

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