Deck 8: Communication

Question 1

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.

Answer 1

C

Question 2

_____ 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

Answer 2

A

Question 3

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

Answer 3

B

Question 4

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

Question 5

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.

Question 6

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.

Question 7

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.

Question 8

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.

Question 9

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

Question 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.

Question 11

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

Question 12

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

Question 13

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.

Question 14

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.

Question 15

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

Question 16

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.

Question 17

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

Question 18

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

Question 19

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.

Question 20

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.

Question 21

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.

Question 22

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

Question 23

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

Question 24

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

Question 25

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

Question 26

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.

Question 27

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

Question 28

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

Question 29

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.

Question 30

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

Question 31

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.

Question 32

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

A)Ingratiation
B)Pressure
C)Consultation
D)Exchange

Question 33

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.

Question 34

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

Question 35

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

Question 36

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

Question 37

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

Question 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

Question 39

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

Question 40

_____ 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

Question 41

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

Question 42

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

Question 43

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

Question 44

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

Question 45

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

Question 46

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

Question 47

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

Question 48

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.

Question 49

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

Question 50

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.

Question 51

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.

Question 52

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

Question 53

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

Question 54

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

Question 55

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

Question 56

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.

Question 57

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.

Question 58

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.

Question 59

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

A)Integrating style
B)Avoiding style
C)Competing style
D)Compromising style

Question 60

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

A)Avoiding
B)Compromising
C)Competing
D)Integrating

Question 61

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

Question 62

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

Question 63

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.

Question 64

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

Question 65

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

Question 66

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

Question 67

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

Question 68

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

Question 69

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

Question 70

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

Question 71

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.

Question 72

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

Question 73

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.

Question 74

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.

Question 75

_____ 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.

Question 76

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

Question 77

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

Question 78

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

Question 79

_____ 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.

Question 80

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.