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MGMT 6100 Final Exam Questions With Complete Solutions (T/F) According to "Six Habits of Merely Effective Negotiators," by James K. Sebenius, experienced and successful negotiators should approach negotiations as a process to reconcile underlying positions. Correct Answers false (T/F) According to "Six Habits of Merely Effective Negotiators," by James K. Sebenius, partisan perceptions, where one portrays their own side as "more talented, honest and upright," is an extensively researched, unconscious mechanism that influences many negotiators. Correct Answers true (T/F) According to "Six Habits of Merely Effective Negotiators," by James K. Sebenius, reaching an agreement requires understanding and addressing your counterpart's problem as a means of solving your own. Correct Answers true 360-Degree Feedback is best used for Correct Answers development purposes A significant difference between Fiedler's Contingency Theory and many of the other contingency leadership theories, including Situational Leadership and House's Path-Goal Theory is that Correct Answers Fiedler's Contingency Theory assumes that a leader's style is fixed and does not change, while Situational Leadership and House's Path-Goal Theory assumes a leader can vary their style depending on the situation.
According to "Six Habits of Merely Effective Negotiators," by James K. Sebenius, three elements are at play in any negotiations - issues, positions and interests. Effective negotiators should focus primarily on a reconciliation of Correct Answers interests According to Daniel Goleman in "What Makes a Leader," all of the following are components of Emotional Intelligence except Correct Answers Extraversion According to Daniel Goleman in "What Makes a Leader," we are each born with certain levels of emotional intelligence skills. But we can strengthen these skills through persistence, practice, and feedback from colleagues or coaches. (T/F) Correct Answers true According to Daniel Goleman in "What Makes a Leader," what distinguishes great leaders from merely good leaders is Correct Answers Emotional intelligence. According to David McClelland's Acquired-Needs Theory, individuals acquire three types of needs as a result of their life experiences. Which of the following is not one of these needs? (Need for Self-Actualization Need for Affiliation Need for Power Need for Achievement) Correct Answers Need for Self- Actualization
and ensuring that the work actually gets done. Correct Answers true According to John P. Kotter in "What Leaders Really Do," management involves all the following except Correct Answers setting direction According to Nitin Nohria and Paul Lawrence's Four-Drive Theory described in "Employee Motivation: A Powerful New Model," people are guided by four basic emotional needs, or drives. Which of the following is not one of these four drives? (The drive to defend. The drive to bond. The drive to comprehend. The drive to acquire. The drive to achieve.) Correct Answers the drive to achieve According to the interactionist perspective of behavior, behavior is Correct Answers A function of the person and the situation interacting with each other. According to The Leadership Challenge by Kouzes and Posner, leadership can not be learned. You are born with it. "Either you have it or you don't." Correct Answers false After scholars became disillusioned with the trait-based approaches to leadership in the 1940s, they began to focus on behavioral approaches to leadership by trying to determine the behaviors of effective leaders. Through the work of researchers at Ohio State University and the University of Michigan, two
broad categories of leadership behaviors were identified. These two categories are: Correct Answers Task-oriented behaviors and people-oriented behaviors. After the disappointing results of the trait-based and behavioral approaches to leadership, scholars began to specifically incorporate the role of the environment into leadership theories. One of the first of these contingency approaches to leadership was Fiedler's Contingency Model (also called the LPC Theory of Leadership), developed by Fred Fiedler in the 1960s. One of the most important contributions from Fiedler's Contingency Model is that Correct Answers it explicitly recognized that leadership effectiveness depends (or is contingent upon) the favorability of the situation. According to Fiedler, a task-oriented leader would only be successful if the situation called for a task-oriented leader. Alderfer's ERG Theory is often considered a modification of Maslow's Hierarchy of Needs Theory. ERG Theory combines Maslow's Social (Belongingness), Esteem, and Self-Actualization needs into one primary need called Growth. (T/F) Correct Answers false All of the following are benefits of diversity in the workplace except (Diverse teams tend to make higher quality decisions. Diverse companies tend to have higher performance. For example, racially diverse companies pursuing a growth strategy were shown to have higher performance.
(Goals drive employee performance and motivation, even when employees are lacking the skills and abilities needed to accomplish the goal. Goals provide direction and focus. Goals provide a challenge and a sense of accomplishment when completed. Goals energize people and encourage them to keep going until the goal is accomplished. Goals encourage people to think out of the box and seek creative, non-traditional ways of working.) Correct Answers Goals drive employee performance and motivation, even when employees are lacking the skills and abilities needed to accomplish the goal. All of the following are recommendations for successfully managing diversity except Correct Answers Providing preferential treatment, like hiring a less-qualified minority candidate. All of the following are ways in which a manager can influence expectancy, except (Make sure employees have the proper skills, ability and knowledge to perform their jobs. Provide encouragement to employees so that they believe that their efforts makes a difference. Ensure that the work environment is conducive to performance. For example, create an environment where effort, not political behaviors, predict performance. Provide employees choice over rewards.) Correct Answers provide employees choice over rewards
All of the following are ways to increase employee empowerment at work except (Ensure that employees know how to perform their jobs by selecting the right people and providing continuing training and development. Ensure employees have access to the information needed to make informed decisions about their work and the company strategy. Ensure managers are trained to adopt a leadership style that is not controlling, micromanaging, or bossy. Ensure employees are provided limited authority to make decisions, and train managers to step in if employees make the wrong decisions.) Correct Answers Ensure employees are provided limited authority to make decisions, and train managers to step in if employees make the wrong decisions. All of the following can be sources of intentional or unintentional bias in performance reviews except (Liking Stereotypes Objective Data Leniency) Correct Answers objective data All of the following sets of studies illustrate how important it is to create checks and balances to help individuals resist the tendency to conform or to abuse authority, except The Asch Studies The Zimbardo Studies
similar to them in demographic traits. This can limit opportunities for employees who do not reflect the predominent demographic traits of the majority of the company's leaders. This is an example of Correct Answers similarity-attraction phenomenon. Both task-oriented behaviors and people-oriented behaviors have important outcomes. Task-oriented behaviors seem to lead to greater employee satisfaction while people-oriented behaviors are more strongly related to leader effectiveness. Correct Answers false Clayton Alderfer's ERG Theory is often seen as a modification of Maslow's hierarchy of needs. In addition to grouping basic human needs in three categories instead of five, ERG theory proposed a relaxation of Maslow's assumptions. Which of the following is not a element of ERG Theory? Correct Answers Only one need category is dominant at a given time. Conflict is a process that involves people disagreeing. Which of the following statements about conflict is not true? A moderate amount of conflict can be healthy and necessary. Conflict is a dysfunctional part of organizational life. If conflict it too low, or too high, performance tends to be lower. Task conflict can stimulate creativity and lead to better decisions. Correct Answers Conflict is a dysfunctional part of organizational life.
Dependency Correct Answers is the power the that a person or unit gains from ability to handle actual or potential problems facing organizations. Frederick Herzberg's Two-Factor Theory consists of Hygiene Factors and Motivators. Improving working conditions, increasing salary, and enhancing job security are all examples of Correct Answers hygiene factors Hackman and Oldham's Job Characteristics Model provides insights on how to design jobs with increased motivational properties. Which of the following is not a basic premise of this theory? (Employee engagement is driven by the meaningfulness of the work, a sense of personal responsibility for the outcomes, and an understanding of the results of the work. When jobs are designed with several key attributes (variety, autonomy, and feedback), employees will be more engaged. When employees are engaged, not only does job performance increase, but satisfaction also increases and negative outcomes like absenteeism and turnover decrease. When jobs are designed with several key attributes (variety, autonomy, and feedback), employees are better able to fulfill their Need for Achievement, leading to higher levels of satisfaction and motivation.) Correct Answers When jobs are designed with several key attributes (variety, autonomy, and feedback), employees will be more engaged.
control, and may be caused by other people, luck, or a powerful being. Jack has a strong desire to be liked and accepted by his peers. He enjoys interacting and socializing with others. According to McClelland's Acquired Needs Theory, Jack probably has a strong Need for Correct Answers affiliation Jane knows that procrastination brings out the worst in her. Because she knows this, she plans ahead of time and blocks out her schedule to make sure her case study analysis assignment is done well in advance. Which of Daniel Goleman's Emotional Intelligence skills is Jane demonstrating? Correct Answers self-awareness Job performance is often viewed as a function of three factors expressed in an equation of the form, Performance = (Factor A) x (Factor B) x (Factor C). Which of the following is not one of the three factors that lead to performance? (Environment Motivation Ability Conscientiousness) Correct Answers conscientiousness Kenneth Blanchard and Paul Hersey's Situational Leadership Theory (SLT), a contingency approach to leadership, suggests that Correct Answers the appropriate leadership style depends on the combination of an individual's competence (i.e. skill) and commitment (i.e. employee readiness or will).
Leadership may be defined as: Correct Answers the act of influencing others to work towards a goal Management by Objective (MBO) can be described as "a process whereby the superior and subordinate managers of an organization jointly identify its common goals, define each individual's major areas of responsibility in terms of the results expected of him, and use these measures as guides for operating the unit and assessing the contribution of its members." (T/F) Correct Answers true One of the main differences between the Michigan Studies and the Ohio State Studies was how they classified the two broad categories of behaviors that they identified. Correct Answers The Michigan Studies identified that Task-Oriented and People- Oriented behaviors were on different ends of a single continuum, while the Ohio State Studies classified these two behaviors as independent, each being on a separate continuum. People exhibiting this conflict handling style want to reach their goals regardless of what others say or feel. They are more interested in getting the outcome they want as opposed to keep the other party happy. Correct Answers competition Personality encompasses the relatively stable feelings, thoughts, and behavioral patterns a person has. Understanding someone's personality Correct Answers Is helpful. It gives a manager clues about how that person is likely to act and feel in a variety of situations. Positive outcomes of conflict include all of the following except
Sometimes group conflict can be resolved through majority rule. Which of the following statements on using majority rule is not true? It should be used sparingly, and not with the same members always winning It should follow a healthy discussion of the issues, not be a substitute for that discussion Participants should feel the process is fair Since it represents the will of the majority, it can be used frequently to effectively resolve conflicts without any negative results Correct Answers Since it represents the will of the majority, it can be used frequently to effectively resolve conflicts without any negative results Stereotypes are generalizations based on group characteristics. All of the following statements regarding stereotypes are true, except (Stereotypes can create a self-fulfilling prophecy when people automatically behave as if an established stereotype is accurate, which leads to reactive behavior from the other party that confirms the stereotype. Stereotypes can be discriminatory when there is a tendency to generalize from a group to a particular individual. Stereotypes are not very common today. They only exist with individuals who have deeply held prejudices. Stereotypes presist because of selective perception, where we pay attention to parts of the environment while ignoring other parts.) Correct Answers Stereotypes are not very common
today. They only exist with individuals who have deeply held prejudices. The Big Five Personality Traits include all the following except Correct Answers locus of control (big five: neuroticism extraversion conscientiousness agreeableness openness) The degree to which a person is curious, original, intellectual, creative and open to new ideas refers to which of the Big Five Personality Traits? Correct Answers openness The degree to which a person is organized, systematic, punctual, achievement oriented, and dependable refer to which of the Big Five Personality Traits? Correct Answers conscientiousness The earliest studies of motivation involved an examination of individual needs. Researchers believed that employees make the effort to try hard and demonstrate goal-driven behavior in order to satisfy needs. Which of the following is not a needs-based theory of motivation. (Maslow's Hierarchy of Needs ERG Theory Expectancy Theory
(Managers began to carefully plan the work performed by employees. Job specialization led to increases in efficiency by reducing the skill requirements of each job and decreasing the costs of staffing and training. Companies created an environment where employees had discretion to make decision regarding their work was to be done. Using scientific methods like time and motion studies, waste was eliminated by determining the most efficient manner to perform jobs.) Correct Answers Companies created an environment where employees had discretion to make decision regarding their work was to be done. The Influence Tactic of Rational Persuasion is the most frequently used tactic but has a substantially lower frequency of the Commitment response to power than the Consultation or Inspirational Appeals tactics. (T/F) Correct Answers true The Milgram, Asch and Zimbardo studies all highlight the important role that conformity can have in relation to power. Conformity Correct Answers refers to the tendency people have to behave consistently with social norms. The most effective timeframe to provide feedback is Correct Answers immediately following high or low performance The Myers-Briggs Type Indicator (MBTI) is perhaps the most well-known and most often used personality assessments, with an estimated 2.5 million people taking the assessment every year and more than 80 of the Fortune 100 companies using it in some form.
One of the reasons that it is so widely used is that research has shown the Myers-Briggs Type Indicator to be very useful in employee selection (hiring) as it helps to predict employee effectiveness in the workplace. (T/F) Correct Answers False The power or ability to take something away or punish someone for noncompliance. Correct Answers coercive power The power that comes from knowledge and skill. Correct Answers expert power The power that comes from one's organizational role or position. Correct Answers legitimate power The power that stems from personal characteristics of the person, such as the degree to which we like, respect, and want to be like them. It is often called charisma. Correct Answers referent power The researchers studying behavioral approaches to leadership hoped to identify behaviors that would universally predict leadership in all circumstances. However, similar to the trait- based approaches to leadership, the behavioral approaches fell out of favor because they Correct Answers neglected the environment in which the behaviors are demonstrated. The Transformational Leadership Theory distinguishes between transformational leadership styles and transactional leadership styles. Which is not an element of transformational leadership? Correct Answers contingent rewards
