MGMT 6100 COMPLETE EXAM PREP
STUDY GUIDE WITH PRACTICE
QUESTIONS, ANSWERS AND
COMPREHENSIVE MANAGEMENT
REVIEW
Updated 2026 Questions and Answers | 100% Verified
Exam Prep
,This conflict handling style is high on both assertiveness and Collaboration
cooperation. It is the strategy to use for achieving the best
outcome from conflict, with the objective to find a win-win
solution.
According to "Six Habits of Merely Effective Negotiators," by False
James K. Sebenius, experienced and successful negotiators
should approach negotiations as a process to reconcile
underlying positions.
The power that comes from knowledge and skill. Expert Power
The Milgram, Asch and Zimbardo studies all highlight the refers to the tendency people have to behave consistently with social norms.
important role that conformity can have in relation to power.
Conformity
People exhibiting this conflict handling style want to reach Competition
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.
Using the Influence Tactic of Pressure to influence others False
typically results in people showing Resistance 3% of the time
and Commitment 56% of the time.
The power that stems from personal characteristics of the Referent Power
person, such as the degree to which we like, respect, and
want to be like them. It is often called charisma.
Sometimes group conflict can be resolved through majority Since it represents the will of the majority, it can be used frequently to effectively resolve
rule. Which of the following statements on using majority rule conflicts without any negative results
is not true?
The power or ability to take something away or punish Coercive Power
someone for noncompliance.
The power that comes from one's organizational role or Legitimate Power
position.
, Which of the following is not a common potential cause of Team Cohesion
conflict?
BATNA stands for Best Alternative To a Negotiated Agreement
Integrative Negotiations the approach which focuses on multiple issues to "expand the pie" and actively seek
alternative solutions that satisfy both parties.
Distributive Negotiations the traditional single issue fixed pie approach where an increase on one side results in a
decrease on the other side.
According to "Six Habits of Merely Effective Negotiators," by True
James K. Sebenius, reaching an agreement requires
understanding and addressing your counterpart's problem as
a means of solving your own.
All of the following sets of studies illustrate how important it is The Marshmallow Test Studies
to create checks and balances to help individuals resist the
tendency to conform or to abuse authority, except
According to "Six Habits of Merely Effective Negotiators," by True
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.
Power is the ability to influence the behaviors of others to get what you want.
Dependency is the power that a person or unit gains from ability to handle actual or potential
problems facing organizations.
Power derived from dependency is increased do to all of the Conformity
following, except
STUDY GUIDE WITH PRACTICE
QUESTIONS, ANSWERS AND
COMPREHENSIVE MANAGEMENT
REVIEW
Updated 2026 Questions and Answers | 100% Verified
Exam Prep
,This conflict handling style is high on both assertiveness and Collaboration
cooperation. It is the strategy to use for achieving the best
outcome from conflict, with the objective to find a win-win
solution.
According to "Six Habits of Merely Effective Negotiators," by False
James K. Sebenius, experienced and successful negotiators
should approach negotiations as a process to reconcile
underlying positions.
The power that comes from knowledge and skill. Expert Power
The Milgram, Asch and Zimbardo studies all highlight the refers to the tendency people have to behave consistently with social norms.
important role that conformity can have in relation to power.
Conformity
People exhibiting this conflict handling style want to reach Competition
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.
Using the Influence Tactic of Pressure to influence others False
typically results in people showing Resistance 3% of the time
and Commitment 56% of the time.
The power that stems from personal characteristics of the Referent Power
person, such as the degree to which we like, respect, and
want to be like them. It is often called charisma.
Sometimes group conflict can be resolved through majority Since it represents the will of the majority, it can be used frequently to effectively resolve
rule. Which of the following statements on using majority rule conflicts without any negative results
is not true?
The power or ability to take something away or punish Coercive Power
someone for noncompliance.
The power that comes from one's organizational role or Legitimate Power
position.
, Which of the following is not a common potential cause of Team Cohesion
conflict?
BATNA stands for Best Alternative To a Negotiated Agreement
Integrative Negotiations the approach which focuses on multiple issues to "expand the pie" and actively seek
alternative solutions that satisfy both parties.
Distributive Negotiations the traditional single issue fixed pie approach where an increase on one side results in a
decrease on the other side.
According to "Six Habits of Merely Effective Negotiators," by True
James K. Sebenius, reaching an agreement requires
understanding and addressing your counterpart's problem as
a means of solving your own.
All of the following sets of studies illustrate how important it is The Marshmallow Test Studies
to create checks and balances to help individuals resist the
tendency to conform or to abuse authority, except
According to "Six Habits of Merely Effective Negotiators," by True
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.
Power is the ability to influence the behaviors of others to get what you want.
Dependency is the power that a person or unit gains from ability to handle actual or potential
problems facing organizations.
Power derived from dependency is increased do to all of the Conformity
following, except
