MGMT 3600 EXAM 3 QUESTIONS AND ANSWERS
What are the three consequences of influence tactics? - Answer -commitment, compliance, and
resistance
Which of the following statements about countervailing power in organizational relationships is
true? - Answer -Countervailing power is the weaker party's power to maintain the stronger party's
continued participation in the exchange relationship.
________ is any behavior that attempts to alter someone's attitudes or behavior. - Answer -
Influence
In organizational settings, power is defined as - Answer -the capacity to influence others.
Which of the following would be a predictor of political behavior in the workplace? - Answer -high
Machiavellianism
Which of the following is an example of the influence tactic of forming coalitions? - Answer -
Employees get together to show management that they collectively request that the company
purchase new computer equipment.
________ involves explicitly manipulating others' access to critical work issues for the purpose of
changing their attitudes and/or behavior. - Answer -Information control
Extreme forms of ________ include bullying, which involves explicit threats of punishment. -
Answer -assertiveness
Employees also have ________ power over their bosses through their feedback and ratings in
360-degree feedback systems. - Answer -reward
What is an exploding offer? - Answer -applying time pressure to give the opponent a very short
time to accept their offer
How is conflict dysfunctional? - Answer -It hurts workplace relationships and wastes energy that
could be used for tasks.
________ is the process in which one party perceives that its interests are being opposed or
negatively affected by another party. - Answer -Conflict
Which of the following conflict management styles may be necessary when it is apparent that the
other party will take advantage of information sharing and other cooperative strategies? - Answer -
forcing
Which of the following interpersonal conflict management styles represents a purely win-win
orientation? - Answer -problem solving
A BATNA - Answer -represents the estimated cost of walking away from the relationship.
1/6
, Which of the following best describes relationship conflict? - Answer -The conflict episodes are
viewed as personal attacks rather than attempts to resolve the problem.
Using integrators is one strategy to reduce which structural source of conflict? - Answer -
interdependence
In a team meeting, Jared tells a colleague "That is one of the stupidest ideas I have ever heard.
Are you crazy?" This represents - Answer -relationship conflict.
A person with a high BATNA would more likely to do which of the following? - Answer -Walk away
from the negotiation.
Which of the following is not a characteristic of shared leadership? - Answer -It calls for a
competitive rather than a collaborative culture.
Implicit leadership theory states that people have ________, which are preconceived beliefs about
effective leaders. - Answer -leadership prototypes
Transformational leaders - Answer -energize and direct employees to a new vision.
Managerial leadership assumes that the organization's objectives are - Answer -stable
________ leadership refers to how well leaders are aware of, feel comfortable with, and act
consistently with their self-concepts. - Answer -Authentic
Leaders are able to recognize and change their own emotional state to suit the situation. - Answer
-implicit
Organizational behavior research indicates that transformational leaders produce ________
followers, whereas charismatic leaders produce dependent followers. - Answer -empowered
Which of the following leadership styles in path-goal theory is the same as task-oriented
leadership? - Answer -directive
How do leadership prototypes develop? - Answer -Through socialization within families and
society.
People tend to feel an obligation to help others who have helped them. This subtle form of
legitimate power is based on ________. - Answer -the norm of reciprocity
Organizational politics is more common when decisions are - Answer -based on complex and
ambiguous rules.
Which of the following statements about countervailing power in organizational relationships is
true? - Answer -Countervailing power is the weaker party's power to maintain the stronger party's
continued participation in the exchange relationship.
Which of the following does ingratiation include? - Answer -flattering a boss
________ are/is the goodwill and resulting resources shared among members in a social network.
- Answer -Social capital
2/6
What are the three consequences of influence tactics? - Answer -commitment, compliance, and
resistance
Which of the following statements about countervailing power in organizational relationships is
true? - Answer -Countervailing power is the weaker party's power to maintain the stronger party's
continued participation in the exchange relationship.
________ is any behavior that attempts to alter someone's attitudes or behavior. - Answer -
Influence
In organizational settings, power is defined as - Answer -the capacity to influence others.
Which of the following would be a predictor of political behavior in the workplace? - Answer -high
Machiavellianism
Which of the following is an example of the influence tactic of forming coalitions? - Answer -
Employees get together to show management that they collectively request that the company
purchase new computer equipment.
________ involves explicitly manipulating others' access to critical work issues for the purpose of
changing their attitudes and/or behavior. - Answer -Information control
Extreme forms of ________ include bullying, which involves explicit threats of punishment. -
Answer -assertiveness
Employees also have ________ power over their bosses through their feedback and ratings in
360-degree feedback systems. - Answer -reward
What is an exploding offer? - Answer -applying time pressure to give the opponent a very short
time to accept their offer
How is conflict dysfunctional? - Answer -It hurts workplace relationships and wastes energy that
could be used for tasks.
________ is the process in which one party perceives that its interests are being opposed or
negatively affected by another party. - Answer -Conflict
Which of the following conflict management styles may be necessary when it is apparent that the
other party will take advantage of information sharing and other cooperative strategies? - Answer -
forcing
Which of the following interpersonal conflict management styles represents a purely win-win
orientation? - Answer -problem solving
A BATNA - Answer -represents the estimated cost of walking away from the relationship.
1/6
, Which of the following best describes relationship conflict? - Answer -The conflict episodes are
viewed as personal attacks rather than attempts to resolve the problem.
Using integrators is one strategy to reduce which structural source of conflict? - Answer -
interdependence
In a team meeting, Jared tells a colleague "That is one of the stupidest ideas I have ever heard.
Are you crazy?" This represents - Answer -relationship conflict.
A person with a high BATNA would more likely to do which of the following? - Answer -Walk away
from the negotiation.
Which of the following is not a characteristic of shared leadership? - Answer -It calls for a
competitive rather than a collaborative culture.
Implicit leadership theory states that people have ________, which are preconceived beliefs about
effective leaders. - Answer -leadership prototypes
Transformational leaders - Answer -energize and direct employees to a new vision.
Managerial leadership assumes that the organization's objectives are - Answer -stable
________ leadership refers to how well leaders are aware of, feel comfortable with, and act
consistently with their self-concepts. - Answer -Authentic
Leaders are able to recognize and change their own emotional state to suit the situation. - Answer
-implicit
Organizational behavior research indicates that transformational leaders produce ________
followers, whereas charismatic leaders produce dependent followers. - Answer -empowered
Which of the following leadership styles in path-goal theory is the same as task-oriented
leadership? - Answer -directive
How do leadership prototypes develop? - Answer -Through socialization within families and
society.
People tend to feel an obligation to help others who have helped them. This subtle form of
legitimate power is based on ________. - Answer -the norm of reciprocity
Organizational politics is more common when decisions are - Answer -based on complex and
ambiguous rules.
Which of the following statements about countervailing power in organizational relationships is
true? - Answer -Countervailing power is the weaker party's power to maintain the stronger party's
continued participation in the exchange relationship.
Which of the following does ingratiation include? - Answer -flattering a boss
________ are/is the goodwill and resulting resources shared among members in a social network.
- Answer -Social capital
2/6
