Effective Communication and Leadership Strategies for Group Influence, Exams of Nursing

Download Effective Communication and Leadership Strategies for Group Influence and more Exams Nursing in PDF only on Docsity! 1 [Date] MGMT1115 Chapter12 Communication And Conflict Resolution_Skills. 1. The _____ is a leadership network aimed at doing one’s assigned task more effectively. a. strategic b. peer leadership network c. personal network d. operational network ANSWER: d RATIONALE: The operational network is aimed at doing one’s assigned task more effectively. It involves cultivating stronger relationships with coworkers whose membership in the network is clear. POINTS: 1 DIFFICULTY Easy : LEARNING O 12.1 BJECTIVES: NATIONAL S United States - BUSPROG: Analytic TANDARDS: STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: Communication Networks for Leaders KEYWORDS: Bloom's: Knowledge NOTES: Digital Story: Engage 2. Attempts at persuasion, including inspirational speaking and writing, begin with the: a. use of technical jargon. b. credibility of the message sender. c. adaption of the message to the speaker's interests. 2 [Date] d. use of vocalized pauses. ANSWER: b RATIONALE: Attempts at persuasion, including inspirational speaking and writing, begin with the credibility of the message sender. If the speaker is perceived as highly credible, the attempt at persuasive communication is more likely to be successful. POINTS: 1 DIFFICULTY Moderate : LEARNING O 12.2 BJECTIVES: NATIONAL S United States - BUSPROG: Analytic TANDARDS: STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: Inspirational and Powerful Communication KEYWORDS: Bloom's: Comprehension NOTES: Digital Story: Connect 3. To persuade group members to accept their idea, it is recommended that leaders: a. explain the benefits of their proposal. b. move quickly into a crisis leadership mode. c. use at least four characteristics of the power-oriented linguistic style at the same time. d. use technical jargon extensively. ANSWER: a RATIONALE: A leader is constrained by the willingness of group members to take action on his or her suggestions and initiatives. As a consequence, the leader must explain to group members how they can benefit from what he or she proposes. POINTS: 1 5 [Date] c. is his or her characteristic speaking pattern. d. is closely related to his or her leadership style. ANSWER: c RATIONALE: A major part of being persuasive involves choosing the correct linguistic style, a person’s characteristic speaking pattern. According to Deborah Tannen, linguistic style involves such aspects as amount of directness, pacing and pausing, word choice, and the use of such communication devices as jokes, figures of speech, anecdotes, questions, and apologies. POINTS: 1 DIFFICULTY Easy : LEARNING O 12.3 BJECTIVES: NATIONAL S United States - BUSPROG: Analytic TANDARDS: STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: Inspirational and Powerful Communication KEYWORDS: Bloom's: Knowledge NOTES: Digital Story: Engage 7. Sprinkling business talk with jargon is useful in: a. making the speaker appear highly original. b. adding to a person's popularity. c. inspiring workers to a higher purpose. d. avoiding stereotyped thinking. ANSWER: b RATIONALE: Sprinkling business talk with jargon does indeed help establish rapport and adds to a person’s popularity. But too much jargon makes a person seem stereotyped in 6 [Date] thinking, and perhaps even unwilling to express an original thought—and therefore lacking power. POINTS: 1 DIFFICULTY Moderate : LEARNING O 12.2 BJECTIVES: NATIONAL S United States - BUSPROG: Analytic TANDARDS: STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: Inspirational and Powerful Communication KEYWORDS: Bloom's: Comprehension NOTES: Digital Story: Connect 8. Which one of the following is the farthest removed from a power- oriented linguistic style? a. Emphasizing indirect talk b. Apologizing infrequently c. Downplaying uncertainty d. Setting the agenda for a conversation ANSWER: a RATIONALE: The power-oriented linguistic style emphasizes direct talk rather than indirect talk. POINTS: 1 DIFFICULTY: Moderate LEARNING OBJECTIV 12.3 ES: NATIONAL STANDARD United States - BUSPROG: Analytic S: STATE STANDARDS: United States - OHIO - DISC: Leadership Principles 7 [Date] TOPICS: Inspirational and Powerful Communication KEYWORDS: Bloom's: Comprehension NOTES: Digital Story: Connect 9. A communication strategy that can make people appear powerful is: a. being short in verbal presentations. b. boldly attacking people. c. emphasizing self-deprecation. d. knowing exactly what they want. ANSWER: d RATIONALE: People should know exactly what they want. Their chances of selling an idea increase to the extent that they have clarified the idea in their own mind. POINTS: 1 DIFFICULTY: Easy LEARNING O 12.3 BJECTIVES: NATIONAL ST United States - BUSPROG: Analytic ANDARDS: STATE STAND United States - OHIO - DISC: Leadership Principles ARDS: TOPICS: Inspirational and Powerful Communication KEYWORDS: Bloom's: Knowledge NOTES: Digital Story: Engage 10. A basic principle of persuasion is: a. it takes one to know one. b. first things first. c. people like those who like them. d. people listen to avoid punishment. ANSWER: c 10 [Date] b. spend time interpreting their accent and personal appearance c. be sensitive to differences in nonverbal communication. d. generalize the appearance of people belonging to a particular group. ANSWER: c RATIONALE: A person from another culture may misinterpret nonverbal signals. To use positive reinforcement, some managers will give a sideways hug to an employee or will touch the employee’s arm. POINTS: 1 DIFFICULTY Moderate : LEARNING O 12.6 BJECTIVES: NATIONAL S United States - BUSPROG: Analytic TANDARDS: STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: Overcoming Cross-Cultural Communication Barriers KEYWORDS: Bloom's: Comprehension NOTES: Digital Story: Connect 14. In terms of leadership and management, listening is: a. much less important than talking. b. a way of weakening the leader or manager's position. c. a useful luxury. d. an opportunity for dialogue and conversation. ANSWER: d RATIONALE: Listening is a fundamental management and leadership skill. Listening also provides the opportunity for dialogue and conversation, in which people understand each other better by taking turns having their point of view understood. 11 [Date] POINTS: 1 DIFFICULTY Easy : LEARNING O 12.5 BJECTIVES: NATIONAL S United States - BUSPROG: Analytic TANDARDS: STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: Listening as a Leadership Skill KEYWORDS: Bloom's: Knowledge NOTES: Digital Story: Engage 15. A major listening problem many leaders face is that they: a. are overloaded with responsibilites. b. feel listening is a sign of weakness. c. never ask questions to clarify issues. d. are convinced that listening is for wimps. ANSWER: a RATIONALE: Two major impediments face the leader who wants to be an effective listener. First, the leader is so often overloaded with responsibilities, including analytical work, that it is difficult to take the time to carefully listen to subordinates. Second is the speed difference between speaking and listening. POINTS: 1 DIFFICULTY Moderate : LEARNING O 11.5 BJECTIVES: NATIONAL S United States - BUSPROG: Analytic TANDARDS: STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: 12 [Date] TOPICS: Listening as a Leadership Skill KEYWORDS: Bloom's: Comprehension NOTES: Digital Story: Connect 16. Materials handling manager Mary Ann wants to make the rounds. Therefore, she: a. casually drops by the cubicles of her direct reports to chat. b. drops in on higher-ranking managers to discuss strategy. c. sends an intranet survey to direct reports asking for their input on problems. d. makes an informal inspection of other departments. ANSWER: a RATIONALE: Making the rounds refers to the leader casually dropping by constituents to listen to their accomplishments, concerns, and problems and to share information. POINTS: 1 DIFFICULTY: Challenging LEARNING O 11.5 BJECTIVES: NATIONAL STUnited States - BUSPROG: Analytic ANDARDS: STATE STANDUnited States - OHIO - DISC: Leadership Principles ARDS: TOPICS: Listening as a Leadership Skill KEYWORDS: Bloom's: Application NOTES: Digital Story: Perform 17. Team leader Steve wants to personally observe the problems and developments within his team. Which of the following techniques is most likely to suit his purpose? a. Using a power-oriented linguistic style b. Management by story telling 15 [Date] STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: Overcoming Cross-Cultural Communication Barriers KEYWORDS: Bloom's: Comprehension NOTES: Digital Story: Connect 20. Which of the following suggestions is least likely to improve cross- cultural communication? a. Do not be diverted by style, accent, grammar, or appearance. b. Be sensitive to differences in cross-cultural communication. c. Emphasize racial or ethnic identification to give people full credit. d. Observe cross-cultural differences in etiquette. ANSWER: c RATIONALE: Using a person’s race or ethnicity as an adjective or other descriptor often suggests a negative stereotype. POINTS: 1 DIFFICULTY: Easy LEARNING OBJEC 12.6 TIVES: NATIONAL STAND United States - BUSPROG - Analytic ARDS: STATE STANDARD United States - OHIO - DISC: Leadership Principles S: TOPICS: Overcoming Cross-Cultural Communication Barriers KEYWORDS: Bloom's: Knowledge NOTES: Digital Story: Engage 21. A key barrier to cross-cultural communication is to confuse the identity of people because they: a. have similar personality characteristics. b. are members of the same race or ethnic group. 16 [Date] c. have a distinguishing feature such as eye color. d. have similar economic values. ANSWER: b RATIONALE: A major crosscultural insult is to confuse the identity of people because they are members of the same race or ethnic group. POINTS: 1 DIFFICULTY: Easy LEARNING OBJ 12.6 ECTIVES: NATIONAL STAN United States - BUSPROG: Analytic DARDS: STATE STANDAR United States - OHIO - DISC: Leadership Principles DS: TOPICS: Overcoming Cross-Cultural Communication Barriers KEYWORDS: Bloom's: Knowledge NOTES: Digital Story: Engage 22. A symptom of conflict with extremely negative consequences is when an organization: a. has departments competing for dominance behind the scenes. b. engages in the collaborative style of conflict management. c. focuses its energy in struggling with the competition. d. uses mediators to help settle disputes. ANSWER: a RATIONALE: Departmental competition has been regarded as the ugly underbelly of all sizes of companies, often resulting in product delays, increased costs, and dwindling market shares as departments fight each other for domination behind the scenes. POINTS: 1 DIFFICULTY Moderate : 17 [Date] LEARNING O 12.7 BJECTIVES: NATIONAL S United States - BUSPROG - Analytic TANDARDS: STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: The Leader’s Role in Resolving Conflict and Negotiating KEYWORDS: Bloom's: Knowledge NOTES: Digital Story: Engage 23. A useful variation of the collaborative style of conflict management is to: a. ignore criticism. b. give the other side whatever he or she wants. c. agree with the person criticizing you. d. cut way back on your initial demand or offer. ANSWER: c RATIONALE: The collaborative style of conflict management has many variations, one of which is to agree with the person criticizing you. When you agree with a critic, you show that you seek a solution, not a way to demonstrate that you are right. POINTS: 1 DIFFICULTY Easy : LEARNING O 12.7 BJECTIVES: NATIONAL S United States - BUSPROG: Analytic TANDARDS: STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: The Leader’s Role in Resolving Conflict and Negotiating KEYWORDS: Bloom's: Knowledge 20 [Date] NATIONAL S United States - BUSPROG: Analytic TANDARDS: STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: The Leader’s Role in Resolving Conflict and Negotiating KEYWORDS: Bloom's: Comprehension NOTES: Digital Story: Connect 27. The true object of negotiation is to: a. first make a lower offer than you are willing to pay. b. make a higher demand than you are willing to accept. c. satisfy the underlying interests of both sides. d. focus on positions, rather than interests. ANSWER: c RATIONALE: Rather than clinging to specific negotiating points, one should keep overall interests in mind and try to satisfy them. The true object of negotiation is to satisfy the underlying interests of both sides. POINTS: 1 DIFFICULTY Moderate : LEARNING O 12.7 BJECTIVES: NATIONAL S United States - BUSPROG - Analytic TANDARDS: STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: The Leader’s Role in Resolving Conflict and Negotiating KEYWORDS: Bloom's: Comprehension NOTES: Digital Story: Connect 21 [Date] 28. A stereotype of difference in negotiation style noted between Americans and negotiators in other countries is that Americans are more likely to: a. make major concessions to the other side. b. be indirect and evasive about their true position. c. slowly build relationships. d. move quickly toward a resolution of the problem. ANSWER: d RATIONALE: Frank L. Acuff notes that Americans often have a nononsense approach to negotiation. A key attitude underlying the U.S. approach to negotiation is “Tell it like it is.” POINTS: 1 DIFFICULTY Moderate : LEARNING O 12.7 BJECTIVES: NATIONAL S United States - BUSPROG: Analytic TANDARDS: STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: The Leader’s Role in Resolving Conflict and Negotiating KEYWORDS: Bloom's: Comprehension NOTES: Digital Story: Connect 29. The _____ style of conflict management is halfway between domination and appeasement. a. avoidant b. sharing c. collaborative d. accommodative ANSWER: b 22 [Date] RATIONALE: The sharing style is halfway between domination and appeasement. Sharers prefer moderate but incomplete satisfaction for both parties, which results in a compromise. POINTS: 1 DIFFICULTY Easy : LEARNING O 12.7 BJECTIVES: NATIONAL S United States - BUSPROG: Analytic TANDARDS: STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: The Leader’s Role in Resolving Conflict and Negotiating KEYWORDS: Bloom's: Knowledge NOTES: Digital Story: Engage 30. Bartering is a form of negotiation in which _____. a. people become self-sacrificing or generous just to maintain a relationship b. a moderate but incomplete satisfaction for both parties results in a compromise c. the parties exchange goods and services in a manner pleasing both sides d. people withdraw from conflict or rely upon fate ANSWER: c RATIONALE: In bartering, the parties exchange one set of goods and services for another, in a way that pleases both sides. POINTS: 1 DIFFICULTY: Easy LEARNING OBJEC 12.7 TIVES: NATIONAL STAND United States - BUSPROG - Analytic ARDS: STATE STANDARD United States - OHIO - DISC: Leadership Principles 25 [Date] STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: Inspirational and Powerful Communication KEYWORDS: Bloom's: Knowledge NOTES: Digital Story: Engage 34. Although relying on data to support conclusions is impressive, a persuasive communicator should also express confidence in his or her intuition. a. True b. Fals e ANSWER: True RATIONALE: Being too dependent on data could suggest that a leader has little faith in his or her own intuition. An important issue, then, is for the leader to find the right balance between relying on data and using intuition alone when communicating an important point. POINTS: 1 DIFFICULTY Easy : LEARNING O 12.2 BJECTIVES: NATIONAL S United States - BUSPROG - Analytic TANDARDS: STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: Inspirational and Powerful Communication KEYWORDS: Bloom's: Knowledge NOTES: Digital Story: Connect 35. A frame in communication is built around the best context for responding to the needs of others. a. True b. Fals 26 [Date] e ANSWER: True RATIONALE: The frame is built around the best context for responding to the needs of others. An example would be to use the frame, “Let’s dig a little deeper,” when the other people present know something is wrong but cannot pinpoint the problem. POINTS: 1 DIFFICULTY Easy : LEARNING O 12.3 BJECTIVES: NATIONAL S United States - BUSPROG - Analytic TANDARDS: STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: Inspirational and Powerful Communication KEYWORDS: Bloom's: Knowledge NOTES: Digital Story: Engage 36. It is much easier to persuade people who like you. a. True b. Fals e ANSWER: True RATIONALE: People like those who like them. As a leader, you have a better chance of persuading and influencing group members who like you. POINTS: 1 DIFFICULTY: Easy LEARNING OBJ 12.4 ECTIVES: NATIONAL STA United States - BUSPROG - Analytic NDARDS: 27 [Date] STATE STANDA United States - OHIO - DISC: Leadership Principles RDS: TOPICS: Inspirational and Powerful Communication KEYWORDS: Bloom's: Knowledge NOTES: Digital Story: Engage 37. It is easier for the leader to influence others when he or she can make the constituents believe the resource at issue is in abundant supply. a. True b. Fals e ANSWER: False RATIONALE: People want more of what they can have less of. An application of this principle is that the leader can persuade group members to act in a particular direction if the members believe that the resource at issue is shrinking rapidly. POINTS: 1 DIFFICULTY Moderate : LEARNING O 12.4 BJECTIVES: NATIONAL S United States - BUSPROG - Analytic TANDARDS: STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: Inspirational and Powerful Communication KEYWORDS: Bloom's: Comprehension NOTES: Digital Story: Connect 38. A challenge for the leader who wants to listen carefully to subordinates is that most people speak much faster than they can listen. a. True b. Fals 30 [Date] 41. A sign of possible misunderstanding when communicating with a person whose first language is not the same as yours is inappropriate laughter on his or her part. a. True b. Fals e ANSWER: True RATIONALE: Signs of misunderstanding may include nods and smiles not directly connected to what you are saying, a lack of questions, inappropriate laughter, and a blank expression. POINTS: 1 DIFFICULTY Easy : LEARNING O 12.6 BJECTIVES: NATIONAL S United States - BUSPROG - Analytic TANDARDS: STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: Overcoming Cross-Cultural Communication Barriers KEYWORDS: Bloom's: Knowledge NOTES: Digital Story: Engage 42. A helpful way of overcoming cross-cultural communication barriers is to make frequent reference to a person's race or ethnicity, such as saying, "I would like you to meet Hector, our Latino member, who is a specialist in website construction." a. True b. Fals e ANSWER: False RATIONALE: Using a person’s race or ethnicity as an adjective or other descriptor often suggests a negative stereotype. POINTS: 1 31 [Date] DIFFICULTY: Easy LEARNING OBJEC 12.6 TIVES: NATIONAL STAND United States - BUSPROG - Analytic ARDS: STATE STANDARD United States - OHIO - DISC: Leadership Principles S: TOPICS: Overcoming Cross-Cultural Communication Barriers KEYWORDS: Bloom's: Knowledge NOTES: Digital Story: Engage 43. Confrontation and problem solving is a useful technique for a leader who is attempting to get two direct reports to resolve a conflict between them. a. True b. Fals e ANSWER: True RATIONALE: The most useful approach is to get the parties in conflict to engage in confrontation and problem solving. POINTS: 1 DIFFICULTY: Easy LEARNING OBJEC 12.7 TIVES: NATIONAL STAND United States - BUSPROG - Analytic ARDS: STATE STANDARD United States - OHIO - DISC: Leadership Principles S: TOPICS: The Leader’s Role in Resolving Conflict and Negotiating KEYWORDS: Bloom's: Knowledge NOTES: Digital Story: Engage 44. Being the first to listen during a negotiation session results in distrust. a. True 32 [Date] b. Fals e ANSWER: False RATIONALE: Being the first to listen helps establish trust. Listening also involves paying attention to what the other side is saying. POINTS: 1 DIFFICULTY: Easy LEARNING OBJE 12.7 CTIVES: NATIONAL STAN United States - BUSPROG - Analytic DARDS: STATE STANDAR United States - OHIO - DISC: Leadership Principles DS: TOPICS: The Leader’s Role in Resolving Conflict and Negotiating KEYWORDS: Bloom's: Knowledge NOTES: Digital Story: Engage 45. During negotiations, the focus should be on positions rather than interests. a. True b. Fals e ANSWER: False RATIONALE: Rather than clinging to specific negotiating points, one should keep overall interests in mind and try to satisfy them. POINTS: 1 DIFFICULTY: Easy LEARNING OBJE 12.7 CTIVES: NATIONAL STAN United States - BUSPROG - Analytic DARDS: STATE STANDAR United States - OHIO - DISC: Leadership Principles DS: 35 [Date] LEARNING O 12.1 BJECTIVES: NATIONAL S United States - BUSPROG: Reflective Thinking TANDARDS: STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: Communication Networks for Leaders KEYWORDS: Bloom's: Application NOTES: Digital Story: Perform 49. Stuart, the director of a company producing electrical appliances, is preparing to address the sales team to appreciate their performance. When preparing his message for the speech, Stuart should ensure that _____. a. the message is geared to the listeners b. anecdotes are completely avoided c. the message is driven totally by data d. sufficient vocal pauses are present ANSWER: a RATIONALE: An axiom of persuasive communication is that a speaker must adapt the message to the listener’s interests and motivations. POINTS: 1 DIFFICULTY: Challenging LEARNING OBJ 12.2 ECTIVES: NATIONAL STAN United States - BUSPROG: Reflective Thinking DARDS: STATE STANDAR United States - OHIO - DISC: Leadership Principles DS: TOPICS: Inspirational and Powerful Communication KEYWORDS: Bloom's: Application NOTES: Digital Story: Perform 36 [Date] 50. Morris, a team manager, needs to write an email to his team members about the targets to be achieved for the year. He decides to write a front-loaded message to convey the necessary information. Hence Morris is most likely to: a. write the email using passive voice. b. place key ideas at the beginning of the email. c. write the entire email using technical jargon. d. be bold about people and tentative about ideas. ANSWER: b RATIONALE: Writing, in addition to speaking, is more persuasive when key ideas are placed at the beginning of a conversation, e-mail message, paragraph, or sentence. Frontloaded messages are particularly important for leaders because people expect leaders to be forceful communicators. POINTS: 1 DIFFICULTY Challenging : LEARNING O 12.2 BJECTIVES: NATIONAL S United States - BUSPROG: Reflective Thinking TANDARDS: STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: Inspirational and Powerful Communication KEYWORDS: Bloom's: Application NOTES: Digital Story: Perform 51. Which of the following examples shows the use of a power-oriented linguistic style? a. Karen writes most of her business memos and letters using the passive voice. b.Janet speaks in a loud and clear voice during team meetings so that everyone can hear her. 37 [Date] c. Abraham often delivers lengthy speeches with no concrete conclusions when addressing his subordinates. d.Milton uses a substantive amount of business jargon in his emails pertaining to new projects. ANSWER: b RATIONALE: Speak loudly enough to be heard by the majority of people with at least average hearing ability. Speaking too softly projects an image of low selfconfidence. POINTS: 1 DIFFICULTY: Challenging LEARNING O 12.3 BJECTIVES: NATIONAL STUnited States - BUSPROG: Reflective Thinking ANDARDS: STATE STANDUnited States - OHIO - DISC: Leadership Principles ARDS: TOPICS: Inspirational and Powerful Communication KEYWORDS: Bloom's: Application NOTES: Digital Story: Perform 52. James, a manager, inspires his team members to be prompt in meeting project deadlines by completing his tasks on time. Which of the following principles of persuasion is seen in the given scenario? a. Reciprocity b. Scarcity c. Social proof d. Liking ANSWER: a RATIONALE: People repay in kind. Managers can often influence group members to behave in a particular way by displaying the behavior first. POINTS: 1 DIFFICULTY: Challenging 40 [Date] KEYWORDS: Bloom's: Application NOTES: Digital Story: Perform 55. Susan, a telemarketing executive of a company producing household appliances, receives a complaint from one of the customers for a week's delay in delivery. In order to pacify the customer, Susan offers to deduct delivery charges. Susan takes this decision because the customer happensto be a regular user of the company's products and she does not want the company to lose a valuable customer. Which style of conflict management is Susan using in the given example? a. Accommodative style b. Competitive style c. Sharing style d. Avoidant style ANSWER: a RATIONALE: The accommodative style favors appeasement, or satisfying the other’s concerns without taking care of one’s own. People with this orientation may be generous or self-sacrificing just to maintain a relationship. POINTS: 1 DIFFICULTY Challenging : LEARNING O 12.7 BJECTIVES: NATIONAL S United States - BUSPROG: Reflective Thinking TANDARDS: STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: The Leader’s Role in Resolving Conflict and Negotiating KEYWORDS: Bloom's: Application NOTES: Digital Story: Perform 56. Steven, the legal representative of a company entering into a joint venture with another firm, formulates an agreement after discussions with his counteparts. The agreement is such 41 [Date] that both companies are satisfied and stand to gain from the joint venture. The given example shows the _____ style of conflict management. a. accommodative b. competitive c. collaborative d. avoidant ANSWER: c RATIONALE: In contrast to the other styles, the collaborative style reflects a desire to fully satisfy the desires of both parties. It is based on the underlying philosophy of the win–win approach to conflict resolution, the belief that after conflict has been resolved, both sides should gain something of value. POINTS: 1 DIFFICULTY Challenging : LEARNING O 12.7 BJECTIVES: NATIONAL S United States - BUSPROG: Reflective Thinking TANDARDS: STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: The Leader’s Role in Resolving Conflict and Negotiating KEYWORDS: Bloom's: Application NOTES: Digital Story: Perform 57. Bright Inc., a company exporting electrical appliances, fails to deliver a large shipment on time to a customer in a different country due to certain technical problems, In order to avoid embarassment, the officials of Bright Inc. conduct themselves in a dignified manner as they may have to deal with the customer in future. Which of the following aspects of negotiation is seen in the given example? a. Face saving b. Bartering c. Making the rounds d. Confrontation ANSWER: a 42 [Date] RATIONALE: While negotiating, it is important to recognize that you might want to make another deal, another day, with the same party. As a result, you want to conduct yourself in a dignified way and not attempt to maximize gain for yourself and minimize gain for the other side. Allowing for face saving is one of the principles of leadership espoused by Dale Carnegie that has considerable empirical and theoretical support. POINTS: 1 DIFFICULTY Challenging : LEARNING O 12.7 BJECTIVES: NATIONAL S United States - BUSPROG: Reflective Thinking TANDARDS: STATE STAN United States - OHIO - DISC: Leadership Principles DARDS: TOPICS: The Leader’s Role in Resolving Conflict and Negotiating KEYWORDS: Bloom's: Application NOTES: Digital Story: Perform 58. Gavin, the chief executive officer of a pharmaceutical company, is scheduled to address the company's research and development team to appreciate their achievements and present the company's agenda for the next year. Gavin prepares his speech focusing on the research team's activities and plans relevant to their function. In order to convey power and authority, what are the steps to be taken by Gavin while delivering the speech? ANSWER: An axiom of persuasive communication is that a speaker must adapt the message to the listener’s interests and motivations. In order to convey power and authority while speaking, Gavin should take the following steps: 1. Speak loudly enough to be heard by the majority of people with at least average hearing ability. 2. Use the pronoun I to receive more credit for ideas. 3. Make the point quickly. 4. Emphasize direct rather than indirect talk.