With regard to ethically-questionable behavior in negotiation, which of the following scenarios
is the best example of a traditional competitive bargaining strategy?
A) Agreeing upon a deal with a handshake, but before the contract is signed or payment
exchanged, one party backs out of the agreement
B) Attempting to weaken an opponent's position by influencing their associates
C) Making a very high or low opening offer
D) Creating false information to back up a claim or argument
Question 2Organizations that rely too heavily on people with highly developed but narrow expertise who are celebrated and expected to provide answers experience:
a. isolated jobs
b. emphasis on events
c. blaming others
d. skilled incompetence
Question 3Employee talent is relevant for understanding effective leadership:
A) at the group level B) at the organizational level
C) at the dyadic level D) at all three of these levels
Question 4The implications of empowerment for effective leadership are most important for which level
of leadership theory?
A) organizational level B) dyadic level
C) group level D) individual level
Question 5describes the process of continually clarifying and developing personal visions and goals, and expanding skills sets and levels of proficiency.
a. Shared vision
b. System thinking
c. Personal mastery
d. Mental models
Question 6If current trends continue, only what percent of women will hold top leadership positions in the year 2016?
a. 2.3 percent
b. 6.0 percent
c. 8.9 percent
d. 12.5 percent
Question 7Why is it important to be wary of ethical behavior during a negotiation?
A) Negotiators tend to enjoy lying.
B) People may believe they are behaving ethically, but their self-serving tendencies interfere
with good decision making.
C) People fail to consider other people's interests and welfare.
D) Given the opportunity, people will choose profit over ethics.
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