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    1. Which of the following statements is true regarding negotiation?
    Displaying a negative emotion at a negotiation can never be effective.
    Angry negotiators who have less power than opponents have better outcomes.
    Individuals who do poorly in a negotiation develop positive perceptions of their counterpart.
    Feeling bad about your performance during a negotiation tends to impair future negotiations.
    2. Which of the following does cognitive dissonance indicate between two or more attitudes or between behavior and attitudes?
    Consistency
    Consistency
    Incompatibility
    Tenacity
    3. If Alberta is a categorized as a Theory X manager which of the following behaviors is she most likely to exhibit?
    She will let her employees choose their own goals.
    She will strictly control all the details of any project she is managing.
    She will delegate authority extensively to junior managers.
    She will trust her employees to use their discretion in most matters.
    4. MBO provides individual employees with
    clear-cut growth paths
    generalized feedback
    predefined targets
    personal performance objectives
    5. ________ are caused by a specific event are very brief and accompanied by distinct facial expressions.
    Moods
    Emotions
    Attitudes
    Reactions
    6. Why is Maslows theory criticized?
    Its terminology tends to alienate those to whom it is applied.
    There is little evidence that needs are structured or operate in the way it describes.
    Its terminology tends to alienate those to whom it is applied.
    The concept of self-actualization was unfounded.
    7. ________ refers to evaluative statements or judgments concerning objects people or events.
    Appearance
    Behavior
    Attitude
    Demeanor
    8. Employees with positive core self-evaluations believe in their inner worth and basic competence and are more satisfied with their jobs than those with negative core self-evaluations. The concept of positive core self-evaluations indicates that
    pay always has a direct correlation with job satisfaction
    job conditions have a direct influence on job satisfaction
    promotions and growth opportunities influence job satisfaction
    personality plays a role in job satisfaction
    9. Which of the following statements is true regarding the effects of moods and emotions on decision making?
    Positive emotions tend to diminish problem-solving skills and analytical skills.
    People with positive emotions are slower at processing information as compared to depressed people.
    Depressed people tend to weigh all possible options rather than the most likely ones.
    Moods and emotions have no direct influence on decision making.
    10. Emotions such as relaxation serenity and calmness comprise the ________ mood dimension.
    neutral affect
    low negative affect
    low positive affect
    detached affect
    11. Susan Daniels works for an event management company and is discontent with her job because she was passed over for a promotion. She has now composed a list of concerns and plans to discuss the issue with her supervisor. Daniels response to the problem is referred to as
    neglect
    voice
    acceptance
    loyalty
    12. Which of the following statements represents the cognitive component of attitude?
    It is disappointing to know that I did not get a good evaluation.
    This job is not giving me an opportunity to explore my skills.
    I intend to work during the weekend to meet the months deadline.
    I have decided to inform my supervisor that I will be quitting my job.
    13. Which of the following statements is true regarding goal-setting theory?
    Externally generated feedback is more powerful than self-generated feedback.
    People do better when they get feedback on how well they are progressing toward their goals.
    Goal commitment is more likely when individuals have an external locus of control.
    Assigned goals generate greater goal commitment in low rather than high power-distance cultures.
    14. Self-determination theory proposes that in addition to being driven by a need for autonomy people seek ways to achieve
    power and control
    recognition and status
    high rewards
    competence and positive connections
    15. The church you go to every Sunday is made up of people who have very different lifestyles and are at different stages in their life. Joanna is a 23-year-old single parent who works for minimum wage and shifts from motel to motel for accommodation. Josephine is a single 45-year-old woman who earns a decent salary and has few interests and friends outside her office. Jonathan is 60 years old extremely wealthy has a loving family and enjoys his work. You have decided to apply Maslows hierarchy of needs to determine what motivates each of these individuals.
    Which of the following needs would most likely motivate Joanna?
    Social
    Esteem
    Physiological
    Safety
    16. Charles Anna Elle and Adam are college friends and work in New York City. Comfortable living in New York occurs at about $40000 a year. Charles makes $24000 a year Anna makes $30000 a year Elle makes $50000 a year and Adam makes $75000 a year. Which of the following is most likely to be true with reference to correlation between pay and job satisfaction?
    Anna is more satisfied with the job than Adam.
    Elle and Adam are most likely to have a similar level of job satisfaction.
    Charles and Anna have the same levels of job satisfaction in relation to their pay.
    Charles is more satisfied with his job in comparison with Anna.
    17. Which of the following is an example of deviant workplace behavior?
    Requesting a two-day leave during Christmas
    Sabotaging ones organizations computers
    Disagreeing with others in a problem-solving meeting
    Taking blame for not achieving a deadline
    18. Tiffany Crowe works as a showroom executive at a clothing boutique in London. Today she is in a positive mood and instantly greets and smiles at a customer who walks into the store. The customer feels welcomed by her response. While browsing the store Crowe helps the customer with products and passes on her positive mood to the customer. The customer leaves the store feeling content with a smile on her face. Which of the following best describes this situation?
    Positivity offset
    Emotional contagion
    Halo effect
    Framing effect
    19. Gerard Yoder believes that every time he picks up his daughter Penny from school it brings him good luck. The last time he picked her up from school he won a lottery ticket. Today after he received her from school he reached his office and found out that he has been promoted. Which of the following concepts best describes Yoders belief?
    Bandwagon effect
    Positive bias
    Affect intensity
    Illusory correlation

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