FEP2

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Question 1

Anecdotes are particularly useful in persuading group members about the

		capabilities of the group leader.
		company's profit picture.
		problems facing the company in the future.
		importance of organizational values.

Question 2

In contrast to conventional wisdom, another perspective about negotiation is to

		first make a lower offer than you are willing to pay.
		make a higher demand than you are willing to accept.
		search for the value in the difference between the two sides.
		split the difference between the two sides.

Question 3

A stereotype of difference in negotiation style noted between Americans and negotiators in other countries is that Americans are more likely to

		make major concessions to the other side.
		be indirect and evasive about their true position.
		slowly build relationships.
		move quickly toward a resolution of the problem.

Question 4

Front-loading your messages refers to the communication technique of

		placing the most important part of your message first.
		asking for money first, then explaining why.
		appealing to the self-interest of people.
		being up-front about what you are demanding.

Question 5

A useful variation of the collaborative style of conflict management is to

		ignore criticism.
		give the other side whatever he or she wants.
		agree with the person criticizing you.
		cut way back on your initial demand or offer.

Question 6

Materials handling manager Mary Ann wants to use the technique making the rounds, so she

		casually drops by the cubicles of her direct reports to chat.
		drops in on higher-ranking managers to discuss strategy.
		sends an intranet survey to direct reports asking for their input on problems.
		circles around the outside of the plant to make an informal inspection.

Question 7

A company engages in the brand-leadership strategy when it

		imitates leading brands.
		diversifies into several successful brands.
		develops the reputation of its brand name.
		develops products that other companies do not offer.

Question 8

Which one of the following is not one of the three components of knowledge management?

		Knowledge creation
		Knowledge hoarding
		Knowledge dissemination
		Knowledge application

Question 9

A retailer targeting poor people is an example of the strategy called

		imitation.
		cost leadership.
		focus.
		first-mover.

Question 10

A company with a strategy of high quality typically

		creates an immediate point of differentiation compared to competitors.
		concentrates its efforts on consumer products.
		can offer the lowest prices.
		combines quality with another strategy.

Question 11

When a company is founded, a major strategic tasks of the founder is to

		begin hiring the necessary workers.
		get all the legal work done.
		obtain funding for the organization.
		define the purpose of the organization.

Question 12

A major leadership initiative for enhancing a learning organization is to

		establish supervisory training programs.
		get workers to focus almost entirely on their own work.
		create a vision to be shared mostly by the top-management team.
		create a strategic intent to learn.

Question 13

A contextual chameleon is a global leader who

		adapts to unfamiliar roles and environments.
		quotes different princes for customers in different countries.
		speaks at least two foreign languages.
		explains to overseas workers why his or her leadership style is best.

Question 14

A term developed to replace diversity (with respect to organizations) is

		exclusion.
		inclusion.
		affirmative action.
		workforce blending.

Question 15

Major account executive Katrina is visiting another country, and soon discovers that her customers will not talk about business until the group has dined together for several hours. Katrina would show cultural sensitivity by

		attempting to conduct business as soon as the main meal is completed.
		explain that her company discourages wasting time.
		explaining with tact that the group is wasting time and money.
		trying to understand the dining tradition.

Question 16

A major challenge in providing leadership to cross-cultural teams is that the team members may

		in most part be looking to transfer to the United States.
		not be willing to work in different time zones.
		refuse to cooperate with a foreigner.
		have different attitudes toward hierarchy and authority.

Question 17

A key characteristic of an organization with leadership diversity is that

		there is a heterogeneous group of leaders.
		leaders throughout the company have attended diversity training.
		considerable job rotation takes place among company leaders.
		considerable mentoring takes place with the organization.

Question 18

A useful guideline in motivating workers from different cultures is to

		offer financial rewards in their own currency.
		figure out which rewards have high valence for them.
		recognize that relatively few workers have higher-level needs.
		recognize that relatively few workers have lower-level needs.

Question 19

To achieve a high level of cultural intelligence, your ____, ____, and ____ would have to work together smoothly.

		head, body, heart
		hands, arms, feet
		eyes, eye brows, smile
		ears, eyes, hands

Question 20

To use the shadowing form of mentoring, the protégé

		follows the mentor around for a stated period of time.
		stays out of the spotlight so he or she can learn.
		keeps others in the dark about his or her developmental opportunities.
		alternates between mentors for a defined time period.

Question 21

Barry gets promoted to the CEO position partly because he is perceived to be an inside-outside leader, meaning that he

		has experience at the company but also has an outside perspective.
		worked for the company a while, left, and then returned.
		had access to company secrets but never revealed them.
		has worked in both manufacturing and sales.

Question 22

Online mentoring works by essentially

		finding mentors on Facebook or LinkedIn.
		holding video conferences with potential mentors.
		using search engines to find mentors in other companies.
		matching mentors and mentored employees via websites.

Question 23

A distinguishing characteristic of a mentoring relationship is that

		the mentor recommends the protégé for promotion.
		an emotional relationship exists between the mentor and the protégé.
		a newcomer learns from a more experienced person.
		the protégé is being groomed for the mentor's job.

Question 24

Keith is a lopsided leader, so he best fits the category of being too

		forceful and too enabling.
		operational and too enabling.
		operational and too strategic.
		strategic and too visionary.

Question 25

After receiving negative feedback about her company, the CEO showed double-loop learning by saying,

		"Maybe we are not in the right business."
		"You cannot please everybody."
		"I must tell the customer service department about this problem."
		"This feedback is so important, it's worth hearing twice."