1. Two sisters are arguing over an orange and their parents ultimately decide to cut the orange in half and give each sister one part. Later on, however, the parents realize that one sister wanted the fruit (inside) while the other sister wanted the rind (outside). This example suggests which of the following conflict styles is not always an effective approach?

a. Avoiding

b. Accommodating

c. Compromising

d. Collaborating

e. None of the above

2. Last week at work, Alex received several catalogs from vendors interested in his business. He finds the sheer number of product options advertised in the catalogs overwhelming, so he decides to “satisfice” or settle, which is part of which decision-making theory or model?

a. Bounded rationality (descriptive model)

b. Fundamental attribution error

c. The rational (normative model)

d. Both a and b

e. Both a and c

3. Alex wants a prime parking spot, and if he is promoted, he will get one. Alex knows that is he works hard, he will do his job well and should be eligible for a promotion. However, in Alex’s organization, promotions seems to be awarded based on who likes you and not on work performance. Which of the following expectancy theory analysis is correct?

a. Effort-performance link present, performance-reward link present, and reward value is low

b. Effort-performance link present, performance-reward link not present, and reward value is high

c. Effort-performance link present, performance-reward link present, and reward value is high

d. Effort-performance link not present, performance-reward link not present, and reward value is high

4. Your manager just distributed cash bonuses to all the accounting analysts in your firm. All of the analysts are at the same level, were hired at the same time and seem close to one another. Ou have heard that these analysts compare their compensation. Your manager wants to ensure that the employees stay motivated toward organizational goals. Which of the following do you need to explain to your manager?

a. That people need to believe their efforts will align with their performance and valued rewards

b. That people compare their efforts and rewards with others’ efforts and rewards to determine fairness, which influence their motivation

c. That people are more motivated when their goals are specific and challenging, yet achievable

d. That the characteristics of certain jobs determine whether they are motivating or not

e. All of the above

5. In your negotiations with an important customer, you realize that the two of you are fixated on a single issue - price. What strategies could you employ to give this negotiation a more integrative (cooperative) focus?

a. Tell them what your position is

b. Share some information about your preferences and priorities

c. Let them know you have outside options

d. Be honest about your bottom line

e. All of the above