Review Questions

Date: 2015-10-07; view: 440.

Review Questions

Unit 4 (COMPETENCIES NECESSARY TO BE SUCCESSFUL IN MANAGING PEOPLE)

Mark each of questions 1 through 4 as True (T) or False (F) and an­swer questions 5 through 10.

1. Social judgment theory holds that people search for valid or correct attitudes.

2. Sometimes attempts to persuade are futile or doomed to failure.

3. Appropriateness, consistency, and effectiveness are the

best ways to ground one's arguments.

4. Credibility is the single most important ingredient to

persuasion.

5. Explain the latitude of indifference.

6. Explain how cognitive dissonance affects persuasive message processing.

7. Explain the difference between a belief and an attitude.

8. Why is it true that sometimes the most skilled negotiator will not succeed in persuasion?

9. Why do soft words make a hard argument more susceptible to acceptance?

10. Identify the steps in crossing the CREEK to persuasion

UNIT 5 (MANAGING GROUP PROCESSES)

Mark each of qtiestions 1 and 2 as True (T) or False (F) and answer questions 3 through 10.

T F 1. When using team negotiating, it is necessary to negotiate with team members.

T F 2. Using teams in negotiation presents additional complexi­ties and challenges.

3. Name the stages of team development.

4. When will a homogeneous group likely be more productive than a heterogeneous group?

5.When or on what types of tasks will a heterogeneous team be more effective than an individual negotiator?

6. Name three aspects of personality that are conducive to working effectively in teams.

7. Name three aspects of personality that are not particularly compatible with teamwork.

8. Why are teams more useful on complex matters than on simple ones?

9. Evaluate whether or not you are an effective team member. What are the reasons for your effectiveness or ineffectiveness?

What can you do to become more effective in a team relationship?

10. When would you play devil's advocate? Would you be good at it?