Ali wants to buy a motor bike. He goes to the showroom and sees different models of bikes. He likes one of them very much and wants to purchase it. He asks the price from dealer which is more than his range. Both of them then negotiate over price. This is an example of:

• A) Integrative negotiation
• B) BATNA
• C) Distributive negotiation
• D) Third party negotiation

Which of the following terms involves making decisions so as to provide the greatest good for the greatest number

• A) Utilitarianism
• B)
• C)
• D)

Mr. Hassan always let his subordinates to know about expectations from them; schedules work to be done and give specific guidance to do a certain task. He can be termed as:

• A) Directive leader
• B) Participative leader
• C) Achievement-Oriented leader
• D) Supportive leader

The purpose of active perception is to:

• A) Guide our sensory sampling based on our physical needs.
• B)
• C)
• D)

All of the following are people factors that’s contributes to the development of the conflict EXCEPT:

• A) Management Culture
• B) Past experience
• C) Needs and wants
• D) Self-Concept

According to attribution theory, which of the following is an example of externally caused behavior?

• A) An employee is late because of a flat tire
• B)
• C)
• D)

The consequence of Legitimate and Reward power is_________

• A) Resistance
• B) None of above
• C) Commitment
• D) Compliance

Static strength, extent flexibility and trunk strength are basic abilities concerned with:

• A) Physical ability
• B)
• C)
• D)

The consequence of Referent and Expert power is ________

• A) Commitment
• B) None of above
• C) Resistance
• D) Compliance

What are the three key elements of motivation?

• A) Intensity, direction and persistence
• B)
• C)
• D)

Which of the following statements is true pertaining to the role of personality traits in negotiations?

• A) Charming personalities quickly resolve the conflicts
• B) Individuals with an internal locus of control are better negotiators
• C) Competent individuals make excellent negotiations
• D) Extroverts are less effective negotiators than introverts

In work values, honesty stands for__________.

• A) Provision of accurate information
• B)
• C)
• D)

Leaders achieve goals, and power is:

• A) Usually used by poor leaders
• B) A goal in and of itself
• C) A means of achieving goals
• D) A strong influence on leaders’ goals

Maslow’s hierarchy of needs arranges those needs in which of the following orders?

• A) Physiological, safety, social, esteem, and self-actualization
• B)
• C)
• D)

Reactive and protective behaviors designed to avoid action, blame, or change are termed as:

• A) Impression management
• B) Defensive behaviors
• C) Protectionism
• D) Political behaviors

Decrease in tenure can increase ________.

• A) Absenteeism
• B)
• C)
• D)

A stage in negotiation process where both parties undoubtedly need to make concession is_________

• A) Closure and implementation
• B) Preparation and planning
• C) Bargaining and problem solving
• D) Clarification and justification

Hunger, thirst, sex, pay, and physical work environment are examples of which of Alderfer’s needs?

• A) Existence
• B)
• C)
• D)

In the modern work world, where higher-level trust has been largely destroyed because of broken promises, it is likely to be replaced with which of the following type of trust?

• A) Knowledge-based
• B) Dependence-based
• C) Identity-based
• D) Reliance-based

Using operant conditioning, which of the following is NOT a method that can be used to change behavior?

• A) Counseling
• B)
• C)
• D)