Javed is always motivated by challenge, personal satisfaction, and by doing interesting work. Javed is motivated by:

• A) Intrinsic motivators
• B)
• C)
• D)

An impartial third party, skilled in conflict handling and attempts to facilitate creative problem solving through communication and analysis is known as:

• A) Arbitrator
• B) Consultant
• C) Conciliator
• D) Mediator

When people tend to use intuitive decision making?

• A) When a high level of uncertainty exists
• B)
• C)
• D)

The CEO of an engineering firm noticed a great deal of difference between the styles of the various department directors. He noticed that some are more charismatic and enthusiastic than others. In identifying this difference, he is looking at the directors’ ______________

• A) Behaviors
• B) Traits
• C) Personalities
• D) Attitudes

Organizational commitment can be best described as:

• A) Employee’s loyalty with an organization and its goals
• B)
• C)
• D)

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