OAM 330 Final Actual Exam Questions and CORRECT Answers
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Course
OAM 330
Institution
OAM 330
OAM 330 Final Actual Exam Questions
and CORRECT Answers
What two dimensions of relationships are important in forming alliances? - CORRECT
ANSWER- - Trust
- Rapport
What are important considerations in group negotiations? - CORRECT ANSWER- -
Trustworthiness of key individuals
- Binding agr...
OAM 330 Final Actual Exam Questions
and CORRECT Answers
What two dimensions of relationships are important in forming alliances? - CORRECT
ANSWER- ✔✔- Trust
- Rapport
What are important considerations in group negotiations? - CORRECT ANSWER- ✔✔-
Trustworthiness of key individuals
- Binding agreement: collateral, written contract?
- Nonverbal cues
What did the eBay methods for encouraging removal of negative feedback show is effective?
- CORRECT ANSWER- ✔✔A short apology gained more removal of negative feedback than
cash rebates.
Power derives not only from control of resources, but also from _______________________.
- CORRECT ANSWER- ✔✔the process
What is the definition of power? - CORRECT ANSWER- ✔✔The ability to make things
happen or get things done the way you want.
What are the bases of power and what do each mean? - CORRECT ANSWER-
✔✔Legitimate: position of authority
Referent: identification, admiration, respect
Expert: unique knowledge or skill
Reward: ability to give valued outcomes
Coercive: ability to punish or withhold rewards
What are the advantages of unequal power distribution? - CORRECT ANSWER- ✔✔- Can
reduce conflict by providing rules and criteria for decision-making
- Can increase efficiency by...
,Facilitating coordination
Increasing motivation (to climb the hierarchy, at least among career-oriented employees)
What are the challenges of unequal power distribution? - CORRECT ANSWER- ✔✔-
Induces resentment
- Can promote competition vs. cooperation
- People behave differently depending on their power position
What are ways to overcome problems with hierarchies? - CORRECT ANSWER- ✔✔- Reject
self-serving attributions and perceptions of deservingness
- Engage in perspective-taking
Consider how those low in power perceive the rules of the game
Are you motivating the desired behavior?
- Reduce inequalities
Status symbols
Outcomes depend on _________________ as much as $ - CORRECT ANSWER- ✔✔
Power is much more likely to be conferred to those who.... - CORRECT ANSWER- ✔✔- are
well liked by others (agreeable)
- are outgoing, energetic, fun, socially engaged (extroverted)
- act in the groups' interests
What are poor and good predictors of who rises to the top? - CORRECT ANSWER- ✔✔-
Poor predictors: strength and size
- Good predictors: ability to negotiate conflict, enforce group norms, fairly allocate resources
What are the two broad affects of power on social attention? - CORRECT ANSWER- ✔✔1)
Decreased perspective taking
2) Tendency to view others in instrumental terms
,What are the consequences of diminished perspective taking as a result of power? -
CORRECT ANSWER- ✔✔- Reduced compassion
- Less social inhibition
Why are powerful people more action oriented? - CORRECT ANSWER- ✔✔Removes
constraints
- Frees people from the influence of external forces
- Less deliberative
What should you look for in a potential ally when you're in a weak minority position? -
CORRECT ANSWER- ✔✔- Similarity (sympathy)
- Lack of conviction (mavericks)
- Dissatisfaction with the majority (periphery)
Jury (in 12 Angry Men): When should you seek a private vote and when should you seek a
public vote? - CORRECT ANSWER- ✔✔- When in the minority, private vote can encourage
dissent
- When in the majority, public vote to discourage dissent.
Jury (in 12 Angry Men): How does the private vote change the discussion? - CORRECT
ANSWER- ✔✔- Reduces the pressure to conform
- Others more comfortable recognizing the minority's pitch
What is the PULL form of Interpersonal Influence? - CORRECT ANSWER- ✔✔Attracting
- Finding common ground
- Visioning
Bridging
- Involving
- Listening
- Disclosing
, What is the PUSH form of Interpersonal Influence? - CORRECT ANSWER- ✔✔Persuading
- Proposing
- Reasoning
Asserting
- Directing conversation
- Evaluating
- Pressure
When should you use the PULL and PUSH form of Interpersonal Influence? - CORRECT
ANSWER- ✔✔PULL in the minority
PUSH in the majority
What was the personalization effect in the Kidney Case? - CORRECT ANSWER- ✔✔When
the victim is identifiable:
- 2x as many people give
- 2x as much money is raised
What is the Advocacy Effect? - CORRECT ANSWER- ✔✔The tendency to have more
positive attitudes toward something as a result of advocating for it
- While preparing, we search for positive arguments (not negative)
- We are motivated to be consistent (if I said it, I must believe it)
- Often change criteria used to make evaluation after advocacy
What are Order Effects (and examples)? - CORRECT ANSWER- ✔✔The power of going
last....
First 111 episodes, singer who went last only voted off the show 9% of the time
Later skaters receive higher scores
What is the cause of the Gender Wage Gap? - CORRECT ANSWER- ✔✔Only 7% of
women, but 57% of the men, who asked for more money (negotiated salary)
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