Behavior in Organizations 10th edition Jerald Greenberg - Solutions

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People who sell security systems—to be used in our homes, cars, and even computer systems—often play on our fears (about safety, privacy, concern for our loved ones) to persuade us to buy their products. Does this constitute persuasion as defined in the text?
We suggest that in an era of empowerment, team-based structures, and reduced layers of management, one’s ability to persuade has become increasingly important. Why is this so?
If you were the Human Resources manager and wanted to convince the CEO to implement a flextime policy (e.g., can work any 8 hours between 6am and 6pm) to assist employees with children (and others) to care for, what might you say/do, taking into account Conger’s four suggestions?
Imagine you are the operations manager of a mid-sized firm. In an effort to cut costs, the CEO is suggesting that it might be more cost-effective to move all manufacturing overseas. Using inoculation theory, develop an approach to address this suggestion.
Making presentations is a skill that is expected of all managers in organizations today. Whether you'll be presenting an organization's quarterly earnings to a Board, arguing on behalf of a new product development cycle, or convincing senior management to invest more in training and development
In what ways do distributive and integrative approaches to negotiation differ? In what situations would you use one approach over another?
Describe the negotiation process or the five stages.
You are preparing to negotiate your compensation package for a job you've just been offered. What techniques or strategies could you use to improve the likelihood that you'll get what you want in this negotiation?
Why is managing important in negotiations? What are some ways to do this?
Your boss informs you that s/he will be sending you overseas to negotiate a deal with a new European supplier. How will you prepare for this negotiation?
Why has the use of teams in the workplace increased so dramatically? To what can this be attributed?
Some organizations decide to implement teams because of the many benefits that are likely to accrue from doing so. However, "doing teams" may not necessarily work as expected. Why is this so?
Limitations such as group think and social loafing can sometimes be found on teams. What causes these limitations? What can be done to prevent them (or resolve them)?
Imagine you are on a team of 6 members representing multiple functions in your organization. Your team has been tasked with overhauling the current, cumbersome accounts payable system. So far, your team has pinpointed several areas that can be improved. Just yesterday, one of the VPs suggested
Is all conflict bad? Discuss.
What are typical causes of conflict in the workplace? Ask participants to relate specific examples from their experiences.
Imagine you work for an organization that has to make some changes (i.e., budget cuts) due to an economic downturn in its industry. The CEO calls a meeting with all department managers, directors and vice presidents and tells them they need cut 30% in costs. Moreover, it's their job to decide how
Collaborating, one of the five styles of conflict resolution discussed in the text, seems like the approach we should all strive for. What do you think?
Why is meeting preparation (agenda, purpose, etc.) so important?
Some feel that organizations have too many meetings. In your opinion, is this true?
We contend that the process is just as important as the outcome of the meeting. Do you agree or disagree, and why?
If you were the leader of a project group, what three things would you do before, during and after each meeting to ensure its effectiveness?
If you wanted to increase the effectiveness of a meeting in which you were in attendance but not in charge, how would you contribute?
If you are involved in a “virtual” meeting where the participants don’t meet face-to-face, how can you ensure the meeting is effective?
Why are some teams more effective when they have access to a facilitator or process consultant?
We suggest that facilitators play other roles, such as educator. Why is the educator role so important?
We suggest that facilitators should focus primarily on the process and not the content of the meeting. Do you agree? Explain.
While facilitation is helpful, it doesn't fix all problems on teams. Explain.
This chapter seems to focus primarily on rational decision making models and processes. Does that mean there's no place for intuition in organizations?
Consensus is highly valued in many settings. Positive outcomes in terms of commitment, motivation, and ownership are more likely when decision makers come to understand the reasons why a decision should be made and can support the decision can have positive outcomes in terms of commitment,
Your firm, traditionally a government contractor, is contemplating a decision to expand its commercial base. Years of shrinking defense dollars have motivated this move, however, most of the successful firms in the commercial arena are fairly young, innovative and relatively small compared to your
Why is problem solving important in organizational settings?
One of the "rules" of brainstorming is no critiquing—positive or negative. Criticism is not allowed because of the potential for squelching open dialogue about the issue at hand. Why is positive critiquing, e.g., “Wow, that's a great idea,” problematic?
We suggest that group problem solving may not appeal to everyone. Why is this the case?
We suggest that managers' behaviors could both stimulate and hinder creative problem solving. Explain
In the text, we posit that formal or position bases of power engender compliance while informal or person power engenders commitment. Do you agree? Can you share an example?
Let's say you have a great idea for a new product. You'd like to meet with the director of sales and marketing, but for the last couple of weeks, she's been too busy to talk to you. Using power and politicking strategies, develop a plan for achieving your goal of pitching the product idea to her.
The opening quote in this chapter is, "It's not what you know, it's who you know." Discuss what this means from both an organizational and individual perspective.
What are some other benefits that can be obtained from networking?
If networking is so beneficial, why do some not engage in it?
We contend that mentoring has benefits not only for the protégé but for the mentor as well. Discuss these benefits.
Why is coaching and providing feedback so important in the current environment?
You have just been promoted to supervisor of bank teller operations. Recently, your bank has been trying to become more product focused; in other words, instead of just performing transactions, the tellers have been asked to inform customers about various loan "products" in the hopes of increasing
Discuss the meaning of the opening quote, "Many receive advice; only the wise profit from it."
We generally think of feedback coming from another person. However, there are at least two other sources. What are they and how do they work?
Discuss the effectiveness of this performance feedback: "Mary, your work is outstanding! Keep it up and you may get that promotion sooner than you think!"
If empowerment is so effective, why don't we see more of it in the workplace?
Some faculty offer their students the opportunity to suggest changes to the syllabus—in terms of assignments, point value, due dates, etc. Rarely do students take up this offer. How could you explain this?
Some people use the terms empowerment and delegation interchangeably. Are these terms synonymous?
Thanks to a recent pay raise, you now have enough funds to pay for a housecleaner every other week. You are therefore in a position to delegate this dreadful cleaning task to someone else. What steps would you take to ensure you get what you want (and pay for)?
How does project management help organizations and individuals do more with less?
Why is it important to determine project stakeholders as well as project participants?
What are some reasons projects veer off schedule? Discuss ways to deal with these reasons.
Let's say you and project team are three months into an eight-month project and you realize that you're already 2.5 weeks behind schedule and 15% over budget. What would you do?
Many people have blamed the global financial crisis of 2008-2009 on a single value or motive, namely greed. How would you define greed? How common do you think true greed is in the general population? Do you think it is more common on, say, Wall Street, than in the general population?
As a class exercise, write a brief account of any unethical or ethically questionable experience you have witnessed in a work context. Read and discuss the examples in class, keeping the authors anonymous. Consider how the organization allowed or encouraged such behavior and what might have been
Can such character traits as honesty, loyalty, trustworthiness, compassion, and humility be taught? Do people learn to be selfish, greedy, and aggressive, or do these traits come naturally?
Some political philosophers understand the ethical foundations of legislatures to be utilitarian, while the ethical foundation of the judiciary is rights-based (deontological). How would you explain this distinction?
Do people have a right to do whatever they want? If not, in what sense can people have a right to liberty or personal freedom?
One element that surely impacts a firm’s culture is its employee population. While a corporate culture can shape an employee’s attitudes and habits, it will do so more easily if people who have already developed those attitudes and habits are hired in the first place. How would you develop a
Wasta is the term used in the United Arab Emirates (UAE) for favoritism. In the UAE, it is a highly valued element of the culture. In fact, while nepotism might be kept under wraps or discussed in hushed tones in an American firm, Wasta is more likely to be worn on one’s sleeve among UAE
Make a list of the five products on which you have spent the most money over the past three years. Using the Internet, find corporate sustainability reports for the companies that produced those products or that had some responsibility in their production. Are you able to find a sustainability
Maya confides in her friend and colleague, Alicia, “My husband Gene is very sick. I haven’t shared this with anyone else at work because I didn’t want them to think I couldn’t manage my responsibilities. He was diagnosed last year with progressive Parkinson’s and I thought it would move
Review the discussion above regarding global labor challenges. Choose a specific issue, such as child labor or sweatshop labor. Go online and find a news story about a particular company accused of employing child labor or sweatshop labor. How did the company involved defend itself against the
As a result of rising health-care costs and the challenge to contain them, companies are trying to encourage employees to take better care of themselves, and some are even penalizing employees if they do not. Wal-Mart Inc. has announced that, starting in 2012, free smoking cessation programs will
You would very much like to better represent the community in which you do business and you believe a diverse workforce has significant business benefits. You therefore decide to institute a program that will increase the numbers of minorities and women in professional positions as soon as
Scholars have made strong arguments for required representation on boards by stakeholders beyond stockholders such as employees, community members, and others, depending on the industry. What might be some of the benefits and costs of such a process?
How can the field of organizational behavior contribute to both the effective functioning of organizations and to the well-being of individuals? Are these goals inconsistent? Why or why not?
What is the “contingency approach” and why is it so popular in the field of OB today?
Explain how the field of organizational behavior stands to benefit by taking a global perspective. What would you say are the major challenges associated with such a perspective?
How has the growing quest for quality products and services affected your own work?
Think about a person with whom you may have worked who happens to be very different from you, such as someone of the opposite sex who also is a member of a different racial group and/or from a different country. In what ways was this experience challenging for you? In what ways did these
How have your own life and the lives of your family members changed because of flexible new working arrangements that have become popular in recent years?
The practice of engineering is constantly evolving, but the basic rules of physics on which it rests remain relatively unchanged. Do you think the same relationship exists between technology and OB? In other words, do the things that have made organizations and individuals successful in
Although many employees enjoy the flexibility of working lots of part-time jobs or working for a series of employers on a temporary basis, it comes at a cost: Such employees often make low wages, have little security, and cannot count on having fringe benefits. How do you think this trend affects
1. If you ever have worked in a cubicle, what did you like or dislike about it? If not, what do you think you would like or dislike about it?2. What does the use of cubicles and people’s reactions to them suggest about the nature of people in organizations? Also, what are the implications of
What is organizational justice, and how are its four different types different from one another?
What specific things can managers do to help promote perceptions of fairness in their organizations?
What is the difference between ethics and moral values, and why should managers be concerned about promoting ethical behavior?
What special ethical challenges are created by doing business internationally?
What are the components of an ethics program, and how effective are such programs at promoting ethical behavior?
What is meant by corporate social responsibility, and why should organizations be concerned about being socially responsible?
The people in a company believe that they are being unfairly treated. What forms might this take? Why is this problematic? What can be done to overcome this situation?
The people in your company are behaving unethically, making you feel uncomfortable. What might be responsible for this situation, and what might be done to overcome it?
A company desires to become more socially responsible. What particular things might it do to achieve this objective, and what benefits might be expected to result from these actions?
What is social perception and how is it applicable to the field of OB?
How do people come to make judgments about what others are like (known as the attribution process)?
In what ways is the attribution process biased, and what can be done about it?
How do operant conditioning and observational learning operate in the workplace?
What are the fundamental principles of learning, and how are they involved in organizations?
What should be done to ensure that efforts to punish employees are as effective as possible?
The attribution process is inherently inaccurate and subject to bias. In view of this, what chance do you think managers have of making accurate assessments of their subordinates’ job performance? What could be done to combat these limitations, thereby making these important assessments more
E-learning is very popular today. What specific advice would you give anyone launching a corporate e-learning program who wants to make it as effective as possible? Do you think e-learning can ever be as effective as in-person training? In what ways might it be even more effective than in-person
1. How, specifically, is the process of attribution illustrated in this case? 2. What do you suppose is being done to help train people to be friendlier toward customers? In other words, what would you imagine goes on in Safeway’s “Smile School”?
Why might two individuals whose personalities are very similar behave differently in a given situation?
What is the difference between being in a good mood and having the characteristic of positive affectivity?
Suppose you are considering jobs with two different companies. Would your perceptions of the “personalities” of those companies affect your decision? Should it?
How does having low self-efficacy interfere with task performance?
Would you prefer to hire employees who are high in learning goal orientation or performance goal orientation? Why?
Why are social skills so beneficial to many different kinds of careers?

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Behavior in Organizations 10th edition Jerald Greenberg - Solutions

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