MANA 30153 Final Exam – Key Content Areas to Study

Chapter 2: Diversity and Culture

• Similarity Attraction Phenomenon: Tendency to be more attracted to similar individuals.
• Fault Lines: Attributes along which a group falls into subgroups.
• Glass Ceiling/Cliff: Inequalities involving women; men are more likely to reach top levels. Women often promoted to leadership in struggling firms.
• Hofstede’s Cultural Framework: Six cultural dimensions:
  • Power distance
  • Individualism vs. collectivism
  • Masculinity vs. femininity
  • Uncertainty avoidance
  • Long-term vs. short-term orientation
  • Indulgence vs. restraint

Chapter 10: Conflict and Negotiation

Types of Conflict

• Intrapersonal: Within an individual.
• Interpersonal: Between individuals.
• Intragroup: Within a team or group.
• Intergroup: Between groups.

Conflict Management Styles

• Avoidance: Uncooperative, unassertive.
• Accommodation: Cooperative, unassertive.
• Compromise: Middle-ground.
• Competition: Focus on winning.
• Collaboration: Assertive and cooperative.

Outcomes of Conflict

• Positive: Broader ideas, increased creativity, clarification.
• Negative: Stress, reduced productivity, mistrust.

Phases of Negotiation

1. Investigation: Gather necessary information.
2. Determine BATNA: Best Alternative to a Negotiated Agreement.
3. Presentation: Support your position.
4. Bargaining: Discuss goals and agree.
5. Closure: Agreement or walk away.

Negotiation Essentials

• BATNA: What you will do if not reaching agreement.
• Reservation point: Worst deal you will accept.
• Zone of Agreement (ZOA): Overlapping reservation points.
• Target (Aspiration): Desired outcome.

Approaches to Negotiation

• Distributive: Fixed-pie division.
• Integrative: Integrate goals.

Third Party Solutions

• Alternative Dispute Resolution (ADR): Resolve conflicts outside formal trials.
• Mediation: Facilitated agreement, no final decision.
• Arbitration: Binding decision by arbitrator.
• Arbitration-Mediation: Use of sealed decision after mediation.

Chapter 11: Decision Making

Levels of Decisions

• Strategic: Set organization direction.
• Tactical: Implement strategies.
• Operational: Day-to-day operations.

Types of Decisions

• Strategic: By top management.
• Tactical: By department heads.
• Operational: By individual employees.

Decision Making Models

• Rational Model: Step-by-step logical decision making.
• Bounded Rationality: Satisficing - first acceptable option.
• Intuitive: Based on patterns and experience.

Creativity in Decision Making

• Five Steps: Problem recognition, immersion, incubation, illumination, verification.

Brainstorming

• Encourages creative ideas and collaboration.

Nominal Group Technique

• Individual and group brainstorming, discussing, and voting.

Chapter 13: Influence and Networking

Influence Tactics

• Rational Persuasion: Logic and data.
• Inspirational Appeals: Values and emotions.
• Consultation: Involving others.
• Ingratiation: Flattery.
• Personal Appeal: Personal relationships.
• Exchange: Offering favors.
• Coalition: Group pressure.
• Pressure: Demands and threats.

Directions of Influence

• Upward: Influence superiors.
• Downward: Influence subordinates.

Network Ties and Roles

• Central Connectors: Most connections.
• Boundary Spanners: Connect networks.
• Peripheral Specialists: Specialized expertise.

Chapter 15: Organizational Culture

Culture Creation and Maintenance

• Founder’s Values: Initial culture tie.
• Industry Demand: Creates similarities across cultures.

Organizational Culture Profiles

• Innovative: Flexible and creative.
• Aggressive: Competitive.
• Outcome-Oriented: Achievement-focused.
• Stable: Rule-oriented.
• People-Oriented: Fair and supportive.
• Team-Oriented: Collaborative.
• Detail-Oriented: Attention to detail.
• Service Culture: High-quality service focus.
• Safety Culture: Emphasizing safety norms.

Steps to Culture Change

1. Creating urgency: Necessity of change.
2. Changes at the Top: Leadership changes.
3. Role Modeling: Behavioral examples by leaders.
4. Training: Teaching new norms.
5. Rewards: Reinforcing new values.
6. Symbols and Stories: New rituals and symbols for change.