What is bargaining?

A negotiation process in which parties try to reach an agreement.

What is distributive bargaining?

Negotiation over a fixed amount of resources where one side's gain is the other's loss.

What is integrative bargaining?

Negotiation in which parties seek a solution that benefits everyone.

What is framing in negotiation?

How information or an issue is presented to influence how people understand it.

What is BATNA?

Best Alternative to a Negotiated Agreement; the best option if no agreement is reached.

What is a resistance point?

The least favorable outcome a negotiator is willing to accept.

What is a target point?

The outcome a negotiator hopes to achieve.

What is an opening bid?

The initial offer made during a negotiation.

What is a bargaining range?

The overlap between the parties' acceptable outcomes.

What is an exploding offer?

An offer that expires quickly, pressuring the other party to decide.

What is the bargaining process?

Preparation, exchanging information, bargaining, and reaching an agreement.

What is the goal of integrative bargaining?

Find shared interests and create value for both sides.

What is rational decision-making?

Using a logical, systematic process to identify and evaluate alternatives.

What is nonrational decision-making?

Making decisions when information, time, or cognitive ability is limited.

What is a programmed decision?

A routine decision handled using established rules or procedures.

What is a nonprogrammed decision?

A unique, unfamiliar decision requiring a new solution.

What is proactive decision-making?

Making decisions in anticipation of a problem or opportunity.

What is reactive decision-making?

Making decisions in response to an existing problem.

What is intuitive decision-making?

Making a decision using experience, instincts, or judgment.

What is systematic decision-making?

Making a decision through deliberate analysis and structured steps.

What is the first step in decision-making?

Recognize or identify the problem or opportunity.

What is the final step in decision-making?

Evaluate the results of the decision.

What is predictive analytics?

Using data and statistical techniques to predict likely future outcomes.

What is tolerance for ambiguity?

How comfortable a person is with uncertainty and unclear information.

What is the directive decision-making style?

Fast, efficient decisions using limited information and a preference for structure.

What is the analytical decision-making style?

Careful evaluation of detailed information and multiple alternatives.

What is the conceptual decision-making style?

A big-picture approach that considers creativity and long-term possibilities.

What is the behavioral decision-making style?

A people-oriented approach that emphasizes relationships and input from others.

What is overconfidence bias?

Overestimating the accuracy of your knowledge or judgment.

What is confirmation bias?

Seeking or favoring information that supports existing beliefs.

What is recency bias?

Giving too much weight to the most recently encountered information.

What is anchoring bias?

Relying too heavily on the first information received.

What is availability bias?

Judging likelihood based on how easily examples come to mind.

What is sunk-cost bias?

Continuing an action because of past investments that cannot be recovered.

What is satisficing?

Choosing an option that is good enough rather than searching for the best possible option.

What is organizational culture?

Shared values, beliefs, assumptions, and norms within an organization.

What is clan culture?

A collaborative, family-like culture emphasizing teamwork and employee involvement.

What is adhocracy culture?

An innovative, flexible culture that encourages creativity and risk-taking.

What is market culture?

A competitive, results-oriented culture focused on goals and performance.

What is hierarchy culture?

A structured culture emphasizing rules, procedures, and stability.

What is span of control?

The number of employees who report directly to one manager.

What is centralization?

Concentrating decision-making authority at higher organizational levels.

What is decentralization?

Distributing decision-making authority to lower organizational levels.

What is division of labor?

Breaking work into specialized tasks assigned to different people.

What is organizational hierarchy?

The formal levels of authority within an organization.

What is delegation?

Assigning responsibility and authority for tasks to another person.

What is functional departmentalization?

Grouping employees by function, such as marketing, finance, or HR.

What is geographic departmentalization?

Grouping activities according to location or region.

What is product departmentalization?

Grouping activities according to products or product lines.

What is process departmentalization?

Grouping activities according to stages of a workflow or production process.

What is customer departmentalization?

Grouping activities according to the types of customers served.

What is a matrix structure?

An organizational structure in which employees may report to two managers.

What is a hollow organizational structure?

A structure that outsources many activities to external organizations.

What does FLSA stand for?

Fair Labor Standards Act.

What does Title VII prohibit?

Employment discrimination based on protected characteristics, including race, color, religion, sex, and national origin.

What is internal recruiting?

Filling a position with someone already employed by the organization.

What is external recruiting?

Seeking job candidates from outside the organization.

What is a boomerang employee?

A former employee who returns to work for the same organization.

What is an employee referral?

A job candidate recommended by a current employee.

What is an ability test?

A test measuring a candidate's capacity to perform certain tasks.

What is a performance or skills test?

A test measuring how well a candidate can perform specific job-related tasks.

What is a personality test?

An assessment of personality traits relevant to behavior or work.

What is an integrity test?

An assessment designed to evaluate honesty and attitudes toward misconduct.

What is a background check?

A review of relevant information about a candidate's history.

What is reliability in employee testing?

The consistency of a test's results.

What is validity in employee testing?

The extent to which a test measures what it is intended to measure.

What is an objective performance appraisal?

An evaluation based on measurable, verifiable performance data.

What is a subjective performance appraisal?

An evaluation based partly on a person's judgment or opinion.

What is BARS?

Behaviorally Anchored Rating Scales; a rating method using specific job behaviors.

What is employment at will?

A general employment arrangement allowing either party to end employment, subject to legal exceptions.

What is a union shop?

A workplace arrangement in which employees may be required to join the union after being hired, subject to applicable law.

What is a right-to-work law?

A law prohibiting requirements to join or financially support a union as a condition of employment.

What is organizational change?

A shift in an organization's people, structure, technology, or processes.

What is Lewin's three-step change model?

Unfreezing, changing, and refreezing.

What is unfreezing?

Preparing people to accept that change is necessary.

What is changing?

Implementing new behaviors, processes, or ways of working.

What is refreezing?

Reinforcing new practices so they become established.

What is adaptive change?

A relatively familiar change involving a limited adjustment.

What is innovative change?

A change that is less familiar and requires greater adjustment.

What is radically innovative change?

A major, unfamiliar change that requires substantial adaptation.

What is proactive organizational change?

Change initiated in anticipation of future needs or opportunities.

What is reactive organizational change?

Change made in response to an existing problem or external event.

Why do employees resist change?

Fear of uncertainty, habit, loss of control, or concern about personal consequences.

How can managers reduce resistance to change?

Communicate clearly, involve employees, provide support, and address concerns.

What is organizational development (OD)?

A planned effort to improve organizational effectiveness and employee well-being.

What are the main OD steps?

Diagnosis, feedback, intervention, and evaluation.

What is product innovation?

Creating or significantly improving a product or service.

What is process innovation?

Improving how a product or service is created or delivered.

What are the Big Five personality traits?

Openness, conscientiousness, extraversion, agreeableness, and emotional stability.

Which Big Five trait best predicts job performance broadly?

Conscientiousness.

What is self-efficacy?

Belief in your ability to successfully perform a task.

What is self-esteem?

A person's overall evaluation of their own worth.

What is locus of control?

Belief about whether outcomes are influenced mainly by personal actions or outside forces.

What is an internal locus of control?

Belief that personal actions and choices strongly influence outcomes.

What is an external locus of control?

Belief that outcomes are largely influenced by luck, fate, or outside forces.

What are the three components of an attitude?

Affective (feelings), cognitive (beliefs), and behavioral (actions or intentions).

What is stereotyping?

Making assumptions about someone based on their group membership.

What is selective perception?

Noticing or interpreting information in ways influenced by existing beliefs or expectations.

What is the halo effect?

Allowing one positive characteristic to influence overall judgment of a person.

What is fundamental attribution error?

Overemphasizing personal traits and underestimating situational factors when explaining others' behavior.

What is self-serving bias?

Attributing success to personal qualities and failure to external circumstances.

What are hygiene factors in Herzberg's theory?

Factors such as pay, policies, supervision, and working conditions that prevent dissatisfaction.

What are motivators in Herzberg's theory?

Factors such as achievement, recognition, responsibility, and growth that promote satisfaction.

What is equity theory?

The idea that people compare their input-outcome ratios with those of others.

What is expectancy theory?

Motivation depends on expected performance, expected rewards, and how much those rewards are valued.

What is expectancy in expectancy theory?

Belief that effort can lead to successful performance.

What is instrumentality in expectancy theory?

Belief that successful performance will lead to a particular outcome or reward.

What is valence in expectancy theory?

How much a person values a potential reward.

What is the Job Characteristics Model?

A model linking job design to motivation through five core job characteristics.

What are the five core job characteristics?

Skill variety, task identity, task significance, autonomy, and feedback.

What is skill variety?

The extent to which a job uses different skills and abilities.

What is task identity?

The extent to which a job involves completing a whole, identifiable piece of work.

What is task significance?

The extent to which a job affects other people or society.

What is autonomy?

The freedom and discretion a person has in performing their work.

What is feedback in job design?

Information about how effectively a person is performing a job.

What is positive reinforcement?

Providing a desirable consequence to increase a behavior.

What is negative reinforcement?

Removing an unpleasant condition to increase a behavior.

What is punishment?

Applying a consequence to reduce an unwanted behavior.

What is extinction?

Withholding reinforcement so a previously reinforced behavior decreases.