Robert Is an Operating Manager for a Large Organization

question 15

Multiple Choice

Robert is an operating manager for a large organization.Robert's organization will be engaging in a joint venture.He has been assigned the responsibility of overseeing his firm's participation in the joint venture.As such,Robert's supervisor has asked him to participate in the negotiation process.Even if Robert is not familiar with the negotiations,his presence at this stage is essential to

• A) ensure that the definition and understanding of the alliance's goals are clear and consistent
• B) give the joint venture partner an opportunity to accept or reject Robert's leadership of his firm's participation in the partnership.
• C) communicate Robert's extensive familiarity with his own firm to the joint venture partner.
• D) make him feel important and test his capacity to operate in a stressful situation.

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Definitions:

Justification of Effort

The tendency for individuals to attribute a greater value to an outcome they had to put effort into achieving or acquiring.

Affect Heuristic

The tendency to consult one’s emotions instead of estimating probabilities objectively.

Estimating Probabilities

The process of determining the likelihood of a given outcome or event occurring.

Emotions

Complex psychological states that involve three distinct components: a subjective experience, a physiological response, and a behavioral or expressive response.