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UGBA 105 Midterm Questions With 100% Correct Answers.
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  • UGBA 105

1. What do networks affect? (lecture/section) - ️️Getting a job Promotions Salary and bonus Managerial effectiveness Innovation and knowledge transfer Learning and developmental opportunities Key career transitions Quality of work life General health and wellbeing 2. What was the main ...

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  • October 30, 2024
  • 6
  • 2024/2025
  • Exam (elaborations)
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  • ugba 105

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UGBA 105 Midterm
1. What do networks affect? (lecture/section) - ✔️✔️Getting a job
Promotions
Salary and bonus
Managerial effectiveness
Innovation and knowledge transfer
Learning and developmental opportunities
Key career transitions
Quality of work life
General health and wellbeing


2. What was the main point of the Heidi Roizen case? (lecture/section/case) - ✔️✔️Use
your "strong ties" to help break into new circles
Ask for referrals, introductions
Create links across sectors of your network by making referrals
If you must, "cold call"
Ask for simple favors to initiate a relationship
Be prepared, do your homework
Do the "trite stuff"—write thank-you notes, forward clippings, use a system, follow-up
Help others develop their networks
Target high pay-off, non-redundant contacts in a few chosen fields
Use projects & assignments strategically
Invest in extra-curricular activities
Create your own community of interest
Favor "active" rather than "passive" networking opportunities
Recognize you will have to "waste time"
Consider what you have to do/love to do, makes you unique


3. What is intuition from a scientific perspective (lecture/section) - ✔️✔️Unconscious
pattern detection


5. How does diversity lead to better group decision making? (i.e., the process through
which diversity leads to better decision processes—what is it?) (lecture/section) -
✔️✔️Homophily- We usually hangout with people that are like us
"Birds of a feather tend to flock together"
Diversity is good because there's more efficient access to a breadth of info, more
exposure to varying processes, solutions, and people's opinions.
Diversity (inherent and acquired) increases creativity, innovation, rational decision
making, and increases sales revenue and profits, as well as increases the number of
customers

, Good conflict - leads to appropriate cycles of debate and closure
No premature consensus - no group think

6. What are the 2 types of diversity—definition and examples (lecture/section) -
✔️✔️Inherent diversity - you're born with (race, demographic, sex)
Acquired diversity - you acquire it (major, profession, personality)

7. Know everything about negotiation
a. Tradeoff between a focus on the relationship vs. the deal (lecture/section) -
✔️✔️When negotiating, you can focus on relationships, interaction, deal. You should
invest in good relationships.
Establish rapport (relationships matter), prepare and know your BATNA(best alternative
to negotiated agreement), anchor (zone), focus on interests vs. positions (not zero-
sum), and use bundles.
A successful negotiation is one in which everyone wins (or feel like they due), it
preserves relationships

7. b. What is the myth of the fixed pie? (lecture/section) - ✔️✔️When you think that it's
a zero sum game (that each incremental win for me is an incremental lost for you),
when in reality there are certain mutually beneficial opportunities (ex: the liability in the
negotiation)

7.c. What is the parable of the lemon? (lecture/section) - ✔️✔️The parable of the lemon
is the story about two sisters negotiating over who should get the one lemon that they
have. One sister wanted to make lemonade and one sister wanted to make a lemon pie.
After a while they realized that they could both use the lemon, because the sister
wanting to make a pie just needed the lemon zest while the other sister needed the
lemon juice. This is a metaphor for win-win negotiations where we are able to expand
the pie so that both parties are able to get what they want.

7d. How can the gender difference in negotiation be minimized? (lecture/section) -
✔️✔️Women can bridge the gender gap in negotiations by pretending to negotiate on
behalf of someone else. Ex. behalf of your team, or pretend someone hired you to
negotiate for them.
You miss 100% of the shots you don't take - don't be afraid to ask for a raise

7. e. What is focusing on positions vs. interests and how does each lead to a potentially
different outcome? (lecture/section) - ✔️✔️Focusing on only a position typically leads
to the illusion that a person is unwilling to change their offer/objective/stance because of
the "deal" aspect of negotiating, while focusing on the interests (underlying
desires/needs that give rise to positions and motivate the negotiation) of both parties
leads to a better deal because of the understanding between both negotiators' position.
This is very effective for integrative bargaining.

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