MO Final Exam Review
3 approaches for handling conflict - correct answer-1. Power: ability to get someone to do
something he/she wouldn't otherwise do - usually imposing costs on other party, use threat
of coercion or intimidation, future oriented (force, war, strike)
2. Rights: independent of perceived legitimacy or fairness - "I deserve this", past oriented;
blame focused
3. Interests: needs, desires, concerns- reconcile differing interests in a way that addresses
needs, present oriented, negotiation, meditation focus
4 Components of Big Data - correct answer-1. Volume- massive quantities of info
2. Variety- diverse in type and structure
3. Velocity- rapidly generated
4. Veracity- data quality is not guaranteed
6 principles of persuasion (Cialdini) - correct answer-1. Liking
2. Reciprocity
3. Social Proof
4. Consistency
5. Authority
6. Scarcity
A New Prescription of Power - correct answer-instead of controlling others' actions via
reward and punishment, it is more effective to cultivate and leverage other forms of influence
power exercised by:
-understanding the context and those you want to influence to mobilize passion
-tending to relationships such as by engaging in reciprocity and inviting others to co-create
solutions
-adapting continually to the changing situational and relationship landscape with a learning
and experimenting mindset
A well-positioned / high potential salesperson - correct answer-low closeness score
Agentic Shift - correct answer-when told responsibility is on the experimenter
Assessing context of power - correct answer--departments can gain power by successfully
dealing with the org's key problems
-diagnosing the powerful departments of key execs provides clues
-powerful department and powerful sub-units influence corporate strat
Authority - correct answer--people defer to experts
-we are socialized to respect and obey authority figures
, tactics: exposing expertise, highlight your most relevant and convincing credentials
BATNA - correct answer-best alternative to a negotiated agreement
-know yours and try to understand theirs
Benefit of sparse network - correct answer--structural holes are opportunities
information benefit + control benefit
Benefits of Social Capital - correct answer-access: receiving valuable info and knowing who
can use it
diversity: knowing diff types of info
timing: knowing important info before competitors
referrals: getting your name to the right people at the right time
-must maintain social capital
-not exclusively yours (relational)
-add value- think reciprocity and content of ties
Benefits of Ties - correct answer-Strong: trust, emotional support, promotes cohesion
Weak: diverse info, diverse talent, shorter path lengths
betweenness centrality - correct answer-how often am i on the shortest path between every
other node?
Big Data - correct answer-extremely large data sets that may be analyzed computationally to
reveal patterns, trends, and associations, especially relating to human behavior and
interactions
black swan theory - correct answer-1. disproportionate role of importance (outlier)
2. probability is noncompetable (large impact)
3. psychological biases (our human nature wants to make sense of it)
Brokerage vs. Closure - correct answer-brokerage = connecting clusters
closure = building trust within a cluster
Capital - correct answer-resource that enables people and orgs t create value, get things
done, and achieve goals
Centrality - correct answer-1. degree = how many people am i tied to?
2. betweenness: how often am i on the shortest path ("geodesic") between 2 other people?
3. closeness: how easily can I reach every other actor in the system?
4. eigenvector: how well-connected are those i'm connected to?
3 approaches for handling conflict - correct answer-1. Power: ability to get someone to do
something he/she wouldn't otherwise do - usually imposing costs on other party, use threat
of coercion or intimidation, future oriented (force, war, strike)
2. Rights: independent of perceived legitimacy or fairness - "I deserve this", past oriented;
blame focused
3. Interests: needs, desires, concerns- reconcile differing interests in a way that addresses
needs, present oriented, negotiation, meditation focus
4 Components of Big Data - correct answer-1. Volume- massive quantities of info
2. Variety- diverse in type and structure
3. Velocity- rapidly generated
4. Veracity- data quality is not guaranteed
6 principles of persuasion (Cialdini) - correct answer-1. Liking
2. Reciprocity
3. Social Proof
4. Consistency
5. Authority
6. Scarcity
A New Prescription of Power - correct answer-instead of controlling others' actions via
reward and punishment, it is more effective to cultivate and leverage other forms of influence
power exercised by:
-understanding the context and those you want to influence to mobilize passion
-tending to relationships such as by engaging in reciprocity and inviting others to co-create
solutions
-adapting continually to the changing situational and relationship landscape with a learning
and experimenting mindset
A well-positioned / high potential salesperson - correct answer-low closeness score
Agentic Shift - correct answer-when told responsibility is on the experimenter
Assessing context of power - correct answer--departments can gain power by successfully
dealing with the org's key problems
-diagnosing the powerful departments of key execs provides clues
-powerful department and powerful sub-units influence corporate strat
Authority - correct answer--people defer to experts
-we are socialized to respect and obey authority figures
, tactics: exposing expertise, highlight your most relevant and convincing credentials
BATNA - correct answer-best alternative to a negotiated agreement
-know yours and try to understand theirs
Benefit of sparse network - correct answer--structural holes are opportunities
information benefit + control benefit
Benefits of Social Capital - correct answer-access: receiving valuable info and knowing who
can use it
diversity: knowing diff types of info
timing: knowing important info before competitors
referrals: getting your name to the right people at the right time
-must maintain social capital
-not exclusively yours (relational)
-add value- think reciprocity and content of ties
Benefits of Ties - correct answer-Strong: trust, emotional support, promotes cohesion
Weak: diverse info, diverse talent, shorter path lengths
betweenness centrality - correct answer-how often am i on the shortest path between every
other node?
Big Data - correct answer-extremely large data sets that may be analyzed computationally to
reveal patterns, trends, and associations, especially relating to human behavior and
interactions
black swan theory - correct answer-1. disproportionate role of importance (outlier)
2. probability is noncompetable (large impact)
3. psychological biases (our human nature wants to make sense of it)
Brokerage vs. Closure - correct answer-brokerage = connecting clusters
closure = building trust within a cluster
Capital - correct answer-resource that enables people and orgs t create value, get things
done, and achieve goals
Centrality - correct answer-1. degree = how many people am i tied to?
2. betweenness: how often am i on the shortest path ("geodesic") between 2 other people?
3. closeness: how easily can I reach every other actor in the system?
4. eigenvector: how well-connected are those i'm connected to?
