Chapter 10

Question 1

Within “steps to getting organized” describe the three options to deciding the next action

Answer 1

1) Do it - something can be done in less than two minutes, do it now
2) Delegate it - Ask yourself if you’re the right person to handle a task
3) Defer it - something will take longer than two minutes but cannot be delegated to someone else, you’ll have to defer it

Question 2

Difference with Type A and Type B behavior

Answer 2

Type A - includes extreme competitiveness, impatience,
aggressiveness, and devotion to work
Type B - experience less conflict with other people
and a more balanced, relaxed lifestyle

Question 3

Define and understand the perception process. See exhibit 10.3

Answer 3

1) Observe - viewing info via senses
2) Screen - screening info and selecting what to process
3) Organize - categorize data into patterns for interpretation and response

Question 4

Know and understand the Big Five Personality factors.

Answer 4

Extroversion - degree to which a person is outgoing, sociable, assertive
Agreeableness - degree to which a person is able to get along with others
Conscientiousness - degree to which a person is focused on a few goals, thus behaving in ways that are responsible, dependable
Emotional stability - degree to which a person is calm, enthusiastic, and self-confident
Openness to experience - degree to which a person has a broad range of interests and is imaginative, creative

Question 5

Define and understand Machiavellianis

Answer 5

characterized by the acquisition of power and the manipulation of other people for purely personal gain

Question 6

locus of control

Answer 6

refers to how people perceive the cause of life events—whether they place the primary responsibility within
themselves (internal) or on outside forces
(external)

Question 7

relationship management

Answer 7

ability to connect to others, build positive relationships, respond to the emotions of others, and influence others

Question 8

emotional stability

Answer 8

• one of the big 5 personality traits
• being secure and even-tempered, in control of their emotions

Question 9

self-serving bias

Answer 9

People tend to overestimate the contribution of internal
factors to their successes and overestimate
the contribution of external factors to their
failures