Question 1

Describe the various stages in the negotiation process.

Accepted Answer

The negotiating process typically goes t...

Question 2

Involving the use of problem solving and mutual respect to achieve an outcome that's satisfying for both parties, ________ is aimed at accomplishing a win-win scenario.

Accepted Answer

A)   exchanging information
B)   distributive bargaining
C)   integrative bargaining
D)   substitutability
E)   negotiation

Question 3

A competing style of conflict resolution should be used

Accepted Answer

A)   upon realizing that an alternative is better.
B)   when you believe you are right and there is no middle-ground.
C)   if the issue is not as important as others from a timing perspective.
D)   when arriving at a solution will cause more strife than a solution is worth.
E)   in order to show that you are reasonable and to build up credit with others.

Question 4

When a person has control over punishments in an organization, they possess ________ power.

Accepted Answer

A)   expert
B)   reward
C)   referent
D)   personal
E)   coercive

Question 5

________ is the use of power and influence to direct the activities of followers toward goal achievement.

Accepted Answer

A)   Inspirational appeal
B)   Rational persuasion
C)   Ingratiation
D)   Leadership
E)   Influence

Question 6

Coercive power operates primarily on the principle of

Accepted Answer

A)   agreement.
B)   reward.
C)   hope.
D)   fear.
E)   hate.

Question 7

High levels of organizational politics have been shown to be beneficial to company performance as a whole.

Accepted Answer

A) True 
 B)False

Question 8

Discuss when and how to use each style of conflict resolution, and give examples.

Accepted Answer

Student examples will vary but should de...

Question 9

The personal forms of power are more strongly related to organizational commitment and job performance than are the organizational forms.

Accepted Answer

A) True 
 B)False

Question 10

Identify and discuss the most effective types of influence tactics, as well as the best ways to use each.

Accepted Answer

The four most effective types of influen...

Question 11

The up-and-coming presidential candidate has an ability to make voters feel that they are helping decide the future. One of his slogans is "Come shape tomorrow with me," a message he has driven home at town hall meetings across the country. Often he invites "ordinary Americans" from the audience to come down front and share their concerns with him-concerns which he then fits into his platform. The candidate is adept at using the influence tactic known as

Accepted Answer

A)   rational persuasion.
B)   collaboration.
C)   consultation.
D)   ingratiation.
E)   exchange.

Question 12

Two styles of conflict resolution likely to result in negative feelings toward the leader are

Accepted Answer

A)   competing and avoiding.
B)   compromise and avoiding.
C)   competing and compromise.
D)   competing and accommodating.
E)   compromise and accommodating.

Question 13

The first-and arguably most important-step of the negotiation process is

Accepted Answer

A)   adjourning.
B)   bargaining.
C)   preparation.
D)   setting goals.
E)   exchanging information.

Question 14

A suggested guideline for using expert power is to

Accepted Answer

A)   be consistent, thoughtful, and honest about requests.
B)   make sure you describe the purpose of your request.
C)   be clear on exactly what you are offering a reward for.
D)   do things for others even when you are not required to do so.
E)   make sure the punishment fits the nature of the lack of compliance.

Question 15

By virtue of being vice president in charge of operations at Standard Plastics, Inc., Tom has ________ power.

Accepted Answer

A)   collaborative
B)   substitutable
C)   diplomatic
D)   legitimate
E)   referent

Question 16

A brilliant designer of computer programs, Darren has often been compared to the late Apple Computers cofounder Steve Jobs not only because of his abilities in the digital realm, but also his charisma. Like Jobs, he is not a lone techie writing code in a windowless room; he serves in an executive role at DiaTech, the company he and his partners founded. But now he has a problem: there is a special project for which he needs the help of a few key subordinates. They will need to work extra hours, and because of the top-secret nature of his new design, they will need to keep the nature of their work to themselves. The best way for Darren to get these employees on board for the project is to tell each one of them that

Accepted Answer

A)   working on this project may give them an opportunity to learn about the skills that helped create the company.
B)   as the founder and one of the leading executives in the company, he has the power to demand their compliance.
C)   they will get extra pay above their ordinary salary, as well as a strong recommendation for advancement in the company.
D)   after the project is over, he will take them to lunch and give them a one-hour career planning and question and answer session.
E)   he does, after all, have the power and the means to make life very difficult for them if they do not offer him their absolute loyalty.

Question 17

The best alternative to a negotiated agreement (BATNA)  is part of the ________ step of negotiation.

Accepted Answer

A)   bargaining
B)   preparation
C)   goal-setting
D)   deal-making
E)   information-exchanging

Question 18

Recent research shows that individuals most likely to choose constructive forms of conflict management score high in terms of

Accepted Answer

A)   annual earnings.
B)   corporate ranking.
C)   emotional intelligence.
D)   sheet intellectual capacity.
E)   proven leadership capabilities.

Question 19

It is impossible for a person to possess all of the forms of power at the same time.

Accepted Answer

A) True 
 B)False

Question 20

In a conflict situation, Pat attempts to get his needs met without any concern for the needs of the other party. He utilizes ________, a conflict resolution style.

Accepted Answer

A)   avoiding
B)   competing
C)   compromise
D)   collaboration
E)   accommodating

Exam 13: Leadership: Power and Negotiation

Correct Answer
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Correct Answer
verified

When a person has control over punishments in an organization, they possess ________ power.

Correct Answer
verified

Involving the use of problem solving and mutual respect to achieve an outcome that's satisfying for both parties, ________ is aimed at accomplishing a win-win scenario.

Correct Answer
verified

Recent research shows that individuals most likely to choose constructive forms of conflict management score high in terms of

Correct Answer
verified

In a conflict situation, Pat attempts to get his needs met without any concern for the needs of the other party. He utilizes ________, a conflict resolution style.

Correct Answer
verified

Describe the various stages in the negotiation process.

Correct Answer
verified
The negotiating process typically goes t...
View Answer

The best alternative to a negotiated agreement (BATNA) is part of the ________ step of negotiation.

Correct Answer
verified

High levels of organizational politics have been shown to be beneficial to company performance as a whole.

Correct Answer
verified

________ is the use of power and influence to direct the activities of followers toward goal achievement.

Correct Answer
verified

Identify and discuss the most effective types of influence tactics, as well as the best ways to use each.

Correct Answer
verified
The four most effective types of influen...
View Answer

By virtue of being vice president in charge of operations at Standard Plastics, Inc., Tom has ________ power.

Correct Answer
verified

The first-and arguably most important-step of the negotiation process is

Correct Answer
verified

A competing style of conflict resolution should be used

Correct Answer
verified

Coercive power operates primarily on the principle of

Correct Answer
verified

It is impossible for a person to possess all of the forms of power at the same time.

Correct Answer
verified

The personal forms of power are more strongly related to organizational commitment and job performance than are the organizational forms.

Correct Answer
verified

A suggested guideline for using expert power is to

Correct Answer
verified

Two styles of conflict resolution likely to result in negative feelings toward the leader are

Correct Answer
verified

Discuss when and how to use each style of conflict resolution, and give examples.

Correct Answer
verified
Student examples will vary but should de...
View Answer

Exam 13: Leadership: Power and Negotiation

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

When a person has control over punishments in an organization, they possess ________ power.

Correct AnswerverifiedShow Answer

Involving the use of problem solving and mutual respect to achieve an outcome that's satisfying for both parties, ________ is aimed at accomplishing a win-win scenario.

Correct AnswerverifiedShow Answer

Recent research shows that individuals most likely to choose constructive forms of conflict management score high in terms of

Correct AnswerverifiedShow Answer

In a conflict situation, Pat attempts to get his needs met without any concern for the needs of the other party. He utilizes ________, a conflict resolution style.

Correct AnswerverifiedShow Answer

Describe the various stages in the negotiation process.

Correct AnswerverifiedThe negotiating process typically goes t...View AnswerShow Answer

The best alternative to a negotiated agreement (BATNA) is part of the ________ step of negotiation.

Correct AnswerverifiedShow Answer

High levels of organizational politics have been shown to be beneficial to company performance as a whole.

Correct AnswerverifiedShow Answer

________ is the use of power and influence to direct the activities of followers toward goal achievement.

Correct AnswerverifiedShow Answer

Identify and discuss the most effective types of influence tactics, as well as the best ways to use each.

Correct AnswerverifiedThe four most effective types of influen...View AnswerShow Answer

By virtue of being vice president in charge of operations at Standard Plastics, Inc., Tom has ________ power.

Correct AnswerverifiedShow Answer

The first-and arguably most important-step of the negotiation process is

Correct AnswerverifiedShow Answer

A competing style of conflict resolution should be used

Correct AnswerverifiedShow Answer

Coercive power operates primarily on the principle of

Correct AnswerverifiedShow Answer

It is impossible for a person to possess all of the forms of power at the same time.

Correct AnswerverifiedShow Answer

The personal forms of power are more strongly related to organizational commitment and job performance than are the organizational forms.

Correct AnswerverifiedShow Answer

A suggested guideline for using expert power is to

Correct AnswerverifiedShow Answer

Two styles of conflict resolution likely to result in negative feelings toward the leader are

Correct AnswerverifiedShow Answer

Discuss when and how to use each style of conflict resolution, and give examples.

Correct AnswerverifiedStudent examples will vary but should de...View AnswerShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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The negotiating process typically goes t...
View Answer

Correct Answer
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Correct Answer
verified

Correct Answer
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Correct Answer
verified
The four most effective types of influen...
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Student examples will vary but should de...
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