5 Written Questions
5 Matching Questions
- expert power
- a the use of power and influence to direct the activities of followers toward goal achievement.
- b (low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way.
- c (moderate assertiveness, moderate cooperation) occurs when conflict is resolved through give-and-take concessions.
- d occur when the influencer enlists other people to help influence the target.
- e a form of personal power based on expertise or knowledge.
5 Multiple Choice Questions
- the use of coercive power through threats and demands.
- used when the requestor offers a reward or resource to the target in return for performing a request.
- the use of an actual behavior that causes behavorial or attitudial changes in others.
- the second stage of the negotiation process, during which each party makes the strongest case for its position.
- a tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudial reaction.
5 True/False Questions
competing → (moderate assertiveness, moderate cooperation) occurs when conflict is resolved through give-and-take concessions.
rational persuasion → (high assertiveness, high cooperation) occurs when both parties work together to maximize outcomes.
arbitration → the first stage of the negotiation process, during which each party determines its goals for the negotiation.
ingratiation → the use of favors, compliments, or friendly behavior to make the target feel better about the influence.
discretion → is the degree to which managers have the right to make decisions on their own.