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5 Written questions

5 Matching questions

  1. preparation
  2. influence
  3. competing
  4. compliance
  5. power
  1. a the ability to influence the behavior of others and resist unwanted influence in return.
  2. b (high assertiveness, low cooperation) occurs when one party attempts to get his or her own goals met without concern for the other party's results.
  3. c occurs when targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence.
  4. d the first stage of the negotiation process, during which each party determines its goals for the negotiation.
  5. e the use of an actual behavior that causes behavorial or attitudial changes in others.

5 Multiple choice questions

  1. a form of organizational power based on authority or position.
  2. the use of favors, compliments, or friendly behavior to make the target feel better about the influence.
  3. the use of power and influence to direct the activities of followers toward goal achievement.
  4. the second stage of the negotiation process, during which each party makes the strongest case for its position.
  5. involves win-lose negotiating over a "fixed-pie" of resources.

5 True/False questions

  1. negotiationa process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences.


  2. expert powera form of personal power based on the attractiveness and charisma of the leader.


  3. mediationrequires a third party to facilitate the dispute resolution process, though this third party has no formal authority to dictate a solution.


  4. organizational politicsthe use of logical agruments and hard facts to show the target that the request is a worthwhile one.


  5. avoidingoccurs when the requestor clearly explains why performing the request will benefit the target personally.


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