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5 Written questions

4 Matching questions

  1. closing and commitment
  2. exchanging information
  3. collaboration
  4. rational persuasion
  1. a seen as both a conflict resolution style and an influence tactic whereby both parties work together to maximize outcomes.
  2. b the fourth and final stage of the negotiation process, during which the agreeement arrived at during bargaining gets formalized.
  3. c the second stage of the negotiation process, during which each party makes the strongest case for its position.
  4. d the use of logical agruments and hard facts to show the target that the request is a worthwhile one.

5 Multiple choice questions

  1. (low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way.
  2. the ability to effectively understand others at work and use that knowledge to influence others in ways enhance personal and/or organizational objectives.
  3. occurs when targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence.
  4. requires a third party to facilitate the dispute resolution process, though this third party has no formal authority to dictate a solution.
  5. (moderate assertiveness, moderate cooperation) occurs when conflict is resolved through give-and-take concessions.

5 True/False questions

  1. preparationthe first stage of the negotiation process, during which each party determines its goals for the negotiation.


  2. distributive bargainingaimed at at accomplishing a win-win scenario.


  3. organizational politicsseen as actions by individuals that are directed toward the goal of furthering their own self-interests.


  4. resistancethe use of coercive power through threats and demands.


  5. discretionis the degree to which managers have the right to make decisions on their own.


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