5 Written questions
5 Matching questions
- coercive power
- organizational politics
- a a form of organizational power based on the ability to hand out punishment.
- 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.
- c seen as actions by individuals that are directed toward the goal of furthering their own self-interests.
- d is the degree to which managers have the right to make decisions on their own.
- e occurs when the requestor clearly explains why performing the request will benefit the target personally.
5 Multiple choice questions
- aimed at at accomplishing a win-win scenario.
- (low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way.
- a form of organizational power based on the control of resources or benefits.
- represents how important a person's job is and how many people depend on that person to accomplish their tasks.
- the use of coercive power through threats and demands.
5 True/False questions
distributive bargaining → involves win-lose negotiating over a "fixed-pie" of resources.
ingratiation → a process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences.
coalitions → occur when the influencer enlists other people to help influence the target.
exchange tactic → used when the requestor offers a reward or resource to the target in return for performing a request.
referent power → a form of personal power based on expertise or knowledge.