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5 Written questions

5 Matching questions

  1. consultation
  2. exchange tactic
  3. distributive bargaining
  4. personal appeals
  5. substitutability
  1. a occur when the requestor asks for something based on personal friendship or loyalty.
  2. b used when the requestor offers a reward or resource to the target in return for performing a request.
  3. c the degree to which people have alternatives in accessing resources.
  4. d occurs when the target is allowed to participate in deciding how to carry out or implement a request.
  5. e involves win-lose negotiating over a "fixed-pie" of resources.

5 Multiple choice questions

  1. the use of favors, compliments, or friendly behavior to make the target feel better about the influence.
  2. seen as actions by individuals that are directed toward the goal of furthering their own self-interests.
  3. the use of power and influence to direct the activities of followers toward goal achievement.
  4. (low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way.
  5. a form of organizational power based on the control of resources or benefits.

5 True/False questions

  1. political skilloccur when the influencer enlists other people to help influence the target.

          

  2. exchanging informationthe second stage of the negotiation process, during which each party makes the strongest case for its position.

          

  3. centralityhow aware others are of a leader's power and position.

          

  4. preparationoccurs when a third party determines a binding settlement to a dispute.

          

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

          

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