NAME: ________________________

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5 Written Questions

5 Matching Questions

  1. collaboration
  2. referent power
  3. visibility
  4. compromise
  5. inspirational appeal
  1. a seen as both a conflict resolution style and an influence tactic whereby both parties work together to maximize outcomes.
  2. b a form of personal power based on the attractiveness and charisma of the leader.
  3. c how aware others are of a leader's power and position.
  4. d (moderate assertiveness, moderate cooperation) occurs when conflict is resolved through give-and-take concessions.
  5. e a tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudial reaction.

5 Multiple Choice Questions

  1. the ability to influence the behavior of others and resist unwanted influence in return.
  2. seen as actions by individuals that are directed toward the goal of furthering their own self-interests.
  3. (low assertiveness, low cooperation) occurs when one party wants to remain nuetral, stay away from conflict, or postpone the conflict to gather information or let things cool down.
  4. occurs when targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence.
  5. is the degree to which managers have the right to make decisions on their own.

5 True/False Questions

  1. accomodating(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.


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


  3. BATNAa negotiatior's best alternative to a negotiated agreement.


  4. distributive bargaininginvolves win-lose negotiating over a "fixed-pie" of resources.


  5. reward powera form of organizational power based on the control of resources or benefits.


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