5 Written Questions
5 Matching Questions
- referent power
- inspirational appeal
- a seen as both a conflict resolution style and an influence tactic whereby both parties work together to maximize outcomes.
- b a form of personal power based on the attractiveness and charisma of the leader.
- c how aware others are of a leader's power and position.
- d (moderate assertiveness, moderate cooperation) occurs when conflict is resolved through give-and-take concessions.
- e a tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudial reaction.
5 Multiple Choice Questions
- the ability to influence the behavior of others and resist unwanted influence in return.
- seen as actions by individuals that are directed toward the goal of furthering their own self-interests.
- (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.
- occurs when targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence.
- is the degree to which managers have the right to make decisions on their own.
5 True/False Questions
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.
negotiation → a process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences.
BATNA → a negotiatior's best alternative to a negotiated agreement.
distributive bargaining → involves win-lose negotiating over a "fixed-pie" of resources.
reward power → a form of organizational power based on the control of resources or benefits.