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5 Written questions

5 Matching questions

  1. resistance
  2. coercive power
  3. competing
  4. power
  5. rational persuasion
  1. a the ability to influence the behavior of others and resist unwanted influence in return.
  2. 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.
  3. c a form of organizational power based on the ability to hand out punishment.
  4. d occurs when the target refuses to perform the influence request and puts forth an effort to avoid having to do it.
  5. e 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 degree to which people have alternatives in accessing resources.
  3. the use of an actual behavior that causes behavorial or attitudial changes in others.
  4. the fourth and final stage of the negotiation process, during which the agreeement arrived at during bargaining gets formalized.
  5. occurs when targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence.

5 True/False questions

  1. apprising(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.

          

  2. BATNAthe ability to influence the behavior of others and resist unwanted influence in return.

          

  3. exchange tacticoccurs when the target is allowed to participate in deciding how to carry out or implement a request.

          

  4. compromise(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.

          

  5. collaborationseen as both a conflict resolution style and an influence tactic whereby both parties work together to maximize outcomes.

          

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