5 Written questions
4 Matching questions
- closing and commitment
- exchanging information
- rational persuasion
- a seen as both a conflict resolution style and an influence tactic whereby both parties work together to maximize outcomes.
- b the fourth and final stage of the negotiation process, during which the agreeement arrived at during bargaining gets formalized.
- c the second stage of the negotiation process, during which each party makes the strongest case for its position.
- d the use of logical agruments and hard facts to show the target that the request is a worthwhile one.
5 Multiple choice questions
- (low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way.
- the ability to effectively understand others at work and use that knowledge to influence others in ways enhance personal and/or organizational objectives.
- occurs when targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence.
- requires a third party to facilitate the dispute resolution process, though this third party has no formal authority to dictate a solution.
- (moderate assertiveness, moderate cooperation) occurs when conflict is resolved through give-and-take concessions.
5 True/False questions
preparation → the first stage of the negotiation process, during which each party determines its goals for the negotiation.
distributive bargaining → aimed at at accomplishing a win-win scenario.
organizational politics → seen as actions by individuals that are directed toward the goal of furthering their own self-interests.
resistance → the use of coercive power through threats and demands.
discretion → is the degree to which managers have the right to make decisions on their own.