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5 Written Questions

5 Matching Questions

  1. ingratiation
  2. inspirational appeal
  3. influence
  4. collaboration
  5. pressure
  1. a the use of favors, compliments, or friendly behavior to make the target feel better about the influence.
  2. b a tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudial reaction.
  3. c the use of coercive power through threats and demands.
  4. d seen as both a conflict resolution style and an influence tactic whereby both parties work together to maximize outcomes.
  5. e the use of an actual behavior that causes behavorial or attitudial changes in others.

5 Multiple Choice Questions

  1. a form of organizational power based on the ability to hand out punishment.
  2. occurs when the target refuses to perform the influence request and puts forth an effort to avoid having to do it.
  3. the first stage of the negotiation process, during which each party determines its goals for the negotiation.
  4. occurs when the requestor clearly explains why performing the request will benefit the target personally.
  5. a negotiatior's best alternative to a negotiated agreement.

5 True/False Questions

  1. expert powera form of organizational power based on the control of resources or benefits.

          

  2. powera negotiatior's best alternative to a negotiated agreement.

          

  3. complianceoccurs when targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence.

          

  4. distributive bargainingaimed at at accomplishing a win-win scenario.

          

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

          

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