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5 Written Questions

5 Matching Questions

  1. referent power
  2. resistance
  3. organizational politics
  4. competing
  5. reward power
  1. a a form of personal power based on the attractiveness and charisma of the leader.
  2. b a form of organizational power based on the control of resources or benefits.
  3. c (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.
  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 seen as actions by individuals that are directed toward the goal of furthering their own self-interests.

5 Multiple Choice Questions

  1. occurs when a third party determines a binding settlement to a dispute.
  2. a process by which two parties resolve conflicts through the use of a specially trained, neutral third party.
  3. occurs when the requestor clearly explains why performing the request will benefit the target personally.
  4. how aware others are of a leader's power and position.
  5. used when the requestor offers a reward or resource to the target in return for performing a request.

5 True/False Questions

  1. avoiding(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. exchanging informationused when the requestor offers a reward or resource to the target in return for performing a request.

          

  3. bargaining(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. leadershipthe use of power and influence to direct the activities of followers toward goal achievement.

          

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

          

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