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5 Written Questions

5 Matching Questions

  1. legitimate power
  2. influence
  3. leadership
  4. coercive power
  5. rational persuasion
  1. a the use of an actual behavior that causes behavorial or attitudial changes in others.
  2. b the use of logical agruments and hard facts to show the target that the request is a worthwhile one.
  3. c the use of power and influence to direct the activities of followers toward goal achievement.
  4. d a form of organizational power based on authority or position.
  5. e a form of organizational power based on the ability to hand out punishment.

5 Multiple Choice Questions

  1. involves win-lose negotiating over a "fixed-pie" of resources.
  2. the second stage of the negotiation process, during which each party makes the strongest case for its position.
  3. the ability to influence the behavior of others and resist unwanted influence in return.
  4. a tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudial reaction.
  5. the ability to effectively understand others at work and use that knowledge to influence others in ways enhance personal and/or organizational objectives.

5 True/False Questions

  1. 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.

          

  2. visibilityhow aware others are of a leader's power and position.

          

  3. negotiationthe use of favors, compliments, or friendly behavior to make the target feel better about the influence.

          

  4. collaborationthe first stage of the negotiation process, during which each party determines its goals for the negotiation.

          

  5. alternative dispute resolutionthe use of logical agruments and hard facts to show the target that the request is a worthwhile one.

          

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