5 Written questions
5 Matching questions
- a the ability to influence the behavior of others and resist unwanted influence in return.
- 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.
- c occurs when targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence.
- d the first stage of the negotiation process, during which each party determines its goals for the negotiation.
- e the use of an actual behavior that causes behavorial or attitudial changes in others.
5 Multiple choice questions
- a form of organizational power based on authority or position.
- the use of favors, compliments, or friendly behavior to make the target feel better about the influence.
- the use of power and influence to direct the activities of followers toward goal achievement.
- the second stage of the negotiation process, during which each party makes the strongest case for its position.
- involves win-lose negotiating over a "fixed-pie" of resources.
5 True/False questions
negotiation → a process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences.
expert power → a form of personal power based on the attractiveness and charisma of the leader.
mediation → requires a third party to facilitate the dispute resolution process, though this third party has no formal authority to dictate a solution.
organizational politics → the use of logical agruments and hard facts to show the target that the request is a worthwhile one.
avoiding → occurs when the requestor clearly explains why performing the request will benefit the target personally.