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5 Written questions

5 Matching questions

  1. referent power
  2. ingratiation
  3. pressure
  4. mediation
  5. alternative dispute resolution
  1. a a process by which two parties resolve conflicts through the use of a specially trained, neutral third party.
  2. b requires a third party to facilitate the dispute resolution process, though this third party has no formal authority to dictate a solution.
  3. c the use of favors, compliments, or friendly behavior to make the target feel better about the influence.
  4. d a form of personal power based on the attractiveness and charisma of the leader.
  5. e the use of coercive power through threats and demands.

5 Multiple choice questions

  1. (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. seen as both a conflict resolution style and an influence tactic whereby both parties work together to maximize outcomes.
  3. a tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudial reaction.
  4. aimed at at accomplishing a win-win scenario.
  5. (low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way.

5 True/False questions

  1. organizational politicsthe use of logical agruments and hard facts to show the target that the request is a worthwhile one.


  2. preparationoccurs when a third party determines a binding settlement to a dispute.


  3. compromise(moderate assertiveness, moderate cooperation) occurs when conflict is resolved through give-and-take concessions.


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


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


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