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5 Written questions

5 Matching questions

  1. discretion
  2. bargaining
  3. apprising
  4. substitutability
  5. influence
  1. a occurs when the requestor clearly explains why performing the request will benefit the target personally.
  2. b the third stage of the negotiation process, during which each party gives and takes to arrive at an agreement.
  3. c the degree to which people have alternatives in accessing resources.
  4. d is the degree to which managers have the right to make decisions on their own.
  5. e the use of an actual behavior that causes behavorial or attitudial changes in others.

5 Multiple choice questions

  1. (moderate assertiveness, moderate cooperation) occurs when conflict is resolved through give-and-take concessions.
  2. (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.
  3. a form of organizational power based on the control of resources or benefits.
  4. occur when the influencer enlists other people to help influence the target.
  5. represents how important a person's job is and how many people depend on that person to accomplish their tasks.

5 True/False questions

  1. ingratiationa process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences.

          

  2. legitimate powera form of organizational power based on authority or position.

          

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

          

  4. alternative dispute resolutiona process by which two parties resolve conflicts through the use of a specially trained, neutral third party.

          

  5. resistanceoccurs when the target refuses to perform the influence request and puts forth an effort to avoid having to do it.

          

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