5 Written questions
5 Matching questions
- coercive power
- rational persuasion
- 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 a form of organizational power based on the ability to hand out punishment.
- d occurs when the target refuses to perform the influence request and puts forth an effort to avoid having to do it.
- e the use of logical agruments and hard facts to show the target that the request is a worthwhile one.
5 Multiple choice questions
- (low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way.
- the degree to which people have alternatives in accessing resources.
- the use of an actual behavior that causes behavorial or attitudial changes in others.
- the fourth and final stage of the negotiation process, during which the agreeement arrived at during bargaining gets formalized.
- occurs when targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence.
5 True/False questions
apprising → (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.
BATNA → the ability to influence the behavior of others and resist unwanted influence in return.
exchange tactic → occurs when the target is allowed to participate in deciding how to carry out or implement a request.
compromise → (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.
collaboration → seen as both a conflict resolution style and an influence tactic whereby both parties work together to maximize outcomes.