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5 Written Questions

5 Matching Questions

  1. arbitration
  2. ingratiation
  3. substitutability
  4. exchanging information
  5. exchange tactic
  1. a occurs when a third party determines a binding settlement to a dispute.
  2. b the degree to which people have alternatives in accessing resources.
  3. c the second stage of the negotiation process, during which each party makes the strongest case for its position.
  4. d the use of favors, compliments, or friendly behavior to make the target feel better about the influence.
  5. e used when the requestor offers a reward or resource to the target in return for performing a request.

5 Multiple Choice Questions

  1. the first stage of the negotiation process, during which each party determines its goals for the negotiation.
  2. the ability to effectively understand others at work and use that knowledge to influence others in ways enhance personal and/or organizational objectives.
  3. the third stage of the negotiation process, during which each party gives and takes to arrive at an agreement.
  4. occurs when the target refuses to perform the influence request and puts forth an effort to avoid having to do it.
  5. (high assertiveness, high cooperation) occurs when both parties work together to maximize outcomes.

5 True/False Questions

  1. coalitions(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. pressurethe ability to influence the behavior of others and resist unwanted influence in return.


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


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


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


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