5 Written Questions
5 Matching Questions
- legitimate power
- coercive power
- rational persuasion
- a the use of an actual behavior that causes behavorial or attitudial changes in others.
- b the use of logical agruments and hard facts to show the target that the request is a worthwhile one.
- c the use of power and influence to direct the activities of followers toward goal achievement.
- d a form of organizational power based on authority or position.
- e a form of organizational power based on the ability to hand out punishment.
5 Multiple Choice Questions
- involves win-lose negotiating over a "fixed-pie" of resources.
- the second stage of the negotiation process, during which each party makes the strongest case for its position.
- the ability to influence the behavior of others and resist unwanted influence in return.
- a tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudial reaction.
- the ability to effectively understand others at work and use that knowledge to influence others in ways enhance personal and/or organizational objectives.
5 True/False Questions
accomodating → (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.
visibility → how aware others are of a leader's power and position.
negotiation → the use of favors, compliments, or friendly behavior to make the target feel better about the influence.
collaboration → the first stage of the negotiation process, during which each party determines its goals for the negotiation.
alternative dispute resolution → the use of logical agruments and hard facts to show the target that the request is a worthwhile one.