NAME: ________________________

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5 Written Questions

5 Matching Questions

  1. compromise
  2. leadership
  3. expert power
  4. coalitions
  5. accomodating
  1. a the use of power and influence to direct the activities of followers toward goal achievement.
  2. b (low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way.
  3. c (moderate assertiveness, moderate cooperation) occurs when conflict is resolved through give-and-take concessions.
  4. d occur when the influencer enlists other people to help influence the target.
  5. e a form of personal power based on expertise or knowledge.

5 Multiple Choice Questions

  1. the use of coercive power through threats and demands.
  2. used when the requestor offers a reward or resource to the target in return for performing a request.
  3. the use of an actual behavior that causes behavorial or attitudial changes in others.
  4. the second stage of the negotiation process, during which each party makes the strongest case for its position.
  5. a tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudial reaction.

5 True/False Questions

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

          

  2. rational persuasion(high assertiveness, high cooperation) occurs when both parties work together to maximize outcomes.

          

  3. arbitrationthe first stage of the negotiation process, during which each party determines its goals for the negotiation.

          

  4. ingratiationthe use of favors, compliments, or friendly behavior to make the target feel better about the influence.

          

  5. discretionis the degree to which managers have the right to make decisions on their own.

          

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