5 Written Questions
5 Matching Questions
- exchanging information
- exchange tactic
- a occurs when a third party determines a binding settlement to a dispute.
- b the degree to which people have alternatives in accessing resources.
- c the second stage of the negotiation process, during which each party makes the strongest case for its position.
- d the use of favors, compliments, or friendly behavior to make the target feel better about the influence.
- e used when the requestor offers a reward or resource to the target in return for performing a request.
5 Multiple Choice Questions
- the first stage of the negotiation process, during which each party determines its goals for the negotiation.
- the ability to effectively understand others at work and use that knowledge to influence others in ways enhance personal and/or organizational objectives.
- the third stage of the negotiation process, during which each party gives and takes to arrive at an agreement.
- occurs when the target refuses to perform the influence request and puts forth an effort to avoid having to do it.
- (high assertiveness, high cooperation) occurs when both parties work together to maximize outcomes.
5 True/False Questions
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.
pressure → the ability to influence the behavior of others and resist unwanted influence in return.
legitimate power → a form of organizational power based on authority or position.
leadership → occurs when the requestor clearly explains why performing the request will benefit the target personally.
organizational politics → the use of logical agruments and hard facts to show the target that the request is a worthwhile one.