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5 Written questions

5 Matching questions

  1. competing
  2. coercive power
  3. apprising
  4. organizational politics
  5. discretion
  1. a a form of organizational power based on the ability to hand out punishment.
  2. 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.
  3. c seen as actions by individuals that are directed toward the goal of furthering their own self-interests.
  4. d is the degree to which managers have the right to make decisions on their own.
  5. e occurs when the requestor clearly explains why performing the request will benefit the target personally.

5 Multiple choice questions

  1. aimed at at accomplishing a win-win scenario.
  2. (low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way.
  3. a form of organizational power based on the control of resources or benefits.
  4. represents how important a person's job is and how many people depend on that person to accomplish their tasks.
  5. the use of coercive power through threats and demands.

5 True/False questions

  1. distributive bargaininginvolves win-lose negotiating over a "fixed-pie" of resources.


  2. ingratiationa process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences.


  3. coalitionsoccur when the influencer enlists other people to help influence the target.


  4. exchange tacticused when the requestor offers a reward or resource to the target in return for performing a request.


  5. referent powera form of personal power based on expertise or knowledge.


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