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MGT 417 Final Exam
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What are the 3 forms of power that are associated with someone's job or position within the organization?
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Legitimate, reward, coercive
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Terms in this set (61)
What are the 3 forms of power that are associated with someone's job or position within the organization?
Legitimate, reward, coercive
Megan is buying a car from a dealership and for every dollar she saves, that's a dollar the dealership loses. What type of bargaining is Megan engaging in?
Distributive Bargaining
Before going into negotiation meeting, Jack made a list of his "must haves" in terms of reaching an agreement. If the other party doesn't meet these terms, he would be better off walking away from the negotiation. What is Jack trying to determine with this list?
His BATNA- Best Alternative to a Negotiated Agreement
Jill has been trying to persuade her employees to engage in volunteer hours outside of work. Frank engages in more volunteer hours as Jill has asked, but he is also excited to do and is really on board with the whole idea. What type of response is Frank Displaying to Jill's influence attempts?
Internalization
The world Hunger Org. shows pictures of starving children in third world countries in order to try and motivate individuals to make donations to their cause. What highly effective influence tactic are they using?
Inspirational appeal