5 Written questions
5 Matching questions
- referent power
- a the use of coercive power through threats and demands.
- b (low assertiveness, low cooperation) occurs when one party wants to remain nuetral, stay away from conflict, or postpone the conflict to gather information or let things cool down.
- c occur when the influencer enlists other people to help influence the target.
- d a form of personal power based on the attractiveness and charisma of the leader.
- e is the degree to which managers have the right to make decisions on their own.
5 Multiple choice questions
- the fourth and final stage of the negotiation process, during which the agreeement arrived at during bargaining gets formalized.
- seen as both a conflict resolution style and an influence tactic whereby both parties work together to maximize outcomes.
- a process by which two parties resolve conflicts through the use of a specially trained, neutral third party.
- a form of personal power based on expertise or knowledge.
- occurs when the target is allowed to participate in deciding how to carry out or implement a request.
5 True/False questions
coercive power → a form of organizational power based on the ability to hand out punishment.
resistance → occurs when the target refuses to perform the influence request and puts forth an effort to avoid having to do it.
accomodating → (low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way.
personal appeals → a tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudial reaction.
substitutability → the degree to which people have alternatives in accessing resources.