5 Written questions
5 Matching questions
- personal appeals
- integrative bargaining
- a the third stage of the negotiation process, during which each party gives and takes to arrive at an agreement.
- b the ability to influence the behavior of others and resist unwanted influence in return.
- c aimed at at accomplishing a win-win scenario.
- d the use of power and influence to direct the activities of followers toward goal achievement.
- e occur when the requestor asks for something based on personal friendship or loyalty.
5 Multiple choice questions
- a process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences.
- the use of logical agruments and hard facts to show the target that the request is a worthwhile one.
- how aware others are of a leader's power and position.
- is the degree to which managers have the right to make decisions on their own.
- occurs when a third party determines a binding settlement to a dispute.
5 True/False questions
pressure → the ability to influence the behavior of others and resist unwanted influence in return.
compromise → (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.
compliance → (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.
inspirational appeal → a tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudial reaction.
accomodating → (low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way.