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5 Written questions

5 Matching questions

  1. referent power
  2. coalitions
  3. avoiding
  4. discretion
  5. pressure
  1. a the use of coercive power through threats and demands.
  2. 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.
  3. c occur when the influencer enlists other people to help influence the target.
  4. d a form of personal power based on the attractiveness and charisma of the leader.
  5. e is the degree to which managers have the right to make decisions on their own.

5 Multiple choice questions

  1. the fourth and final stage of the negotiation process, during which the agreeement arrived at during bargaining gets formalized.
  2. seen as both a conflict resolution style and an influence tactic whereby both parties work together to maximize outcomes.
  3. a process by which two parties resolve conflicts through the use of a specially trained, neutral third party.
  4. a form of personal power based on expertise or knowledge.
  5. occurs when the target is allowed to participate in deciding how to carry out or implement a request.

5 True/False questions

  1. coercive powera form of organizational power based on the ability to hand out punishment.

          

  2. resistanceoccurs when the target refuses to perform the influence request and puts forth an effort to avoid having to do it.

          

  3. accomodating(low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way.

          

  4. personal appealsa tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudial reaction.

          

  5. substitutabilitythe degree to which people have alternatives in accessing resources.

          

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