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5 Written questions

5 Matching questions

  1. expert power
  2. resistance
  3. influence
  4. compliance
  5. personal appeals
  1. a occur when the requestor asks for something based on personal friendship or loyalty.
  2. b a form of personal power based on expertise or knowledge.
  3. c occurs when the target refuses to perform the influence request and puts forth an effort to avoid having to do it.
  4. d occurs when targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence.
  5. e the use of an actual behavior that causes behavorial or attitudial changes in others.

5 Multiple choice questions

  1. a process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences.
  2. a negotiatior's best alternative to a negotiated agreement.
  3. aimed at at accomplishing a win-win scenario.
  4. occurs when the requestor clearly explains why performing the request will benefit the target personally.
  5. (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.

5 True/False questions

  1. collaborationthe first stage of the negotiation process, during which each party determines its goals for the negotiation.

          

  2. collaborationseen as both a conflict resolution style and an influence tactic whereby both parties work together to maximize outcomes.

          

  3. alternative dispute resolutionthe use of logical agruments and hard facts to show the target that the request is a worthwhile one.

          

  4. rational persuasionthe use of logical agruments and hard facts to show the target that the request is a worthwhile one.

          

  5. closing and commitmentthe fourth and final stage of the negotiation process, during which the agreeement arrived at during bargaining gets formalized.