5 Written questions
5 Matching questions
- rational persuasion
- a the third stage of the negotiation process, during which each party gives and takes to arrive at an agreement.
- b (high assertiveness, high cooperation) occurs when both parties work together to maximize outcomes.
- c the use of logical agruments and hard facts to show the target that the request is a worthwhile one.
- d (low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way.
- e occurs when the target is allowed to participate in deciding how to carry out or implement a request.
5 Multiple choice questions
- occurs when the requestor clearly explains why performing the request will benefit the target personally.
- used when the requestor offers a reward or resource to the target in return for performing a request.
- the use of power and influence to direct the activities of followers toward goal achievement.
- the second stage of the negotiation process, during which each party makes the strongest case for its position.
- the use of favors, compliments, or friendly behavior to make the target feel better about the influence.
5 True/False questions
legitimate power → a form of organizational power based on the control of resources or benefits.
resistance → occurs when targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence.
coercive power → a form of organizational power based on the ability to hand out punishment.
integrative bargaining → aimed at at accomplishing a win-win scenario.
distributive bargaining → aimed at at accomplishing a win-win scenario.