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5 Written questions

5 Matching questions

  1. inspirational appeal
  2. ingratiation
  3. mediation
  4. reward power
  5. resistance
  1. a a tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudial reaction.
  2. b occurs when the target refuses to perform the influence request and puts forth an effort to avoid having to do it.
  3. c the use of favors, compliments, or friendly behavior to make the target feel better about the influence.
  4. d requires a third party to facilitate the dispute resolution process, though this third party has no formal authority to dictate a solution.
  5. e a form of organizational power based on the control of resources or benefits.

5 Multiple choice questions

  1. seen as both a conflict resolution style and an influence tactic whereby both parties work together to maximize outcomes.
  2. represents how important a person's job is and how many people depend on that person to accomplish their tasks.
  3. the ability to effectively understand others at work and use that knowledge to influence others in ways enhance personal and/or organizational objectives.
  4. the use of logical agruments and hard facts to show the target that the request is a worthwhile one.
  5. aimed at at accomplishing a win-win scenario.

5 True/False questions

  1. compromise(moderate assertiveness, moderate cooperation) occurs when conflict is resolved through give-and-take concessions.


  2. collaborationoccurs when the target is allowed to participate in deciding how to carry out or implement a request.


  3. apprisingoccurs when the requestor clearly explains why performing the request will benefit the target personally.


  4. powerthe ability to influence the behavior of others and resist unwanted influence in return.


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