5 Written questions
5 Matching questions
- rational persuasion
- reward power
- closing and commitment
- a requires a third party to facilitate the dispute resolution process, though this third party has no formal authority to dictate a solution.
- b the use of logical agruments and hard facts to show the target that the request is a worthwhile one.
- c the fourth and final stage of the negotiation process, during which the agreeement arrived at during bargaining gets formalized.
- d a form of organizational power based on the control of resources or benefits.
- e (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.
5 Multiple choice questions
- the ability to effectively understand others at work and use that knowledge to influence others in ways enhance personal and/or organizational objectives.
- occur when the requestor asks for something based on personal friendship or loyalty.
- (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.
- the use of coercive power through threats and demands.
- the degree to which people have alternatives in accessing resources.
5 True/False questions
consultation → occurs when the target is allowed to participate in deciding how to carry out or implement a request.
referent power → a form of personal power based on the attractiveness and charisma of the leader.
power → the ability to influence the behavior of others and resist unwanted influence in return.
ingratiation → a process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences.
leadership → the use of power and influence to direct the activities of followers toward goal achievement.