5 Written questions
5 Matching questions
- expert power
- coercive power
- a a form of organizational power based on the ability to hand out punishment.
- b a form of personal power based on expertise or knowledge.
- c represents how important a person's job is and how many people depend on that person to accomplish their tasks.
- d the ability to influence the behavior of others and resist unwanted influence in return.
- e the first stage of the negotiation process, during which each party determines its goals for the negotiation.
5 Multiple choice questions
- is the degree to which managers have the right to make decisions on their own.
- a form of personal power based on the attractiveness and charisma of the leader.
- involves win-lose negotiating over a "fixed-pie" of resources.
- (high assertiveness, high cooperation) occurs when both parties work together to maximize outcomes.
- requires a third party to facilitate the dispute resolution process, though this third party has no formal authority to dictate a solution.
5 True/False questions
rational persuasion → (high assertiveness, high cooperation) occurs when both parties work together to maximize outcomes.
apprising → occurs when the requestor clearly explains why performing the request will benefit the target personally.
legitimate power → a form of personal power based on expertise or knowledge.
compromise → (moderate assertiveness, moderate cooperation) occurs when conflict is resolved through give-and-take concessions.
collaboration → seen as both a conflict resolution style and an influence tactic whereby both parties work together to maximize outcomes.