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5 Written questions

5 Matching questions

  1. consultation
  2. bargaining
  3. collaboration
  4. accomodating
  5. rational persuasion
  1. a the third stage of the negotiation process, during which each party gives and takes to arrive at an agreement.
  2. b (high assertiveness, high cooperation) occurs when both parties work together to maximize outcomes.
  3. c the use of logical agruments and hard facts to show the target that the request is a worthwhile one.
  4. d (low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way.
  5. e occurs when the target is allowed to participate in deciding how to carry out or implement a request.

5 Multiple choice questions

  1. occurs when the requestor clearly explains why performing the request will benefit the target personally.
  2. used when the requestor offers a reward or resource to the target in return for performing a request.
  3. the use of power and influence to direct the activities of followers toward goal achievement.
  4. the second stage of the negotiation process, during which each party makes the strongest case for its position.
  5. the use of favors, compliments, or friendly behavior to make the target feel better about the influence.

5 True/False questions

  1. legitimate powera form of organizational power based on the control of resources or benefits.

          

  2. resistanceoccurs when targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence.

          

  3. coercive powera form of organizational power based on the ability to hand out punishment.

          

  4. integrative bargainingaimed at at accomplishing a win-win scenario.

          

  5. distributive bargainingaimed at at accomplishing a win-win scenario.

          

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