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5 Written questions

5 Matching questions

  1. substitutability
  2. compromise
  3. accomodating
  4. expert power
  5. rational persuasion
  1. a the degree to which people have alternatives in accessing resources.
  2. b a form of personal power based on expertise or knowledge.
  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 (moderate assertiveness, moderate cooperation) occurs when conflict is resolved through give-and-take concessions.

5 Multiple choice questions

  1. occurs when a third party determines a binding settlement to a dispute.
  2. a form of organizational power based on the control of resources or benefits.
  3. the use of power and influence to direct the activities of followers toward goal achievement.
  4. the use of coercive power through threats and demands.
  5. represents how important a person's job is and how many people depend on that person to accomplish their tasks.

5 True/False questions

  1. inspirational appeala tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudial reaction.

          

  2. consultationa process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences.

          

  3. mediationa process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences.

          

  4. influencethe use of an actual behavior that causes behavorial or attitudial changes in others.

          

  5. exchange tacticoccurs when the target is allowed to participate in deciding how to carry out or implement a request.