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5 Written questions

5 Matching questions

  1. personal appeals
  2. power
  3. bargaining
  4. leadership
  5. integrative bargaining
  1. a the third stage of the negotiation process, during which each party gives and takes to arrive at an agreement.
  2. b the ability to influence the behavior of others and resist unwanted influence in return.
  3. c aimed at at accomplishing a win-win scenario.
  4. d the use of power and influence to direct the activities of followers toward goal achievement.
  5. e occur when the requestor asks for something based on personal friendship or loyalty.

5 Multiple choice questions

  1. a process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences.
  2. the use of logical agruments and hard facts to show the target that the request is a worthwhile one.
  3. how aware others are of a leader's power and position.
  4. is the degree to which managers have the right to make decisions on their own.
  5. occurs when a third party determines a binding settlement to a dispute.

5 True/False questions

  1. pressurethe ability to influence the behavior of others and resist unwanted influence in return.

          

  2. compromise(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.

          

  3. compliance(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.

          

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

          

  5. accomodating(low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way.