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Exam 13: Leadership: Power and Negotiation

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Question 21

Multiple Choice

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_____ involves the leader helping complete the task, providing required resources, or removing obstacles that make task completion difficult.

A) Rational persuasion
B) Personal appeal
C) Collaboration
D) Ingratiation
E) Internalization

F) B) and C)
G) B) and E)

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Question 22

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For a leader, a subordinate's compliance is the most desirable response to influence tactics because it results in employees putting forth the greatest level of effort in accomplishing what they are asked to do.

A) True
B) False

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Question 23

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Referent power operates primarily on the principle of fear.

In order to bring Steven, the marketing manager, on board with the idea of introducing a line of new products at Gold Coffee, Bree, the operations manager, enlisted the help of Natalie and Noah, the top two salespeople at the company. Bree is using which of the following influence tactics?

Distributive bargaining is similar in nature to which of the following approaches to conflict resolution?

"Avoid promising more than you can deliver" is a suggested guideline for using _____ power.

_____ means that despite a leader's influence attempt, neither a shift in the employees' behaviors nor their attitudes occurs.

Legitimate power gives a person the right to ask employees to do something outside the scope of their jobs or roles within the organization.

Which of the following is a personal characteristic that fosters organizational politics?

Which form of conflict resolution is the most common?

Distributive bargaining is aimed at accomplishing a win-win scenario.

Some employees are willing to manipulate and deceive others to acquire power. Which of the following tendencies do such employees have?

Laura heads the administrative department in a hospital. Her job involves ensuring that work in the hospital runs smoothly, managing the staff, inventory management, and maintaining the requisite standard in hospital hygiene and patient care. As her work often involves situations that demand the use of coercive power, which of the following guidelines must Laura follow?

Which of the following occurs when the requestor clearly explains why performing a request will benefit the target personally?

Organizational factors that are the most likely to increase political activity are those that raise the level of uncertainty in the environment.

The tendency to observe others and accurately interpret their behavior is called _____.

BATNA describes ______.

Richard is the head of the finance department at Sportz Inc., a company specializing in sports goods. He has the sole authority to grant or deny the release of funds for any marketing strategy proposed by the marketing department. Which contingency factor gives Richard the power to influence the members of the marketing team?

Describe the guidelines for using different types of power.

It is impossible for a person to possess all of the forms of power at the same time.