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Exam 13: Leadership: Power and Negotiation

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Question 81

Multiple Choice

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_____ power exists when someone has control over the resources another person wants.

A) Reward
B) Personal
C) Coercive
D) Referent
E) Expert

F) B) and C)
G) A) and B)

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Question 82

Multiple Choice

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_____ is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer.

A) Centrality
B) Personal appeal
C) Consultation
D) Ingratiation
E) Internalization

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

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Question 83

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A BATNA describes each negotiator's bottom line.

When actions by individuals in an organization are directed toward the goal of furthering their own self-interests, it is termed as _____.

Which type of power is sometimes referred to as "formal authority"?

Just before the final football game of the season, the captain of the team made an emotional speech to all his teammates to win the last game for their coach, who had passed away recently. Which of the following influence tactics did the captain use?

Integrative bargaining is similar in nature to a competing approach to conflict resolution.

The personal forms of power are more strongly related to organizational commitment and job performance than are the organizational forms.

"Insisting on compliance if appropriate" is a suggested guideline for using _____ power.

Reward power and coercive power are somewhat intertwined with referent power.

Individuals with higher levels of emotional intelligence are more likely to choose a(n) _______ form of conflict management.

Influence most frequently occurs downward in organizations.

Which style of conflict resolution is generally regarded as the most effective?

Low assertiveness and high cooperation represent which style of conflict resolution?

From time to time, leaders need to resist the influence of other leaders or higher-ups to do what's best for their own unit.

When a leader draws on legitimate sources of power, a stronger emotional bond can be created with the employee, boosting affective commitment.

Ingratiation has been shown to be more effective when used as a short-term strategy.

Companies such as Microsoft, Pfizer, and Google are increasingly using ________ to understand the power structures in their organizations and who holds and wields the most influence. They ask employees questions such as "Who do you go to with a new idea?" and "Who can best help you solve a problem?" They analyze the responses to find our which managers and/or employees are most central to and influential in their companies.

High assertiveness and low cooperation represent which style of conflict resolution?

In distributive bargaining, when one person gains, the other person loses. This is also known as a: