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Exam 13: Leadership: Power and Negotiation

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Question 51

Multiple Choice

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Roger Federer is an icon in tennis.Many aspiring tennis players try to emulate him.Federer's iconic status gives him _____ power.

A) coercive
B) structural
C) reward
D) referent
E) collaborative

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

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Question 52

Multiple Choice

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Scenario: City Place, Inc.Samuel, Linda, Shirley, and Matt are part of the project team at Ltronix International, a company producing home appliances.They had been assigned the task of selecting two out of five new products to be introduced in the next quarter.The team is at conflict over the choice of products to be introduced.Samuel, who is uncomfortable with confrontations, chooses to remain neutral by staying away from the arguments.Linda and Shirley had a few arguments which were finally resolved when Linda gave in to Shirley's demands.Shirley who was the most experienced among the four continued to insist on her choice.Matt was equally adamant about his choice.Finally, to resolve the situation, Shirley agreed to one of Matt's choice of products in exchange for one of her choices.Which influence tactic could Shirley, who is the most experienced in the team, have used to convince the others of her choice?

A) Rational persuasion
B) Ingratiation
C) Personal appeals
D) Pressure
E) Exchange

F) A) and E)
G) D) and E)

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Question 53

Multiple Choice

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Which form of conflict resolution is the most common?

The ability to influence others is greatly reduced, if a person works alone and performs tasks that nobody sees, even when he or she has high levels of expert and referent power.

Which of the following is the use of coercive power through threats and demands?

In the context of the contingency factor of visibility, a leader's ability to influence others increases when:

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?

_____ reflects neither a shift in the employees' behaviors nor their attitudes.

Leaders who perform critical tasks and interact with others regularly have a greater ability to use their power to influence others.These leaders are exhibiting the contingency factor called _____.

Nathan is the administrative manager at Woodlands, Inc.The organizational procedures and policies of the company prevent Nathan from implementing many of his ideas to increase efficiency.This indicates a low degree of _____, which reduces Nathan's ability to influence others.

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

Which of the following is a suggested guideline for using coercive power?

_____ reflects a shift in both the behaviors and the attitudes of employees.For a leader, this is the best outcome, because it results in employees putting forth the greatest level of effort in accomplishing what they are asked to do.

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

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

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 team in the company.Which contingency factor gives Richard the power to influence the members of the marketing team?

Personal power includes:

Over the last three years, Carla has been involved in several high-profile negotiations where she has used a distributive framework.Now, she finds _____.

Scenario: City Place, Inc.Linda, Samuel, Shirley, and Matt are part of the project team at Ltronix International, a company producing home appliances.They had been assigned the task of selecting two out of five new products to be introduced in the next quarter.The team is at conflict over the choice of products to be introduced.Samuel, who is uncomfortable with confrontations, chooses to remain neutral by staying away from the arguments.Linda and Shirley had a few arguments which were finally resolved when Linda gave in to Shirley's demands.Shirley who was the most experienced among the four continued to insist on her choice.Matt was equally adamant about his choice.Finally, to resolve the situation, Shirley agreed to one of Matt's choice of products in exchange for one of her choices.Linda used the _____ style to resolve the conflict between Shirley and her.

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