Question 1

A process in which two or more independent individuals discuss and attempt to come to an agreement about their different preferences refers to:

Accepted Answer

A)  ingratiation
B)  negotiation
C)  substitutability
D)  coalition
E)  organizational politicsF) B) and E)
G) None of the above

Question 2

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

Accepted Answer

A)  Competing
B)  Avoiding
C)  Collaborating
D)  Compromise
E)  AccommodatingF) D) and E)
G) A) and B)

Question 3

_______ is the use of favours,compliments,or friendly behaviour to make the target feel better about the influencer.

Accepted Answer

A)  Apprising
B)  Personal appeals
C)  Consultation
D)  Ingratiation
E)  ExchangeF) C) and D)
G) A) and E)

Question 4

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

Accepted Answer

A)  Reward
B)  Legitimate
C)  Coercive
D)  Referent
E)  ExpertF) A) and D)
G) B) and E)

Question 5

Mary Jane,manager at Kids Klothing,asked three of her employees to stay after they closed for the day to re-do the window display and rearrange the entire floor set-up for new merchandise.Mary Jane is exercising which of these powers?

Accepted Answer

A)  Reward
B)  Legitimate
C)  Coercive
D)  Referent
E)  ExpertF) B) and E)
G) A) and E)

Question 6

Amanda appears to be exhibiting which style of conflict resolution?

Accepted Answer

A)  Competing
B)  Avoiding
C)  Collaborating
D)  Compromise
E)  AccommodatingF) B) and C)
G) A) and D)

Question 7

Mary's freedom to make her decisions describes which contingency of power?

Accepted Answer

A)  Influence
B)  Discretion
C)  Power
D)  Ingratiation
E)  VisibilityF) A) and D)
G) B) and D)

Question 8

Coalitions and collaborations are two of the most effective influence tactics.

Accepted Answer

A) True 
 B)False

Question 9

Environments that are perceived as extremely political have been shown to cause higher job satisfaction,decreased strain,higher job performance,and higher organizational commitment among employees.

Accepted Answer

A) True 
 B)False

Question 10

'Respond to infractions promptly and without favouritism,' is a suggested guideline for using which of these powers?

Accepted Answer

A)  Coercive
B)  Legitimate
C)  Reward
D)  Referent
E)  ExpertF) D) and E)
G) B) and D)

Question 11

Which style should be used in a situation in which the individual knows he or she is right and a quick decision needs to be made?

Accepted Answer

A)  Avoiding
B)  Compromise
C)  Collaborating
D)  Competing
E)  AccommodatingF) B) and D)
G) A) and B)

Question 12

Major types of power can be grouped along two dimensions:

Accepted Answer

A)  internal and external
B)  personal and professional
C)  organizational and personal
D)  professional and organizational
E)  upward and downwardF) A) and C)
G) C) and D)

Question 13

Which power is sometimes referred to as 'formal authority?'

Accepted Answer

A)  Coercive
B)  Reward
C)  Legitimate
D)  Referent
E)  ExpertF) B) and C)
G) All of the above

Question 14

In order to bring Josh,the marketing manager,on board with the idea of new product introduction at Mountain City Coffee,Evan,the operations manager,enlisted the help of Laura and Ellen,two top sales people for the company.Evan is using which of the following influence tactics?

Accepted Answer

A)  Apprising
B)  Ingratiation
C)  Coalitions
D)  Personal appeals
E)  PressureF) All of the above
G) A) and B)

Exam 12: Power,influence,and Negotiation

Mary's freedom to make her decisions describes which contingency of power?

Correct Answer
verified

_______ is the use of favours,compliments,or friendly behaviour to make the target feel better about the influencer.

Correct Answer
verified

In order to bring Josh,the marketing manager,on board with the idea of new product introduction at Mountain City Coffee,Evan,the operations manager,enlisted the help of Laura and Ellen,two top sales people for the company.Evan is using which of the following influence tactics?

Correct Answer
verified

Major types of power can be grouped along two dimensions:

Correct Answer
verified

Which power is sometimes referred to as 'formal authority?'

Correct Answer
verified

Mary Jane,manager at Kids Klothing,asked three of her employees to stay after they closed for the day to re-do the window display and rearrange the entire floor set-up for new merchandise.Mary Jane is exercising which of these powers?

Correct Answer
verified

Which style should be used in a situation in which the individual knows he or she is right and a quick decision needs to be made?

Correct Answer
verified

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

Correct Answer
verified

Coalitions and collaborations are two of the most effective influence tactics.

Correct Answer
verified

Environments that are perceived as extremely political have been shown to cause higher job satisfaction,decreased strain,higher job performance,and higher organizational commitment among employees.

Correct Answer
verified

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

Correct Answer
verified

A process in which two or more independent individuals discuss and attempt to come to an agreement about their different preferences refers to:

Correct Answer
verified

Amanda appears to be exhibiting which style of conflict resolution?

Correct Answer
verified

'Respond to infractions promptly and without favouritism,' is a suggested guideline for using which of these powers?

Correct Answer
verified

Exam 12: Power,influence,and Negotiation

Mary's freedom to make her decisions describes which contingency of power?

Correct AnswerverifiedShow Answer

_______ is the use of favours,compliments,or friendly behaviour to make the target feel better about the influencer.

Correct AnswerverifiedShow Answer

In order to bring Josh,the marketing manager,on board with the idea of new product introduction at Mountain City Coffee,Evan,the operations manager,enlisted the help of Laura and Ellen,two top sales people for the company.Evan is using which of the following influence tactics?

Correct AnswerverifiedShow Answer

Major types of power can be grouped along two dimensions:

Correct AnswerverifiedShow Answer

Which power is sometimes referred to as 'formal authority?'

Correct AnswerverifiedShow Answer

Mary Jane,manager at Kids Klothing,asked three of her employees to stay after they closed for the day to re-do the window display and rearrange the entire floor set-up for new merchandise.Mary Jane is exercising which of these powers?

Correct AnswerverifiedShow Answer

Which style should be used in a situation in which the individual knows he or she is right and a quick decision needs to be made?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Coalitions and collaborations are two of the most effective influence tactics.

Correct AnswerverifiedShow Answer

Environments that are perceived as extremely political have been shown to cause higher job satisfaction,decreased strain,higher job performance,and higher organizational commitment among employees.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

A process in which two or more independent individuals discuss and attempt to come to an agreement about their different preferences refers to:

Correct AnswerverifiedShow Answer

Amanda appears to be exhibiting which style of conflict resolution?

Correct AnswerverifiedShow Answer

'Respond to infractions promptly and without favouritism,' is a suggested guideline for using which of these powers?

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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