Question 1

Which tactic increases commitment from a target,who now has a stake in seeing that his/her opinions were valued?

Accepted Answer

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

Question 2

'Insist on compliance,' if appropriate,is a suggested guideline for using which of these powers?

Accepted Answer

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

Question 3

Avoiding is an important strategy to think about when the individual has less power than the other party.

Accepted Answer

A) True 
 B)False

Question 4

There are four types of tactics that individuals can use to try to influence others.

Accepted Answer

A) True 
 B)False

Question 5

To use _____ effectively,individuals must have insight into what kinds of things are important to the target.

Accepted Answer

A)  rational persuasion
B)  inspirational appeals
C)  consultation
D)  ingratiation
E)  exchangeF) A) and C)
G) All of the above

Question 6

Expert and referent powers are called _______ powers.

Accepted Answer

A)  internal
B)  personal
C)  external
D)  organizational
E)  directionalF) C) and D)
G) A) and B)

Question 7

Oprah Winfrey is the chairperson of Harpo,Inc.The people who watch Oprah on TV or listen to her on satellite radio admire her views and often seek to emulate her actions.This suggests that Oprah Winfrey clearly wields an incredible amount of _____ power.

Accepted Answer

A)  coercive
B)  legitimate
C)  reward
D)  referent
E)  expertF) B) and E)
G) A) and B)

Question 8

Which of the following responses to influence tactics is considered the most common response to influence attempts in organizations?

Accepted Answer

A)  Resistance
B)  Ingratiation
C)  Compliance
D)  Personal appeals
E)  InternalizationF) B) and D)
G) A) and E)

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

An avoiding conflict resolution style should be used during all of these situations,except?

Accepted Answer

A)  When an issue is trivial
B)  When potential disruption outweighs the benefits of resolution
C)  On issues vital to company welfare when you know you are right
D)  To let people cool down and regain perspective
E)  When others can resolve the conflict more effectivelyF) C) and D)
G) D) and E)

Question 11

When managers are forced to follow organizational policies and rules,their ability to influence others is reduced.This explains which contingency factor?

Accepted Answer

A)  Centrality
B)  Discretion
C)  Substitutability
D)  Ingratiation
E)  VisibilityF) A) and E)
G) A) and C)

Question 12

A collaborating conflict resolution style should be used during which of these situations?

Accepted Answer

A)  When an issue is trivial
B)  To merge insights from people with different perspectives
C)  On issues vital to company welfare when you know you are right
D)  To let people cool down and regain perspective
E)  When others can resolve the conflict more effectivelyF) B) and C)
G) All of the above

Question 13

Which power is derived from a person's skill or knowledge on which others depend?

Accepted Answer

A)  Referent
B)  Expert
C)  Reward
D)  Coercive
E)  LegitimateF) C) and D)
G) B) and E)

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

All of the following influence tactics can be considered moderately effective,except?

Accepted Answer

A)  Ingratiation
B)  Exchange
C)  Consultation
D)  Apprising
E)  Personal appealsF) A) and C)
G) A) and D)

Question 16

During the bargaining stage of negotiation,both parties likely must make concessions and give up something to get something in return.

Accepted Answer

A) True 
 B)False

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

Which of these is a personal characteristic that fosters organizational politics?

Accepted Answer

A)  Machiavellianism
B)  Limited resources
C)  Ambiguity in roles
D)  High performance pressure
E)  Unclear performance evaluationsF) None of the above
G) A) and E)

Question 19

In a conflict,compromise results in the best outcomes and reactions from both parties.

Accepted Answer

A) True 
 B)False

Question 20

Lynn should know that all of these influence tactics are the most effective on average,except?

Accepted Answer

A)  Collaboration
B)  Inspirational appeals
C)  Consultation
D)  Coalitions
E)  Rational persuasionF) A) and D)
G) C) and E)

Exam 12: Power,influence,and Negotiation

All of the following influence tactics can be considered moderately effective,except?

Correct AnswerverifiedShow Answer

Which tactic increases commitment from a target,who now has a stake in seeing that his/her opinions were valued?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which power is derived from a person's skill or knowledge on which others depend?

Correct AnswerverifiedShow Answer

Lynn should know that all of these influence tactics are the most effective on average,except?

Correct AnswerverifiedShow Answer

Avoiding is an important strategy to think about when the individual has less power than the other party.

Correct AnswerverifiedShow Answer

When managers are forced to follow organizational policies and rules,their ability to influence others is reduced.This explains which contingency factor?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Expert and referent powers are called _______ powers.

Correct AnswerverifiedShow Answer

During the bargaining stage of negotiation,both parties likely must make concessions and give up something to get something in return.

Correct AnswerverifiedShow Answer

Oprah Winfrey is the chairperson of Harpo,Inc.The people who watch Oprah on TV or listen to her on satellite radio admire her views and often seek to emulate her actions.This suggests that Oprah Winfrey clearly wields an incredible amount of _____ power.

Correct AnswerverifiedShow Answer

'Insist on compliance,' if appropriate,is a suggested guideline for using which of these powers?

Correct AnswerverifiedShow Answer

In a conflict,compromise results in the best outcomes and reactions from both parties.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which of these is a personal characteristic that fosters organizational politics?

Correct AnswerverifiedShow Answer

To use _____ effectively,individuals must have insight into what kinds of things are important to the target.

Correct AnswerverifiedShow Answer

There are four types of tactics that individuals can use to try to influence others.

Correct AnswerverifiedShow Answer

A collaborating conflict resolution style should be used during which of these situations?

Correct AnswerverifiedShow Answer

An avoiding conflict resolution style should be used during all of these situations,except?

Correct AnswerverifiedShow Answer

Which of the following responses to influence tactics is considered the most common response to influence attempts in organizations?

Correct AnswerverifiedShow Answer

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