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Exam 13: Leadership: Power and Negotiation

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Question 31

Multiple Choice

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Individuals who exhibit apparent sincerity, interpersonal influence, networking ability, and social astuteness are likely to have _____ ratings on task performance when the _______.

A) higher; social requirements of the job are high
B) higher; social requirements of the job are low
C) lower; centrality requirements of the job are high
D) higher; centrality requirements of the job are low
E) lower; social requirements of the job are high
I

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

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Question 32

Multiple Choice

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Which of the following refers to the use of power and influence to direct the activities of followers toward goal achievement?

A) Pressure
B) Administration
C) Ingratiation
D) Leadership
E) Sustainability

F) All of the above
G) A) and E)

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Question 33

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Organizational power includes:

Power and influence can have a moderate positive effect on organizational commitment.

Social astuteness is defined as an adeptness at identifying and developing diverse contacts.

In a conflict situation, when John attempts to get his own goals met without concern for the other party, he is utilizing which of the following conflict resolution styles?

Meredith and Sally had a major argument while designing the interior of a restaurant. The conflict was finally settled when Meredith gave in completely to Sally in an unselfish manner and helped Sally complete the design. In this situation, Meredith used the _____ style of conflict resolution.

Shirley, Samuel, Linda, and Matt are part of the project team at Ltronix International, a company producing home appliances. They were assigned the task of selecting two out of five new products to be introduced in the next quarter. The team was at conflict over the choice of products to be introduced. Samuel, who is uncomfortable with confrontations, chose 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 is 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 choices of products in exchange for his agreeing to one of her choices. Which style did Shirley use to resolve her conflict with Matt?

As a conflict resolution style, accommodating occurs when one party wants to remain neutral, stay away from conflict, or postpone the conflict to gather information or let things cool down.

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

Distinguish between internalization and compliance.

Which conflict resolution style is typically used by leaders when an issue is really not that important to them but is very important to the other party?

To influence others using _____, leaders must have insight into the kinds of things that are important to the target.

The most important step of negotiation is preparation.

The three types of organizational power-that is, legitimate, reward, and coercive-are derived primarily from a person's position within the organization.

Leaders who thoroughly understand the conflict resolution style of collaboration are likely to thrive in:

_______ occurs when a third party determines a binding settlement to a dispute.

For a leader, internalization is the best outcome of influence tactics.

Research has supported the notion that to be effective, leaders must have a certain degree of political skill.

Andrew, the student government president, is very popular in his college and is admired by both the professors and students for his balanced approach to any task or issue. He is very creative and also a good athlete. He is a role model for all the students in the college and often leads by example. Andrew's popularity gives him _____ power in his college.