Question 1

As manager and team leader, Sandra calls her subordinates together and says, "Okay, this week I'll need each of you to work a few extra hours because we need to get out those brochures that were back-ordered." She is exercising her ________ power.

Accepted Answer

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

Question 2

Because it tends to result in negative feelings toward those that wield it, ________ power is generally regarded as a poor form of power to use regularly.

Accepted Answer

A)   expert
B)   reward
C)   referent
D)   coercive
E)   legitimateF) A) and B)
G) B) and C)

Question 3

Raj has a strongly collaborative style of conflict resolution, which will prove especially helpful for him in situation where

Accepted Answer

A)   the issue is not as important as others from a timing perspective.
B)   different perspectives might help arrive at a better alternative.
C)   potential disruption outweighs the benefits of resolution.
D)   he believes he is right and there is no middle-ground.
E)   others can resolve the conflict more effectively.F) D) and E)
G) B) and E)

Question 4

"Communicate why the request is important and the justification for it" is a suggested guideline for using ________ power.

Accepted Answer

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

Question 5

One of the suggested guidelines for using coercive power is to

Accepted Answer

A)   be consistent, thoughtful, and honest about requests.
B)   make sure you describe the purpose of your request.
C)   be clear on exactly what you are offering a reward for.
D)   do things for others even when you are not required to do so.
E)   make sure the punishment fits the nature of the lack of compliance.F) B) and E)
G) D) and E)

Question 6

________ occurs when actions by individuals in an organization are directed toward the goal of furthering their own self-interests.

Accepted Answer

A)   Leadership
B)   Internalization
C)   Substitutability
D)   Organizational politics
E)   Distributive bargainingF) D) and E)
G) A) and B)

Question 7

Matthew won the race for student council president partly due to a pledge that he would get the school to put in a swimming pool. It was a big thing to promise, but he knew that the school system had recently had a large influx of tax dollars and that the money is there; he just needs to win over the powers that be. First, he has to get his school principal on his side, and together they will go to the board of education. The principal, Ms. Wetherby, is new to the school system, and other than simply meeting her, he has had few interactions with her. In his meeting with Ms. Wetherby, the best approach for Matthew is to

Accepted Answer

A)   talk to her about how exciting it would be to be to have a pool.
B)   let her know about all the coaches, teachers, and students he has on his side.
C)   compliment her leadership and let her know that he sees her as capable and competent.
D)   present her with data showing that the pool is not only needed but also affordable and practical.
E)   explain that the student body is motivated and could make things difficult if they do not get their way.F) B) and C)
G) A) and B)

Question 8

Erin has just concluded another case in which she lived up to the slogan posted on billboards all over the city: "The number-one choice for women facing divorce!" She followed textbook negotiation strategies and came fully prepared to the meeting with her client's soon-to-be ex-husband and his lawyer. At the meeting, Erin asked a number of questions, maintained a friendly atmosphere, and presented her client's list of demands. In the end, she got everything she wanted for her client-the house, one of the cars, custody of the children-and did so without acceding to a single one of the opposing side's demands. They finished off with a formalized agreement and then Erin and her client went out to celebrate their victory. However, Erin may have missed one thing, which is that she should have

Accepted Answer

A)   sought to win over the other side, not simply in legal terms but also in personal terms, so as to maintain a friendly atmosphere.
B)   taken a different tone from the beginning, dispensing with niceties and letting the other side know that she intended to win.
C)   let the other side win on some small point, so they would walk away feeling they had won at least something.
D)   spent more time researching the husband's net worth to see if she could extract more money for her client.
E)   asked her client if there were any point at which she would rather walk away than give up anything more.F) A) and B)
G) C) and D)

Question 9

The style of conflict resolution most likely to yield an unfavorable result for everyone is

Accepted Answer

A)   accommodating.
B)   collaboration.
C)   compromise.
D)   competing.
E)   avoiding.F) A) and C)
G) D) and E)

Question 10

Low assertiveness and low cooperation represent the style of conflict resolution known as

Accepted Answer

A)   avoiding.
B)   competing.
C)   compromise.
D)   collaboration.
E)   accommodating.F) A) and B)
G) All of the above

Question 11

How important a person's job is and how many people depend on that person to accomplish their tasks is represented by

Accepted Answer

A)   power.
B)   visibility.
C)   centrality.
D)   discretion.
E)   substitutability.F) A) and C)
G) A) and D)

Question 12

The two types of personal power are ________ power.

Accepted Answer

A)   expert and referent
B)   reward and referent
C)   expert and coercive
D)   reward and coercive
E)   expert and legitimateF) D) and E)
G) All of the above

Question 13

The best response to influence tactics, from the standpoint of the leader, is when a shift in both the behaviors and the attitudes of employees occurs-otherwise known as

Accepted Answer

A)   accommodating.
B)   substitutability.
C)   internalization.
D)   collaboration.
E)   compliance.F) B) and E)
G) A) and D)

Question 14

________ is the tendency to observe others and accurately interpret their behavior.

Accepted Answer

A)   Social astuteness
B)   Apparent sincerity
C)   Networking ability
D)   Organizational politics
E)   Interpersonal influenceF) B) and E)
G) B) and D)

Question 15

A leader helps complete a task, provides required resources, or removes obstacles that make task completion difficult under the influence tactic known as

Accepted Answer

A)   consultation.
B)   collaboration.
C)   legitimate power.
D)   rational persuasion.
E)   inspirational appeal.F) All of the above
G) A) and E)

Question 16

________ is the use of an actual behavior that causes behavioral or attitudinal changes in others.

Accepted Answer

A)   Power
B)   Visibility
C)   Influence
D)   Discretion
E)   InternalizationF) C) and D)
G) A) and D)

Question 17

The three types of organizational power are ________ power.

Accepted Answer

A)   expert, reward, and referent
B)   expert, reward, and coercive
C)   legitimate, expert, and referent
D)   legitimate, expert, and coercive
E)   legitimate, reward, and coerciveF) B) and E)
G) A) and B)

Question 18

BATNA describes each negotiator's

Accepted Answer

A)   wish list.
B)   negatives.
C)   bottom line.
D)   bargaining style.
E)   arbitration technique.F) All of the above
G) A) and E)

Question 19

The use of coercive power through threats and demands is an influence tactic known as

Accepted Answer

A)   ingratiation.
B)   coalitions.
C)   apprising.
D)   visibility.
E)   pressure.F) B) and C)
G) C) and E)

Question 20

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

Accepted Answer

A) True 
 B)False

Exam 13: Leadership: Power and Negotiation

As manager and team leader, Sandra calls her subordinates together and says, "Okay, this week I'll need each of you to work a few extra hours because we need to get out those brochures that were back-ordered." She is exercising her ________ power.

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

The three types of organizational power are ________ power.

Correct Answer
verified

"Communicate why the request is important and the justification for it" is a suggested guideline for using ________ power.

Correct Answer
verified

________ is the use of an actual behavior that causes behavioral or attitudinal changes in others.

Correct Answer
verified

Raj has a strongly collaborative style of conflict resolution, which will prove especially helpful for him in situation where

Correct Answer
verified

Low assertiveness and low cooperation represent the style of conflict resolution known as

Correct Answer
verified

________ occurs when actions by individuals in an organization are directed toward the goal of furthering their own self-interests.

Correct Answer
verified

The best response to influence tactics, from the standpoint of the leader, is when a shift in both the behaviors and the attitudes of employees occurs-otherwise known as

Correct Answer
verified

Because it tends to result in negative feelings toward those that wield it, ________ power is generally regarded as a poor form of power to use regularly.

Correct Answer
verified

How important a person's job is and how many people depend on that person to accomplish their tasks is represented by

Correct Answer
verified

The use of coercive power through threats and demands is an influence tactic known as

Correct Answer
verified

BATNA describes each negotiator's

Correct Answer
verified

One of the suggested guidelines for using coercive power is to

Correct Answer
verified

The two types of personal power are ________ power.

Correct Answer
verified

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

Correct Answer
verified

The style of conflict resolution most likely to yield an unfavorable result for everyone is

Correct Answer
verified

A leader helps complete a task, provides required resources, or removes obstacles that make task completion difficult under the influence tactic known as

Correct Answer
verified

________ is the tendency to observe others and accurately interpret their behavior.

Correct Answer
verified

Exam 13: Leadership: Power and Negotiation

As manager and team leader, Sandra calls her subordinates together and says, "Okay, this week I'll need each of you to work a few extra hours because we need to get out those brochures that were back-ordered." She is exercising her ________ power.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The three types of organizational power are ________ power.

Correct AnswerverifiedShow Answer

"Communicate why the request is important and the justification for it" is a suggested guideline for using ________ power.

Correct AnswerverifiedShow Answer

________ is the use of an actual behavior that causes behavioral or attitudinal changes in others.

Correct AnswerverifiedShow Answer

Raj has a strongly collaborative style of conflict resolution, which will prove especially helpful for him in situation where

Correct AnswerverifiedShow Answer

Low assertiveness and low cooperation represent the style of conflict resolution known as

Correct AnswerverifiedShow Answer

________ occurs when actions by individuals in an organization are directed toward the goal of furthering their own self-interests.

Correct AnswerverifiedShow Answer

The best response to influence tactics, from the standpoint of the leader, is when a shift in both the behaviors and the attitudes of employees occurs-otherwise known as

Correct AnswerverifiedShow Answer

Because it tends to result in negative feelings toward those that wield it, ________ power is generally regarded as a poor form of power to use regularly.

Correct AnswerverifiedShow Answer

How important a person's job is and how many people depend on that person to accomplish their tasks is represented by

Correct AnswerverifiedShow Answer

The use of coercive power through threats and demands is an influence tactic known as

Correct AnswerverifiedShow Answer

BATNA describes each negotiator's

Correct AnswerverifiedShow Answer

One of the suggested guidelines for using coercive power is to

Correct AnswerverifiedShow Answer

The two types of personal power are ________ power.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The style of conflict resolution most likely to yield an unfavorable result for everyone is

Correct AnswerverifiedShow Answer

A leader helps complete a task, provides required resources, or removes obstacles that make task completion difficult under the influence tactic known as

Correct AnswerverifiedShow Answer

________ is the tendency to observe others and accurately interpret their behavior.

Correct AnswerverifiedShow Answer

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