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Exam 13: Leadership: Power and Negotiation

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Question 61

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Identify and discuss the types of influence tactics that are either moderately effective or least effective, and explain when and how each are used.

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The moderately effective influence tacti...

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Question 62

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When the requestor clearly explains why performing a request will benefit the target personally, this is the influence tactic known as

A) coalition.
B) exchange.
C) apprising.
D) ingratiation.
E) personal appeals.

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

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Question 63

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The style of conflict resolution that is considered a win-win approach is

Leaders will typically use an avoiding conflict resolution style when an issue is really not that important to them but is very important to the other party.

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

When management brought Julie in to run the creative department, they told her that, within reason, she could reorganize and direct its operations as she saw fit. This illustrates the ________ contingency of power.

A shift in the behaviors of employees, but not their attitudes, occurs with a response to influence tactics known as

________ manifests when the target refuses to perform the influence request and puts forth an effort to avoid having to do it.

Consultation occurs when the target is allowed to participate in deciding how to carry out or implement a request.

Identify the five types of power and discuss each, with examples.

________ happens when the targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence.

Paolo calls in his sales team and says "Okay, everybody, listen up: We're going to increase our sales across the board 30 percent next quarter. Here's how we're going to do it, and here's what I'm going to do to help us get there." Paolo is demonstrating

Wherever he goes, Sammy develops contacts, only he calls it simply making friends. He asks the person about themselves, they chat a bit, and a few minutes later Sammy walks away having made a new friend-not to mention a business contact whose information he now has logged in on the address book of his cell phone. This illustrates ________, the dimension of political skill.

________ happens when both parties work together to maximize outcomes, is a form of conflict resolution.

In distributive bargaining, when one person gains, the other person loses. This is also known as a ________ condition.

The conflict resolution style that occurs most often when one party has high levels of organizational power and can use legitimate or coercive power to settle the conflict is

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

________ is the ability to influence the behavior of others and to resist unwanted influence in return.

Noted for his flamboyant ties and his outspoken opinions, Billy is no ordinary vice president within the gigantic Mulray Corporation. Top management has identified him as one of the rising stars, and he has an enormously loyal following among the company's youngest and most energetic executives. Everyone, it seems, wants to be around Billy, who possesses a great deal of ________ power within the organization

Kenya heads the nurse's staff in the intensive care ward of Alston Memorial Hospital. Her job involves ensuring that work in the ward runs smoothly, which in part means maintaining the requisite standard in hospital hygiene and patient care. Her job naturally involves the use of coercive power, which also means remembering the guideline that she should