Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

As executive vice president in charge of sales and marketing, Josephine heads a large international team. Her position gives her a great deal of ________ power.

Accepted Answer

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

Question 3

"Only offer what you can follow through on" is a suggested guideline for using ________ power.

Accepted Answer

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

Question 4

Identify and discuss the varieties of response to influence tactics, along with the relative effectiveness of each.

Accepted Answer

There are three basic responses to influ...

Question 5

When confronted with a conflict at work or in other organizational aspects of her life, Millie tends to take an avoiding style. That is best used when she is in a situation where she

Accepted Answer

A)   is willing to compromise on her terms.
B)   cannot win and there is no acceptable alternative.
C)   needs to reach a solution to the conflict as soon as possible.
D)   has legitimate power over the people she is negotiating with.
E)   wants people to make rash decisions as a result of high emotions.F) B) and D)
G) A) and E)

Question 6

________ is a win-lose negotiation over a "fixed pie" of resources.

Accepted Answer

A)   Alternative dispute resolution
B)   Closing and commitment
C)   Exchanging information
D)   Distributive bargaining
E)   Integrative bargainingF) A) and B)
G) None of the above

Question 7

________ is the degree to which people have alternatives in accessing resources.

Accepted Answer

A)   Centrality
B)   Discretion
C)   Substitutability
D)   Accommodation
E)   Integrative bargainingF) B) and E)
G) C) and E)

Question 8

Armand runs a small company, and although he is generally happy with his staff, he would like to see them increase their productivity and develop a greater long-term sense of personal identification with the company. The best way for him to achieve that is to

Accepted Answer

A)   establish a hierarchical environment, tell employees they have to improve, and emphasize the fact that he is boss.
B)   create a structured environment and focus on teaching employees that improved skills will help them keep their jobs.
C)   maintain a friendly environment, help them improve their work skills, and make sure they always remember who is boss.
D)   work on making the office a fun place, take less of a direct approach to job skills, and make sure employees know that he cares.
E)   construct an open environment, dedicate himself to helping his employees achieve their goals, and take the emphasis off hierarchy.F) A) and B)
G) B) and C)

Question 9

The most common form of conflict resolution is

Accepted Answer

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

Question 10

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

Accepted Answer

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

Question 11

An accommodating conflict resolution style should be used

Accepted Answer

A)   when quick decisive action is vital.
B)   when a quick decision is really important.
C)   if you are going to lose and want to preserve your dignity.
D)   on important issues for which unpopular actions need implementation.
E)   when someone will try to leverage your unwillingness to compete against you.F) None of the above
G) A) and E)

Question 12

Leaders who thoroughly understand the conflict resolution style of collaboration are likely to thrive in ________ negotiations.

Accepted Answer

A)   alternative dispute resolution
B)   closing and commitment
C)   distributive bargaining
D)   integrative bargaining
E)   substitutabilityF) None of the above
G) A) and B)

Question 13

Distributive bargaining is similar in nature to the ________ approach to conflict resolution.

Accepted Answer

A)   avoiding
B)   competing
C)   compromise
D)   collaboration
E)   accommodatingF) C) and E)
G) C) and D)

Question 14

High 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 E)
G) A) and B)

Question 15

The board was split over a fundamental question of the company's future direction, but Mr. Gillespie declared himself neutral in the conflict. As the oldest member of the board, he said, he should not take sides. His behavior exemplifies an approach to conflict resolution known as

Accepted Answer

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

Question 16

The conflict resolution style that is best used in situations in which leaders know they are right and a quick decision needs to be made is

Accepted Answer

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

Question 17

The form of conflict resolution that requires the complete sharing of information by both parties, a full discussion of concerns, relatively equal power between parties, and a lot of time investment to arrive at a resolution is

Accepted Answer

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

Question 18

Leslie in as administrative manager with a number of exciting new ideas about how to change organizational procedures and run the company more efficiently. However, she soon ran into opposition from company leadership, who insisted that she stick with policies adopted several decades earlier. This indicates a low degree of ________, which limits Leslie's ability to influence others.

Accepted Answer

A)   power
B)   visibility
C)   centrality
D)   discretion
E)   substitutabilityF) A) and B)
G) C) and D)

Question 19

Name the four contingencies of power, and explain how they affect a leader's ability to influence others.

Accepted Answer

The four contingencies of power are subs...

Question 20

When a third party determines a binding settlement to a dispute, this is known as

Accepted Answer

A)   mediation.
B)   arbitration.
C)   integration.
D)   distribution.
E)   competition.F) All of the above
G) C) and D)

Exam 13: Leadership: Power and Negotiation

The board was split over a fundamental question of the company's future direction, but Mr. Gillespie declared himself neutral in the conflict. As the oldest member of the board, he said, he should not take sides. His behavior exemplifies an approach to conflict resolution known as

Correct Answer
verified

The conflict resolution style that is best used in situations in which leaders know they are right and a quick decision needs to be made is

Correct Answer
verified

________ is the degree to which people have alternatives in accessing resources.

Correct Answer
verified

Correct Answer
verified

Distributive bargaining is similar in nature to the ________ approach to conflict resolution.

Correct Answer
verified

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

Correct Answer
verified

As executive vice president in charge of sales and marketing, Josephine heads a large international team. Her position gives her a great deal of ________ power.

Correct Answer
verified

________ is a win-lose negotiation over a "fixed pie" of resources.

Correct Answer
verified

Leaders who thoroughly understand the conflict resolution style of collaboration are likely to thrive in ________ negotiations.

Correct Answer
verified

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

Correct Answer
verified

Armand runs a small company, and although he is generally happy with his staff, he would like to see them increase their productivity and develop a greater long-term sense of personal identification with the company. The best way for him to achieve that is to

Correct Answer
verified

The most common form of conflict resolution is

Correct Answer
verified

The form of conflict resolution that requires the complete sharing of information by both parties, a full discussion of concerns, relatively equal power between parties, and a lot of time investment to arrive at a resolution is

Correct Answer
verified

"Only offer what you can follow through on" is a suggested guideline for using ________ power.

Correct Answer
verified

Name the four contingencies of power, and explain how they affect a leader's ability to influence others.

Correct Answer
verified
The four contingencies of power are subs...
View Answer

An accommodating conflict resolution style should be used

Correct Answer
verified

Identify and discuss the varieties of response to influence tactics, along with the relative effectiveness of each.

Correct Answer
verified
There are three basic responses to influ...
View Answer

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

Correct Answer
verified

When confronted with a conflict at work or in other organizational aspects of her life, Millie tends to take an avoiding style. That is best used when she is in a situation where she

Correct Answer
verified

When a third party determines a binding settlement to a dispute, this is known as

Correct Answer
verified

Exam 13: Leadership: Power and Negotiation

The board was split over a fundamental question of the company's future direction, but Mr. Gillespie declared himself neutral in the conflict. As the oldest member of the board, he said, he should not take sides. His behavior exemplifies an approach to conflict resolution known as

Correct AnswerverifiedShow Answer

The conflict resolution style that is best used in situations in which leaders know they are right and a quick decision needs to be made is

Correct AnswerverifiedShow Answer

________ is the degree to which people have alternatives in accessing resources.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Distributive bargaining is similar in nature to the ________ approach to conflict resolution.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

As executive vice president in charge of sales and marketing, Josephine heads a large international team. Her position gives her a great deal of ________ power.

Correct AnswerverifiedShow Answer

________ is a win-lose negotiation over a "fixed pie" of resources.

Correct AnswerverifiedShow Answer

Leaders who thoroughly understand the conflict resolution style of collaboration are likely to thrive in ________ negotiations.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Armand runs a small company, and although he is generally happy with his staff, he would like to see them increase their productivity and develop a greater long-term sense of personal identification with the company. The best way for him to achieve that is to

Correct AnswerverifiedShow Answer

The most common form of conflict resolution is

Correct AnswerverifiedShow Answer

The form of conflict resolution that requires the complete sharing of information by both parties, a full discussion of concerns, relatively equal power between parties, and a lot of time investment to arrive at a resolution is

Correct AnswerverifiedShow Answer

"Only offer what you can follow through on" is a suggested guideline for using ________ power.

Correct AnswerverifiedShow Answer

Name the four contingencies of power, and explain how they affect a leader's ability to influence others.

Correct AnswerverifiedThe four contingencies of power are subs...View AnswerShow Answer

An accommodating conflict resolution style should be used

Correct AnswerverifiedShow Answer

Identify and discuss the varieties of response to influence tactics, along with the relative effectiveness of each.

Correct AnswerverifiedThere are three basic responses to influ...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

When confronted with a conflict at work or in other organizational aspects of her life, Millie tends to take an avoiding style. That is best used when she is in a situation where she

Correct AnswerverifiedShow Answer

When a third party determines a binding settlement to a dispute, this is known as

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The four contingencies of power are subs...
View Answer

Correct Answer
verified

Correct Answer
verified
There are three basic responses to influ...
View Answer

Correct Answer
verified

Correct Answer
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Correct Answer
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