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Exam 13: Leadership: Power and Negotiation

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Question 61

Multiple Choice

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In the context of the contingency factor of visibility,a leader's ability to influence others increases when:

A) there are no substitutes for the rewards or resources the leader controls.
B) the leader's role is important and interdependent with others in the organization.
C) the leader has the freedom to make decisions without being restrained by rules.
D) others know about the leader and the resources he or she can provide.
E) rewards are used in a manipulative fashion.

F) B) and D)
G) A) and C)

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Question 62

Multiple Choice

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_____ involves the leader helping complete the task,providing required resources,or removing obstacles that make task completion difficult.

A) Rational persuasion
B) Personal appeal
C) Collaboration
D) Ingratiation
E) Internalization

F) B) and D)
G) B) and E)

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Question 63

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Which style of conflict resolution is considered a lose-lose approach?

Which of the following refers to the ability to effectively understand others at work and to use that knowledge to influence others in ways that enhance personal and/or organizational objectives?

Scenario: Palliative Care Home Andy,Ben,and Carl are employees at Palliative Care Home (PCH) .They report to Lisa who is the department manager.Lisa has a tremendous amount of freedom to make decisions on how she manages her employees.She recently gave Andy the preferred shift for his outstanding service to the patients at PCH,along with an employee-of-the-month award.In his acceptance speech,Andy indicated he is simply trying to emulate Carl,who is liked by all the patients at PCH.He admires Carl and has learned several things about the job by just observing him.Ben,feeling left out,has started to enlist other employees in the department to help influence Lisa for next month's award.

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

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

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

Which type of power operates primarily on the principle of fear?

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.

Social astuteness refers to an adeptness at identifying and developing diverse contacts.

"Avoid promising more than you can deliver" is a suggested guideline for using _____ power.

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 _____.

In order to bring Steven,the marketing manager,on board with the idea of introducing a line of new products at Gold Coffee,Bree,the operations manager,enlisted the help of Natalie and Noah,the top two salespeople at the company.Bree is using which of the following influence tactics?

Just before the final football game of the season,the captain of the team made an emotional appeal to all his teammates to win the last game for their coach,who passed away recently.Which of the following influence tactics did the captain use?

Distinguish between internalization and compliance.

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

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

Apprising requires that the requestor has something of value to offer.

Which style of conflict resolution occurs when both parties work together to maximize outcomes?