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Exam 12: Power,influence,and Negotiation

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Question 41

Multiple Choice

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Shawn has the ability to effectively understand others at Trade Tools,Inc.(TTI) ,where he is a manager,and he can use that knowledge to influence others in ways that enhance his own and/or TTI's objectives.Shawn's ability can be described as which of these?

A) Conceptual skills
B) Ingratiation skills
C) Political skills
D) Negotiation skills
E) Technical skills

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

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Question 42

Multiple Choice

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

A) Competing
B) Avoiding
C) Collaborating
D) Compromise
E) Accommodating

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

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Question 43

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For a leader,compliance is the best outcome,because it results in employees putting forth the greatest level of effort in accomplishing what they are asked to do.

Kendra is a procurement manager at MK Trading.Her job entails approving all purchasing requests from various departments.However,she has the ability and authority to deny a purchase request if she is not convinced that it is necessary.Employees and department managers at MK Trading have no other alternative but to try to convince Kendra with their requests if they want to procure the items.Which contingency factor is giving Kendra the ability to influence others?

_____ can involve settling a contract dispute between labour and management,determining a purchasing price for products,haggling over a performance review rating,or determining the starting salary for a new employee.

The two forms of alternative dispute resolution can be voluntary or mandatory.

Political skill involves all of the following,except?

Rational persuasion is the only tactic that is consistently successful in the case of upward influence.

Low assertiveness and low cooperation represents which style of conflict resolution?

Studies show that successful negotiators ask very few questions during the 'exchanging information' stage of the negotiation process.

Low assertiveness and high cooperation represents which style of conflict resolution?

Sally is a very popular radio talk show host.She takes people questions and offers advice on relationships of all kinds and best ways to achieve balance in life.Sally has a huge following and people actually listen to her and try to emulate her.Sally has which of these powers?

If Lynn wants an influence tactic that is consistently successful in upward influence,she should utilize ingratiation.

In a conflict with Sara,Margie gives in to all of Sara's demands and acts in a completely unselfish way.This describes which style of conflict resolution?

_______ occurs when one party wants to remain neutral or stay away from conflict to let things cool down.

The Dean of College of Business at EduNational University has decided to pursue a coveted accreditation for the college.To get the faculty's support for the process,she has created a faculty-driven process where faculty participate in the accreditation process every step of the way and they decide how to carry out the process under her guidance.This process has increased the faculty's commitment who now have a stake in seeing the process succeed and the goal of accreditation accomplished.The Dean has used which of these influence tactics?

Legitimate,reward,and coercive powers are called _______ powers.

_______ power is derived from a position of authority inside the organization.

Ingratiation has been shown to be more effective when used as a short-term strategy.

Repeated uses of coercive power or repeated reliance on hard influence tactics such as pressure or coalitions could actually increase organizational commitment levels.