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Exam 13: Leadership: Power and Negotiation

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Question 1

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Scenario: City Place, Inc.Shirley, Samuel, Linda, and Matt are part of the project team at Ltronix International, a company producing home appliances.They had been assigned the task of selecting two out of five new products to be introduced in the next quarter.The team is at conflict over the choice of products to be introduced.Samuel, who is uncomfortable with confrontations, chooses to remain neutral by staying away from the arguments.Linda and Shirley had a few arguments which were finally resolved when Linda gave in to Shirley's demands.Shirley who was the most experienced among the four continued to insist on her choice.Matt was equally adamant about his choice.Finally, to resolve the situation, Shirley agreed to one of Matt's choice of products in exchange for one of her choices.Which style did Shirley use to resolve her conflict with Matt?

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

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

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Question 2

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Which of the following can never really resolve a conflict?

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

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

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Question 3

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

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

Distributive bargaining is similar in nature to which of the following approaches to conflict resolution?

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

_____ can be defined as the ability to influence the behavior of others and to resist unwanted influence in return.

Distributive bargaining is aimed at accomplishing a win-win scenario.

Which of the following occurs when the target of influence agrees with and becomes committed to the influence request?

Substitutability represents how important a person's job is and how many people depend on that person to accomplish their tasks.

Which of the following influence tactics increases commitment from the target who has a stake in seeing that his or her opinions were right?

Scenario: Palliative Care Home Andy, Carl, and Ben 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.Ben is utilizing the _____ influence tactic on Lisa, to win the employee-of-the-month award for the following month.

Mathew is one of the top attorneys at his law firm.His brilliance in handling some of the most difficult and high-profile cases has earned him fame far and wide and he wields considerable influence in the running of the firm.Mathew's high degree of _____ ensures that he has considerable power to influence others.

All the statements below are true about legitimate power EXCEPT:

Compromise is the most common form of conflict resolution, whereby each party's losses are offset by gains and vice versa.

Just before the final football game of the season, the captain of the team made an emotional speech 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?

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.

A collaborative conflict resolution style should be used during which of the following situations?

_____ is aimed at accomplishing a win-win scenario by using problem solving and mutual respect to achieve an outcome that is satisfying to both parties.

Integrative bargaining is similar in nature to a competing approach to conflict resolution.