31. Tactics designed to create power equalization are often employed as a way to |
C |
32. Lytle and her colleagues found that most negotiators cycled through three strategies during the same encounters. Which are the three strategies? A) interests, information, effectiveness. |
C |
33. Nearly 50 years ago there were five major types of sources of power that could be exercised. All but one of the following is part of that group. Which one is not? A) Personal power. |
A |
34. Which of the following is not a major source of power from one of the five different groupings? A) Informational sources of power. |
C |
35. Information as a source of power is A) the accumulation and presentation of data to change the other person’s point of view or position on an issue. |
A |
36. Expert power is A) accorded to those who are seen as having achieved some level of command and mastery of specific information. |
A |
37. In which of the following types of power based on personality and individual differences would you find a person characterized by beliefs that power is distributed relatively equally across various groups, which compete and bargain for a share of the continually evolving balance of power? A) the unitarian. |
C |
38. Legitimate power and its effectiveness of formal authority that are derived from the willingness of the followers to: A) create a group structure that gives one person a power base, group members generate a willingness within themselves to obey that person’s directives. |
E |
39. Which of the following statements about legitimate power is false? |
B |
40. Resources are more useful as instruments of power to the extent they are highly valued be participants in the negotiation. Which of the following is not a resource of organizational context? |
E |
81. Cooperative goals tend to shape the "power with" orientation, even between superiors and subordinates. These goals induce higher expectations of all but one of the following. Which one? A) To perform effectively and achieve common objectives. |
B |
42. The story about the new faculty member who might decide to volunteer to head up the "speakers" program for faculty seminars because it would put him in the center of many communications about the weekly presentations is illustrative of network structure through |
B |
43. The concept of criticality in a communication network involves A) the degree to which the key individual can exercise discretion in how certain decisions are made or who gains access. |
D |
44. In which of the following five aspects of network structure would you find the role of a gatekeeper? |
C |
45. One way that lower power parties can deal with the big players in business deals and partnerships is by limiting the ways you can do business or who you can do business with and it is an example of one of the following dealings. Which one? |
D |
Tactics designed to create power equalization are often employed as a way to gain advantage or to block the other’s power moves. |
F |
Negotiators who don’t care about their power or who have matched power – equally high or low – will find that their deliberations proceed with greater ease and simplicity toward a mutually satisfying and acceptable outcome. |
T |
During economic downsizings, labor unions can find themselves negotiating new contracts that delay wage increases or even reduce wages, which means giving hard-won concessions back to management—something union officials want to do. |
F |
According to Deutsch, an actor does not have power in a given situation and cannot satisfy the purposes that he is attempting to fulfill in that situation. |
F |
The effective use of power requires a sensitive and deft touch, and its consequences may not vary greatly from one person to the next. |
F |
Expert power is derived from the ability to assemble and organize information to support the desired position, arguments, or outcomes. |
F |
Organization and national culture are both descriptors of contextual power. |
T |
If power is based on personality and individual differences, the personality traits will affect how individuals acquire and use power. |
T |
Social structures are inherently inefficient, and this realization creates the basis for legitimate power. |
F |
If enough people begin to distrust the authority or discredit its legitimacy, they will begin to defy it and thereby undermine its potential as a source of power. |
T |
The effectiveness of formal authority is derived from the willingness of followers to acknowledge the legitimacy of the organizational structure and the system of rules and regulations that empowers its leaders. |
T |
Personal reward power cannot be derived from the target being influenced because the agent liked them or showed them some form of social acceptance. |
F |
In an organizational network the "star" is in the center position between a "gatekeeper" and a "linking pin." |
F |
Visibility is the same as centrality or criticality in network structure. |
F |
When agents, constituencies and external audiences are present in a negotiation, they can become actively involved to formally or informally pressure others as part of the negotiation process. |
T |
SSN301 Chap 7
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