SSN301 Chap 7

31. Tactics designed to create power equalization are often employed as a way to
A) gain advantage in a distributive bargaining situation.
B) block the other's power moves.
C) level the playing field.
D) diminish the expert power of the other party.
E) Tactics designed to create power equalization are often employed to accomplish all of the above.

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.
B) effectiveness, coercion, deception.
C) interests, rights, power.
D) deception, reward, position.
E) information, position, rights.

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.
B) Reward power.
C) Coercive power.
D) Legitimate power.
E) Referent 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.
B) Personal sources of power.
C) Organizational sources of power.
D) Relationship-based sources of power.
E) Contextual 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.
B) an acknowledged accumulation of information, or mastery of a body of information, on a particular problem or issue.
C) the accumulation of money, raw material, manpower, time or equipment which can by used to create incentives for other people to comply, or as threats and punishments if they do not comply.
D) power derived from being located in a particular position in an organizational or communication structure.
E) Information as a source of power is all of the above.

A

36. Expert power is

A) accorded to those who are seen as having achieved some level of command and mastery of specific information.
B) derived from the ability to allocate, dispense, or withhold resources.
C) derived from occupying a particular job, office, or position in an organizational hierarchy.
D) derived from the ability to assemble and organize information to support the desired position, arguments, or outcomes.
E) All of the above are characteristics of expert power.

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.
B) the radical.
C) the pluralist.
D) the idealist.
E) the conformist.

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.
B) willingly give up their right to participate in every decision by vesting authority in someone who can act on their behalf.
C) acknowledge the legitimacy of the organizational structure and the system of rules and regulations that empowers its leaders.
D) simply show respect for a person's position or organization.
E) All of the above contribute to the effectiveness of legitimate power.

E

39. Which of the following statements about legitimate power is false?
A) Legitimate power is at the foundation of our social structure.
B) Social structures are inherently inefficient, and this realization creates the basis for legitimate power.
C) Legitimate power cannot function without obedience.
D) Legitimate power is often derived from manipulating other sources of power.
E) All of the above statements about legitimate power are true.

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?
A) Money, in its various forms.
B) Supplies, in form of materials, components, parts.
C) Human capital in available labor supply, staff, temporary help.
D) Critical services, in repairs, upkeep, technical support.
E) Stress, in imposing deadlines, increasing workloads,

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) To reinforce or enhance existing power differences.
C) For more assistance and greater support.
D) For more trusting and friendly attitudes.
E) For more persuasion and less coercion.

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
A) flexibility.
B) visibility.
C) centrality.
D) coalition.
E) criticality.

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.
B) how visible the task performance is to others in the organization.
C) the amount of information that passes through a node, the number of transactions that occur through the node, or the degree to which the node is central to managing information.
D) the essentiality of the information that flows through the node to the organization's mission, major task, or key product.
E) None of the above describes criticality in a communication network.

D

44. In which of the following five aspects of network structure would you find the role of a gatekeeper?
A) Centrality.
B) Criticality.
C) Flexibility.
D) Visibility.
E) Coalitions.

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?
A) Never do an all-or-nothing deal.
B) Make yourself bigger.
C) Build momentum by doing deals in sequence.
D) Constrain yourself.
E) Do what you can to manage the process.

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 - Subjecto.com

SSN301 Chap 7

Your page rank:

Total word count: 1381
Pages: 5

Calculate the Price

- -
275 words
Looking for Expert Opinion?
Let us have a look at your work and suggest how to improve it!
Get a Consultant

31. Tactics designed to create power equalization are often employed as a way to
A) gain advantage in a distributive bargaining situation.
B) block the other’s power moves.
C) level the playing field.
D) diminish the expert power of the other party.
E) Tactics designed to create power equalization are often employed to accomplish all of the above.

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.
B) effectiveness, coercion, deception.
C) interests, rights, power.
D) deception, reward, position.
E) information, position, rights.

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.
B) Reward power.
C) Coercive power.
D) Legitimate power.
E) Referent 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.
B) Personal sources of power.
C) Organizational sources of power.
D) Relationship-based sources of power.
E) Contextual 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.
B) an acknowledged accumulation of information, or mastery of a body of information, on a particular problem or issue.
C) the accumulation of money, raw material, manpower, time or equipment which can by used to create incentives for other people to comply, or as threats and punishments if they do not comply.
D) power derived from being located in a particular position in an organizational or communication structure.
E) Information as a source of power is all of the above.

A

36. Expert power is

A) accorded to those who are seen as having achieved some level of command and mastery of specific information.
B) derived from the ability to allocate, dispense, or withhold resources.
C) derived from occupying a particular job, office, or position in an organizational hierarchy.
D) derived from the ability to assemble and organize information to support the desired position, arguments, or outcomes.
E) All of the above are characteristics of expert power.

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.
B) the radical.
C) the pluralist.
D) the idealist.
E) the conformist.

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.
B) willingly give up their right to participate in every decision by vesting authority in someone who can act on their behalf.
C) acknowledge the legitimacy of the organizational structure and the system of rules and regulations that empowers its leaders.
D) simply show respect for a person’s position or organization.
E) All of the above contribute to the effectiveness of legitimate power.

E

39. Which of the following statements about legitimate power is false?
A) Legitimate power is at the foundation of our social structure.
B) Social structures are inherently inefficient, and this realization creates the basis for legitimate power.
C) Legitimate power cannot function without obedience.
D) Legitimate power is often derived from manipulating other sources of power.
E) All of the above statements about legitimate power are true.

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?
A) Money, in its various forms.
B) Supplies, in form of materials, components, parts.
C) Human capital in available labor supply, staff, temporary help.
D) Critical services, in repairs, upkeep, technical support.
E) Stress, in imposing deadlines, increasing workloads,

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) To reinforce or enhance existing power differences.
C) For more assistance and greater support.
D) For more trusting and friendly attitudes.
E) For more persuasion and less coercion.

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
A) flexibility.
B) visibility.
C) centrality.
D) coalition.
E) criticality.

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.
B) how visible the task performance is to others in the organization.
C) the amount of information that passes through a node, the number of transactions that occur through the node, or the degree to which the node is central to managing information.
D) the essentiality of the information that flows through the node to the organization’s mission, major task, or key product.
E) None of the above describes criticality in a communication network.

D

44. In which of the following five aspects of network structure would you find the role of a gatekeeper?
A) Centrality.
B) Criticality.
C) Flexibility.
D) Visibility.
E) Coalitions.

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?
A) Never do an all-or-nothing deal.
B) Make yourself bigger.
C) Build momentum by doing deals in sequence.
D) Constrain yourself.
E) Do what you can to manage the process.

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

Share This
Flashcard

More flashcards like this

NCLEX 10000 Integumentary Disorders

When assessing a client with partial-thickness burns over 60% of the body, which finding should the nurse report immediately? a) ...

Read more

NCLEX 300-NEURO

A client with amyotrophic lateral sclerosis (ALS) tells the nurse, "Sometimes I feel so frustrated. I can’t do anything without ...

Read more

NASM Flashcards

Which of the following is the process of getting oxygen from the environment to the tissues of the body? Diffusion ...

Read more

Unfinished tasks keep piling up?

Let us complete them for you. Quickly and professionally.

Check Price

Successful message
sending