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Exam 12: Power,influence,and Negotiation

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Question 31

Multiple Choice

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Behavioural and attitudinal change occurs in which of the responses to influence attempts?

A) Resistance
B) Ingratiation
C) Compliance
D) Personal appeals
E) Internalization

F) B) and E)
G) C) and E)

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Question 32

Multiple Choice

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'Don't promise more than you can deliver,' is a suggested guideline for using which of these powers?

A) Coercive
B) Legitimate
C) Reward
D) Referent
E) Expert

F) A) and E)
G) C) and E)

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Question 33

Multiple Choice

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Tom is utilizing which influence tactics?

Which style of conflict resolution creates a win-win approach?

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

Which of these is not a contingency of power?

Which of these represents how important a person's job is and how many people depend on that person to accomplish their tasks?

_______ is how aware others are of an individual's power and position.

'Use sincere forms of ingratiation,' is a suggested guideline for using which of these powers?

'Sucking up' refers to which of these influence tactics?

Which of the following influence tactic is 'moderately effective' on average?

_______ power is generally regarded as a poor form of power to use regularly because it tends to result in negative feelings toward those that wield it.

Ramona is a department head supervising 14 employees.Although she has good ideas when it comes to motivating her employees,Ramona is required to follow the company's well established policies and rules.This is seriously affecting her ability to influence her employees.Which contingency factor is affecting Ramona's ability to influence others?

It is impossible for a person to possess all of the forms of power at the same time.

On average,which of the following influence tactics is least effective?

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

Moderate assertiveness and moderate cooperation represents which style of conflict resolution?

During the bargaining stage of negotiation each party should determine its best alternative to a negotiated agreement (BATNA).

Two aspects of political skills are networking ability and social astuteness.

Individuals that control resources to which no one else has access can use their power to gain greater influence.This is associated with which of the following contingency factors?