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Exam 13: Leadership: Power and Negotiation

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Question 1

Multiple Choice

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________ is a process in which two or more independent individuals discuss and attempt to come to an agreement about their different preferences.

A) Coalition
B) Ingratiation
C) Negotiation
D) Internalization
E) Substitutability

F) A) and B)
G) B) and E)

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C

Question 2

Multiple Choice

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In the mid-1800s, Senator Henry Clay was known as The Great Compromiser for his ability to strike compromises on the hot-button issues of the day, most notably slavery. In reaching such agreements as the Missouri Compromise, Clay and others of like mind most likely believed that

A) the potential for disruption outweighed the benefits of resolution.
B) the issue was not as important as others from a timing perspective.
C) different perspectives or learning might help arrive at a better alternative.
D) arriving at an interim solution would allow more time to study the problem.
E) others cared substantially more about the outcome, and the ongoing relationship mattered most.

F) None of the above
G) B) and C)

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Question 3

Multiple Choice

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________ occurs when the target of influence agrees with and becomes committed to the influence request.

A personal characteristic that fosters organizational politics is the

The type of power derived from a person's skill or knowledge on which others depend is ________ power.

The most important step of negotiation is preparation.

Diane and Tia had two conflicting ideas regarding how to relaunch their restaurant to a new market. Tia favored a flashy, after-hours club atmosphere, whereas Diane proposed a more middle-class look and feel. At one point, the tension between them seemed about to escalate, but then Diane gave in and suggested that they go with Tia's plan. Diane used the ________ style of conflict resolution.

Josh is a technological expert whose work with advanced broadband systems has made him one of the most high-profile figures at Takemodo Telecommunications, one of the world's leading technology companies. With his picture on the cover of magazines and his name popping up in blogs all over the Internet, Josh has a high degree of ________, which gives him influence over others.

As the head of overseas operations for FoodCo., an international conglomerate supplying more than 60 countries, Devon has access to resources beyond the reach of most people-even the company president-and this in turn has made him very influential within the company. Devon holds the authority that is an example of the contingency factor

Discuss the effects of power and influence on job performance and organizational commitment.

"Follow through quickly and without discrimination or bias" is a suggested guideline for using ________ power.

________ is the process by which two parties resolve conflict through use of a specially trained third-party.

Differentiate between mediation and arbitration.

Collaboration is seen as a win-win form of conflict resolution.

"Make sure you describe the purpose of your request" is a suggested guideline for using ________ power.

International Printers, a computer hardware firm, is looking for an employee to serve as field director at the company's Paris office. Reggie wants the position and has approached Meredith, who is in charge of interviewing for the position, to convince her that he is right for the position. In this situation, Meredith has ________ power.

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

The staff at company headquarters seemed to have a problem with motivation, so the organization's leadership brought in Herb Sewell, one of the most prominent motivational experts in the industry. Herb had what sounded at first like a lot of crazy ideas, but as it turned out, there was method to his madness, and after a week of doing his strange-sounding, sometimes downright comical team-building exercises, the staff had a renewed level of excitement and commitment. This happened in part because the company leadership gave Herb a high degree of ________ in doing his job.

The type of power sometimes referred to as "formal authority" is ________ power.

Define power and identify the two dimensions of power, along with a brief mention of the five types of power. Which of the dimensions of power is more strongly related to organizational commitment and job performance?