Leadership: Power and Negotiation

Question 1

The third stage of the negotiation process, during which each party gives and takes to arrive at an agreement.

Answer 1

Bargaining

Question 2

Individual actions directed toward the goal of furthering a person’s own self-interests.

Answer 2

Organizational politics

Question 3

A process by which a third party facilitates a dispute resolution process but with no formal authority to dictate a solution.

Answer 3

Mediation

Question 4

Ain influence tactic whereby the target is allowed to participate in deciding how to carry out or implement a request.

Answer 4

Consultation

Question 5

Seen as both a conflict resolution style and an influence tactic whereby both parties work together to maximize outcomes.

Answer 5

Collaboration

Question 6

A form of organizational power based on expertise or knowledge.

Answer 6

Expert power

Question 7

A negotiation strategy in which one person gains and the other person loses.

Answer 7

Distributive bargaining

Question 8

When targets of influence are willing to do what the leader asks but do it with a degree of ambivalence.

Answer 8

Compliance

Question 9

The use of behaviors to cause behavioral or attitudinal changes in others.

Answer 9

Influence

Question 10

An influence tactic designed to appeal to one’s values and ideals, thereby creating an emotional or attitudinal reaction.

Answer 10

Inspirational appeal

Question 11

An influence tactic in which the requestor asks for something based on personal friendship or loyalty.

Answer 11

Personal appeals

Question 12

A form of organizational power based on authority or position.

Answer 12

Legitimate power

Question 13

How important a person’s job is and how many people depend on that person to accomplish their tasks.

Answer 13

Centrality

Question 14

A process by which two parties resolve conflicts through the use of a specialty trained, neutral third party.

Answer 14

Alternative dispute resolution

Question 15

A conflict resolutions type by which one party attempts to get his or her own goals met without concern for the other party’s results.

Answer 15

Competing

Question 16

A conflict resolution style by which one party gives in to the other and acts in a completely unselfish way.

Answer 16

Accommodating

Question 17

the first stage of the negotiation process, during which each party determines its goals for the negotiation.

Answer 17

Preparation

Question 18

A form of organizational power based on the ability to hand out punishment.

Answer 18

Coercive power

Question 19

How aware others are of a leader and the resources that leader can provide.

Answer 19

Visibility

Question 20

A negotiation strategy that achieves an outcome that is satisfying for both parties.

Answer 20

Integrative bargaining

Question 21

The fourth and final stage of the negotiation process, during which the agreement arrived at during the bargaining gets formalized.

Answer 21

Closing and commitment

Question 22

A conflict resolution style by which conflict is resolved through give-and-take concessions.

Answer 22

Compromise

Question 23

An influence tactic in which the requestor offers a reward in return for performing a request.

Answer 23

Exchange tactic

Question 24

The degree to which people have alternatives in accessing the resources a leader controls.

Answer 24

Substitutability

Question 25

An influence tactic in which the requestor clearly explains why performing the request will benefit the target personally.

Answer 25

Apprising

Question 26

A conflict resolution style by which one party wants to remain neutral, stay away from conflict, or postpone the conflict to gather information or let things cool down.

Answer 26

Avoiding

Question 27

A process by which a third party determines a binding settlement to a dispute between two parties.

Answer 27

Arbitration

Question 28

A negotiatior’s best alternative to a negotiated agreement.

Answer 28

BATNA

Question 29

The use of power and influence to direct the activities of followers toward goal achievement.

Answer 29

Leadership

Question 30

An influence tactic in which the requestor attempts to use coercive power through threats and demands.

Answer 30

Pressure

Question 31

An influence tactic in which the influencer enlists other people to help influence the target.

Answer 31

Coalitions

Question 32

The use of favors, compliments, or friendly behavior to make the target feel better about the influencer.

Answer 32

Ingratiation

Question 33

the use of logical arguments and hard facts to show someone that a request is worthwhile.

Answer 33

Rational persuasion

Question 34

the ability to influence the behavior of others and resist unwanted influence in return.

Answer 34

Power

Question 35

A response to influence tactics where the target agrees with and becomes committed to the request.

Answer 35

Internalization

Question 36

The ability to understand others and the use of that knowledge to influence them to further personal or organizational objectives.

Answer 36

Political skill

Question 37

A process in which two or more interdependent individuals discuss and attempt to reach agreement about their differences.

Answer 37

Negotiation

Question 38

The degree to which managers have the right to make decisions on their own.

Answer 38

Discretion

Question 39

A form of organizational power based on the control of resources or benefits.

Answer 39

Reward power

Question 40

The second stage of the negotiation process, during which each party makes the strongest case for its position.

Answer 40

Exchanging information

Question 41

When a target refuses to perform a request and puts forth an effort to avoid having to do it.

Answer 41

Resistance

Question 42

A form of organizational power based on the attractiveness and charisma of the leader.

Answer 42

Referent power