Question 1

The effective use of power requires a sensitive and deft touch,and its consequences may not vary greatly from one person to the next.

Accepted Answer

A) True 
 B)False

Question 2

If power is based on personality and individual differences,the personality traits will affect how individuals acquire and use power.

Accepted Answer

A) True 
 B)False

Question 3

Tactics designed to create power equalization are often employed as a way to

Accepted Answer

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.F) All of the above
G) B) and E)

Question 4

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.
Multiple Choice Questions

Accepted Answer

A) True 
 B)False

Question 5

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.

Accepted Answer

A) True 
 B)False

Question 6

In an organizational hierarchy network the "star" is in the center position between a "gatekeeper" and a "linking pin."

Accepted Answer

A) True 
 B)False

Question 7

Resources are more useful as instruments of power to the extent they are highly valued by participants in the negotiation.Which of the following is not a resource of organizational context?

Accepted Answer

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.F) A) and D)
G) B) and C)

Question 8

How does location in an organization contribute to power?

Accepted Answer

Even without a lofty position or title,i...

Question 9

How can the use of threats be effective?

Accepted Answer

To be effective,threats must b...

Question 10

Today car-buying customers can enter negotiation armed with accurate facts and figures about a car.Describe how car buyers felt before the age of the Internet.

Accepted Answer

Before the age of the Internet,many cons...

Question 11

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

Accepted Answer

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

Question 12

In allocating resources,the power holder must be willing to dole them out depending on the other's ____________ or cooperation with the power holder's requests.

Accepted Answer

The answer of In allocating resources,the power holder must be...

Question 13

Visibility is the same as centrality or criticality in network structure.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following is not a major source of power from one of the five different groupings?

Accepted Answer

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.F) A) and B)
G) A) and C)

Question 15

Employees who want to succeed rapidly are frequently counseled to find jobs with high ____________ and ____________ in an organization so they can get the experience and visibility necessary for rapid promotion.

Accepted Answer

centrality...

Question 16

Within the context of negotiation,____________ is the most common source of power.

Accepted Answer

The answer of Within the context of negotiation,____________ is the...

Question 17

Expert power is derived from the ability to assemble and organize information to support the desired position,arguments,or outcomes.

Accepted Answer

A) True 
 B)False

Question 18

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.

Accepted Answer

A) True 
 B)False

Question 19

Organization and national culture are both descriptors of contextual power.

Accepted Answer

A) True 
 B)False

Question 20

In their study,Lytle and her colleagues found that most negotiations cycled through three strategies ____________,__________,and ____________ during the same encounter.

Accepted Answer

interests,...

Exam 7: Finding and Using Negotiation Power

Employees who want to succeed rapidly are frequently counseled to find jobs with high ____________ and ____________ in an organization so they can get the experience and visibility necessary for rapid promotion.

Correct Answerverifiedcentrality...View AnswerShow Answer

The effective use of power requires a sensitive and deft touch,and its consequences may not vary greatly from one person to the next.

Correct AnswerverifiedShow Answer

Today car-buying customers can enter negotiation armed with accurate facts and figures about a car.Describe how car buyers felt before the age of the Internet.

Correct AnswerverifiedBefore the age of the Internet,many cons...View AnswerShow Answer

In allocating resources,the power holder must be willing to dole them out depending on the other's ____________ or cooperation with the power holder's requests.

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

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. Multiple Choice Questions

Correct AnswerverifiedShow Answer

Visibility is the same as centrality or criticality in network structure.

Correct AnswerverifiedShow Answer

Which of the following is not a major source of power from one of the five different groupings?

Correct AnswerverifiedShow Answer

How can the use of threats be effective?

Correct AnswerverifiedTo be effective,threats must b...View AnswerShow Answer

Tactics designed to create power equalization are often employed as a way to

Correct AnswerverifiedShow Answer

Within the context of negotiation,____________ is the most common source of power.

Correct AnswerverifiedShow Answer

In an organizational hierarchy network the "star" is in the center position between a "gatekeeper" and a "linking pin."

Correct AnswerverifiedShow Answer

Organization and national culture are both descriptors of contextual power.

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

If power is based on personality and individual differences,the personality traits will affect how individuals acquire and use power.

Correct AnswerverifiedShow Answer

Expert power is derived from the ability to assemble and organize information to support the desired position,arguments,or outcomes.

Correct AnswerverifiedShow Answer

In their study,Lytle and her colleagues found that most negotiations cycled through three strategies ____________,__________,and ____________ during the same encounter.

Correct Answerverifiedinterests,...View AnswerShow Answer

Resources are more useful as instruments of power to the extent they are highly valued by participants in the negotiation.Which of the following is not a resource of organizational context?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

How does location in an organization contribute to power?

Correct AnswerverifiedEven without a lofty position or title,i...View AnswerShow Answer

Employees who want to succeed rapidly are frequently counseled to find jobs with high and in an organization so they can get the experience and visibility necessary for rapid promotion.

Correct Answer
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centrality...
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Before the age of the Internet,many cons...
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To be effective,threats must b...
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In their study,Lytle and her colleagues found that most negotiations cycled through three strategies ,,and __ during the same encounter.

Correct Answer
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interests,...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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Even without a lofty position or title,i...
View Answer