Question 1

Objective arguments are more effective than subjective arguments because they are rooted in ____,not perception,and are therefore more difficult to refute.

Accepted Answer

A)   rumors
B)   stipulations
C)   logic
D)   argumentsE) A) and D)
F) C) and D)

Question 2

____________________ is a negotiation tactic that involves adding issues that are not tied to money or compensation.

Accepted Answer

Nonspecifi...

Question 3

____________________ is the ability to exert influence or control over others.

Accepted Answer

The answer of ____________________ is the ability to exert influence...

Question 4

Three major sources of power within an organization are ____.

Accepted Answer

A)   resources,cultural,and hierarchy
B)   structural,cultural,and knowledge-based
C)   structural,cultural,and hierarchy
D)   management,culture,and knowledge-basedE) A) and C)
F) B) and D)

Question 5

BATNA stands for "Best ____ to a Negotiated Agreement."

Accepted Answer

A)   Alternate
B)   Acceleration
C)   Advance
D)   ArrivalE) A) and B)
F) A) and C)

Question 6

____ refers to a situation within an organization where one work group or unit lay at the intersection of many other work groups or units.

Accepted Answer

A)   Network reference
B)   Network centrality
C)   Cross-consistency
D)   Cross-continuityE) A) and B)
F) None of the above B

Question 7

____________________ and allocation is perhaps the most widely used application of power within organizations.

Accepted Answer

The answer of ____________________ and allocation is perhaps the most...

Question 8

____ is a negotiation tactic which involves trading off on issues that are of different value to each party.

Accepted Answer

A)   Pitching
B)   Compromising
C)   Aggregating
D)   LogrollingE) B) and C)
F) A) and C)

Question 9

Match each item with a statement below:

-Psychological effect whereby one piece of information tends to influence subsequent thinking

Accepted Answer

A)  making a packed offer
B)  contingent contracts
C)  organizational politics
D)  power stratification
E)  knowledge-based sources of powerF) cognitively activeG) confirming evidence biasH) fractioningI) anchoringJ) threat rigidity effectK) D) and G)
L) H) and J) I

Question 10

The three strategies that are the most common when individuals engage another party and seek resolution are ____.

Accepted Answer

A)   compromising,competing,and collaborating
B)   compromising,competing and consistency
C)   creating,combining and consistency
D)   creating,cost-effectiveness and collaboratingE) A) and B)
F) All of the above

Question 11

____________________ represent a limited-term alliance among individuals or groups that is formed in order to strengthen the power of each.

Accepted Answer

The answer of ____________________ represent a limited-term alliance among individuals...

Question 12

Match each item with a statement below:

-Where different stakeholders have unique opportunities to access power based upon their particular characteristics or circumstances

Accepted Answer

A)  making a packed offer
B)  contingent contracts
C)  organizational politics
D)  power stratification
E)  knowledge-based sources of powerF) cognitively activeG) confirming evidence biasH) fractioningI) anchoringJ) threat rigidity effectK) A) and E)
L) A) and I)

Question 13

Emotional ____ occurs when emotions are transmitted from one party to another.

Accepted Answer

A)   reaching
B)   passage
C)   displacement
D)   contagionE) None of the above
F) B) and C)

Question 14

Match each item with a statement below:

-Tendency for people to seek out and pay attention only to information that confirms prior beliefs

Accepted Answer

A)  making a packed offer
B)  contingent contracts
C)  organizational politics
D)  power stratification
E)  knowledge-based sources of powerF) cognitively activeG) confirming evidence biasH) fractioningI) anchoringJ) threat rigidity effectK) E) and J)
L) F) and I)

Question 15

____ reflects differences among the parties in understanding and carrying out duties.

Accepted Answer

A)   Task conflict
B)   Task resolution
C)   Relationship conflict
D)   Relationship adherenceE) A) and C)
F) None of the above

Question 16

Match each item with a statement below:

-Act of being focused on all parties in the negotiation

Accepted Answer

A)  making a packed offer
B)  contingent contracts
C)  organizational politics
D)  power stratification
E)  knowledge-based sources of powerF) cognitively activeG) confirming evidence biasH) fractioningI) anchoringJ) threat rigidity effectK) B) and E)
L) B) and G)

Question 17

Match each item with a statement below:

-Where negotiators make a "bet" on the future in order to resolve a potentially difficult issue facing them in the negotiation

Accepted Answer

A)  making a packed offer
B)  contingent contracts
C)  organizational politics
D)  power stratification
E)  knowledge-based sources of powerF) cognitively activeG) confirming evidence biasH) fractioningI) anchoringJ) threat rigidity effectK) A) and D)
L) C) and E)

Question 18

____________________ is when a negotiator bases his or her strategy on familiar,rather than the most effective,methods.

Accepted Answer

Functional fixedness

Question 19

Match each item with a statement below:

-Derives from a group's control over the expertise needed to make key decisions and organize production

Accepted Answer

A)  making a packed offer
B)  contingent contracts
C)  organizational politics
D)  power stratification
E)  knowledge-based sources of powerF) cognitively activeG) confirming evidence biasH) fractioningI) anchoringJ) threat rigidity effectK) C) and D)
L) A) and H)

Question 20

____ is the use of subtle influence dynamics to achieve desired goals.

Accepted Answer

A)   Persuasion
B)   Power
C)   Conviction
D)   CoercionE) None of the above
F) A) and B)

Exam 7: Power, politics, and Conflict Management

Objective arguments are more effective than subjective arguments because they are rooted in ____,not perception,and are therefore more difficult to refute.

Correct AnswerverifiedShow Answer

____________________ is a negotiation tactic that involves adding issues that are not tied to money or compensation.

Correct AnswerverifiedNonspecifi...View AnswerShow Answer

____________________ is the ability to exert influence or control over others.

Correct AnswerverifiedShow Answer

Three major sources of power within an organization are ____.

Correct AnswerverifiedShow Answer

BATNA stands for "Best ____ to a Negotiated Agreement."

Correct AnswerverifiedShow Answer

____ refers to a situation within an organization where one work group or unit lay at the intersection of many other work groups or units.

Correct AnswerverifiedB

____________________ and allocation is perhaps the most widely used application of power within organizations.

Correct AnswerverifiedShow Answer

____ is a negotiation tactic which involves trading off on issues that are of different value to each party.

Correct AnswerverifiedShow Answer

Match each item with a statement below: -Psychological effect whereby one piece of information tends to influence subsequent thinking

Correct AnswerverifiedI

The three strategies that are the most common when individuals engage another party and seek resolution are ____.

Correct AnswerverifiedShow Answer

____________________ represent a limited-term alliance among individuals or groups that is formed in order to strengthen the power of each.

Correct AnswerverifiedShow Answer

Match each item with a statement below: -Where different stakeholders have unique opportunities to access power based upon their particular characteristics or circumstances

Correct AnswerverifiedShow Answer

Emotional ____ occurs when emotions are transmitted from one party to another.

Correct AnswerverifiedShow Answer

Match each item with a statement below: -Tendency for people to seek out and pay attention only to information that confirms prior beliefs

Correct AnswerverifiedShow Answer

____ reflects differences among the parties in understanding and carrying out duties.

Correct AnswerverifiedShow Answer

Match each item with a statement below: -Act of being focused on all parties in the negotiation

Correct AnswerverifiedShow Answer

Match each item with a statement below: -Where negotiators make a "bet" on the future in order to resolve a potentially difficult issue facing them in the negotiation

Correct AnswerverifiedShow Answer

____________________ is when a negotiator bases his or her strategy on familiar,rather than the most effective,methods.

Correct AnswerverifiedFunctional fixedness

Match each item with a statement below: -Derives from a group's control over the expertise needed to make key decisions and organize production

Correct AnswerverifiedShow Answer

____ is the use of subtle influence dynamics to achieve desired goals.

Correct AnswerverifiedShow Answer

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Nonspecifi...
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B

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I

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Functional fixedness

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