Question 1

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) E) and G)
L) A) and E)

Question 2

Match each item with a statement below:

-Negotiation tactic that involves separating out the various components of a specific issue

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 H)
L) A) and J)

Question 3

____________________ refers to situations where one or more organizational stakeholders use power in ways that are not generally acceptable.

Accepted Answer

Power abuse

Question 4

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) None of the above
F) A) and B)

Question 5

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

Accepted Answer

A)   Persuasion
B)   Power
C)   Conviction
D)   CoercionE) A) and B)
F) All of the above

Question 6

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) B) and D)
L) B) and I)

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

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

Accepted Answer

A)   reaching
B)   passage
C)   displacement
D)   contagionE) A) and C)
F) A) and B)

Question 9

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) C) and I)
L) A) and F)

Question 10

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

Accepted Answer

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

Question 11

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

Accepted Answer

Functional...

Question 12

____ 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 C)
F) B) and C)

Question 13

____ 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) All of the above

Question 14

____ 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) A) and B)
F) A) and C) D

Question 15

A(n)____________________ describes the process by which one party's beliefs cause another party to behave in such a way that supports that belief.

Accepted Answer

self-fulfi...

Question 16

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) C) and D)
F) A) and D)

Question 17

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) B) and I)
L) E) and G)

Question 18

Match each item with a statement below:

-An ongoing process of "managing influence"

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 H)
L) H) and I)

Question 19

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) All of the above
F) A) and D) C

Question 20

____________________ 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...

Exam 7: Power, politics, and Conflict Management

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

Match each item with a statement below: -Negotiation tactic that involves separating out the various components of a specific issue

Correct AnswerverifiedShow Answer

____________________ refers to situations where one or more organizational stakeholders use power in ways that are not generally acceptable.

Correct AnswerverifiedPower abuse

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

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 the ability to exert influence or control over others.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedFunctional...View AnswerShow 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 AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedD

A(n)____________________ describes the process by which one party's beliefs cause another party to behave in such a way that supports that belief.

Correct Answerverifiedself-fulfi...View AnswerShow Answer

Three major sources of power within an organization are ____.

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

Match each item with a statement below: -An ongoing process of "managing influence"

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedC

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

Correct AnswerverifiedShow Answer

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Power abuse

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Functional...
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D

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self-fulfi...
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C

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