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Exam 7: Power, politics, and Conflict Management

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Question 21

Multiple Choice

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Match each item with a statement below: -States that when individuals feel threatened,their thinking becomes inflexible

A) making a packed offer
B) contingent contracts
C) organizational politics
D) power stratification
E) knowledge-based sources of power
F) cognitively active
G) confirming evidence bias
H) fractioning
I) anchoring
J) threat rigidity effect

K) E) and H)
L) E) and G)

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Question 22

Multiple Choice

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

A) making a packed offer
B) contingent contracts
C) organizational politics
D) power stratification
E) knowledge-based sources of power
F) cognitively active
G) confirming evidence bias
H) fractioning
I) anchoring
J) threat rigidity effect

K) C) and D)
L) G) and J)

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Question 23

Short Answer

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____________________ derived power is power that derives from informal aspects and is less visible but no less potent than structurally derived power.

Match each item with a statement below: -Where negotiators look for the possibilities of adding further issues,fractioning issues,and logrolling issues.

___________________ in a negotiation communicate information to the other party and thus can be quite influential.

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

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

____ is the tendency for others to exchange equal levels of goods and services.

____________________ concerns how parties approach,deal with,and resolve conflict and which personal,social,and environmental factors affect that process.

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