Question 1

What are the steps in negotiations?

Accepted Answer

The steps to negotiations are (1) develop rapport and focus on obstacles, not the person; (2) let the other party make the first offer; (3) listen and ask questions to focus on meeting the other party's needs; and (4) don't be too quick to give in, and ask for something in return.

Question 2

To get people in a good mood, the ____ influencing tactic may be used by being friendly and praising others before you ask them for what you want.

Accepted Answer

A)  personal appeals 
B)  ingratiation 
C)  consultation 
D)  inspirational appeals 
A)  personal appeals 
B)  ingratiation 
C)  consultation 
D)  inspirational appeals B

Question 3

Referent power is a form of personal power.

Accepted Answer

A) True 
 B)False  True

Question 4

How would you rate your relationship with your current or past boss? What will you do differently in the future to improve your relationship with your boss?

Accepted Answer

I would rate my relationship with my cur

Question 5

To increase your coercive power:

Accepted Answer

A)  be persistent. 
B)  make rash threats. 
C)  work at your relationship with your peers. 
D)  project a positive self-concept. 
A)  be persistent. 
B)  make rash threats. 
C)  work at your relationship with your peers. 
D)  project a positive self-concept.

Question 6

Can management order the end of power and politics in their organizations?

Accepted Answer

Organizations cannot simply order people

Question 7

To increase connection power:

Accepted Answer

A)  develop a network of information sources, and gather information from them. 
B)  follow the guidelines for using the coalition influencing tactic. 
C)  project a positive self-concept. 
D)  all of the answers are correct 
A)  develop a network of information sources, and gather information from them. 
B)  follow the guidelines for using the coalition influencing tactic. 
C)  project a positive self-concept. 
D)  all of the answers are correct

Question 8

The negotiation process has three, and possibly four, steps: plan, negotiations, possibly a postponement, and an agreement or no agreement.

Accepted Answer

A) True 
 B)False

Question 9

During negotiations, which of the following should you do?

Accepted Answer

A)  ask questions to focus on meeting the your needs. 
B)  develop rapport and focus on the obstacles. 
C)  ask for something in return. 
D)  you make the first offer to get the advantage 
A)  ask questions to focus on meeting the your needs. 
B)  develop rapport and focus on the obstacles. 
C)  ask for something in return. 
D)  you make the first offer to get the advantage

Question 10

Negotiation is often a zero-sum game in which one party's gain is the other party's loss.

Accepted Answer

A) True 
 B)False

Question 11

Because of political behavior:

Accepted Answer

A)  most important decisions are made by coalitions outside of the formal meeting in which the decision is made. 
B)  coalitions tend to break down over time. 
C)  reciprocity is hard to establish due to lack of trust in organizations. 
D)  none of the answers are correct 
A)  most important decisions are made by coalitions outside of the formal meeting in which the decision is made. 
B)  coalitions tend to break down over time. 
C)  reciprocity is hard to establish due to lack of trust in organizations. 
D)  none of the answers are correct

Question 12

Explain the relationships among negotiation and conflict, influencing tactics, power, and politics.

Accepted Answer

Negotiations take place when t

Question 13

Today's effective leaders are relying more on position power and less on personal power to influence others.

Accepted Answer

A) True 
 B)False

Question 14

Personal power is derived from the follower, based on the leader's behavior.

Accepted Answer

A) True 
 B)False

Question 15

List the steps in the negotiation process.

Accepted Answer

The first step in the negotiat

Question 16

Your one-minute self-sell should end with a question to encourage two-way communication.

Accepted Answer

A) True 
 B)False

Question 17

Explain the differences between position and personal power.

Accepted Answer

Position power is derived from top manag

Question 18

An appropriate amount of time for a networking interview is ____ minutes.

Accepted Answer

A)  2 
B)  10 
C)  20 
D)  60 
A)  2 
B)  10 
C)  20 
D)  60

Question 19

While negotiating, you should let the other party make the first offer.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following do you need to increase your legitimate power?

Accepted Answer

A)  Work at gaining people's perception that you have power. 
B)  Exercise authority regularly 
C)  Use rational persuasion especially when your authority is questioned. 
D)  Back up your authority with rewards and punishments. 
E)  All of the above 
A)  Work at gaining people's perception that you have power. 
B)  Exercise authority regularly 
C)  Use rational persuasion especially when your authority is questioned. 
D)  Back up your authority with rewards and punishments. 
E)  All of the above

What are the steps in negotiations?

To get people in a good mood, the ____ influencing tactic may be used by being friendly and praising others before you ask them for what you want.

Referent power is a form of personal power.

How would you rate your relationship with your current or past boss? What will you do differently in the future to improve your relationship with your boss?

To increase your coercive power:

Can management order the end of power and politics in their organizations?

To increase connection power:

The negotiation process has three, and possibly four, steps: plan, negotiations, possibly a postponement, and an agreement or no agreement.

During negotiations, which of the following should you do?

Negotiation is often a zero-sum game in which one party's gain is the other party's loss.

Because of political behavior:

Explain the relationships among negotiation and conflict, influencing tactics, power, and politics.

Today's effective leaders are relying more on position power and less on personal power to influence others.

Personal power is derived from the follower, based on the leader's behavior.

List the steps in the negotiation process.

Your one-minute self-sell should end with a question to encourage two-way communication.

Explain the differences between position and personal power.

An appropriate amount of time for a networking interview is ____ minutes.

While negotiating, you should let the other party make the first offer.

Which of the following do you need to increase your legitimate power?

Who Is a Leader

Leadership Ethics and Traits

Leadership Motivation and Behavior

Contingency Theories in Leadership

Coaching, Communication, and Conflict Skills

Follower-ship and Leader Member Exchange

Self-Managed Teams and Team Leadership

Transformational and Charismatic Leadership

Leadership of Ethics, Diversity, and Culture

Change Management and Strategic Leadership

The Learning Organization and Crisis Leadership

Filters

Exam 5: Influencing: Politics, Power, Negotiation, and Networking

What are the steps in negotiations?

To get people in a good mood, the ____ influencing tactic may be used by being friendly and praising others before you ask them for what you want.

Referent power is a form of personal power.

How would you rate your relationship with your current or past boss? What will you do differently in the future to improve your relationship with your boss?

To increase your coercive power:

Can management order the end of power and politics in their organizations?

To increase connection power:

The negotiation process has three, and possibly four, steps: plan, negotiations, possibly a postponement, and an agreement or no agreement.

During negotiations, which of the following should you do?

Negotiation is often a zero-sum game in which one party's gain is the other party's loss.

Because of political behavior:

Explain the relationships among negotiation and conflict, influencing tactics, power, and politics.

Today's effective leaders are relying more on position power and less on personal power to influence others.

Personal power is derived from the follower, based on the leader's behavior.

List the steps in the negotiation process.

Your one-minute self-sell should end with a question to encourage two-way communication.

Explain the differences between position and personal power.

An appropriate amount of time for a networking interview is ____ minutes.

While negotiating, you should let the other party make the first offer.

Which of the following do you need to increase your legitimate power?

Who Is a Leader

Leadership Ethics and Traits

Leadership Motivation and Behavior

Contingency Theories in Leadership

Coaching, Communication, and Conflict Skills

Follower-ship and Leader Member Exchange

Self-Managed Teams and Team Leadership

Transformational and Charismatic Leadership

Leadership of Ethics, Diversity, and Culture

Change Management and Strategic Leadership

The Learning Organization and Crisis Leadership

Filters