Exam 13: Leadership: Power and Negotiation

Rational persuasion is the only tactic that is consistently successful in the case of upward influence.

As one of the most experienced medical doctors in the world when it comes to a particular rare but serious rheumatological condition, Serena possesses enormous ________ power within the medical community.

Individuals who exhibit the four dimensions of political skill-apparent sincerity, interpersonal influence, networking ability, and social astuteness-are likely to have high ratings on task performance when the ________ requirements of the job are high.

An attorney with a long and impressive track record, Tracey is helping to resolve a dispute between an inventor and a large corporation that he claims has stolen his idea. After a great deal of argument from both sides, Tracey receives offers from both sides. The inventor asks for damages of $3 million, royalties of 10 percent on the invention for the next 10 years, and a written apology, whereas the company offers to pay $1.25 million, with royalties of 7 percent for 5 years, as well as a written apology. After considering both offers and the arguments behind them, Tracey determines that the company's offer is fair, and an agreement is reached. This is an example of

Two parties are more likely to take on a more integrative approach to negotiations when

Power derived from a position of authority inside the organization is ________ power.

________ is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer.

Companies such as Microsoft, Pfizer, and Google are increasingly using ________ to understand the power structures in their organizations and who holds and wields the most influence.

Major types of power can be grouped along two dimensions:

In the context of the contingency factor of visibility, a leader's ability to influence others increases when

Bill Gates commands the respect and admiration of people around the world for his achievements in information technology as well as for his philanthropy. Many people who admire him try to emulate his actions. He clearly wields ________ power.

Define organizational politics and political skill (including the relationship between them), and discuss the dimensions of political skill.

As head of the sales team, Kevin has the power to dispense sales leads to the members of the team. He gives the best leads to the personnel who impress him the most at any given moment, and therefore the members of the team are always trying to impress Kevin. He possesses ________ power.

Repeated uses of coercive power or repeated reliance on hard influence tactics such as pressure or coalitions could actually decrease organizational commitment levels.

Sharelle has a conflict resolution style that works for her. Whenever she is involved in settling an issue, everybody comes away feeling that for anything they lost, they gained something else in return. Her efforts have helped save friendships and prevent interdepartmental rivalries from taking over, and along the way she has gotten positive evaluations from everyone who has ever worked for her. Sharelle is adept at the conflict resolution style known as

"Follow through on commitments" is a suggested guideline for using ________ power.

The style of conflict resolution generally regarded as the most effective is

A few minutes before the grand opening of the newest store in the chain, Chanel from the corporate office gave the whole team a rousing speech in which she told them that they had the power to make things better for the entire community. This is an example of

Employees are willing to manipulate and deceive others to acquire power are referred to as having ________ tendencies.

Identify and discuss the various styles of conflict resolution, the situations in which they are most likely to be used, and the relative effectiveness of each.