Exam 13: Leadership: Power and Negotiation

As manager of a twelve-person team, Andre has legitimate power over his employees. But he would be abusing his legitimate power if he asked one of his employees to

Under the autocratic government of his homeland, Gustav knew that he and other members of the student movement at the national university had little power and influence to use against the authorities. In such a situation, the ________ style of conflict resolution made the most sense.

Tyrell is widely known and liked throughout the company. His magnetic personality is obvious to anyone who meets him, and strangers can recognize his influence in an instant just by observing how many people gravitate to him wherever he goes. Tyrell possesses ________ power.

Kent is on the rise in the corporate hierarchy, and he is building a personal following along the way. Those who are loyal to him, he says, will benefit significantly in the future, when he is in a position to decide salaries and benefits. Kent is using the influence tactic known as

Tanya is making a presentation for a new building design, and she hopes the rest of the team will support her proposal. In the days leading up to the meeting, she has lunch or coffee with several different colleagues. In each case, at some point she says something like, "Look, we've been friends for a long time. Can I count on you to back my play?" This is an example of the influence tactic known as

Describe the guidelines for using different types of power.

Distinguish between distributive bargaining and integrative bargaining.

Distributive bargaining is aimed at accomplishing a win-win scenario.

Moderate assertiveness and moderate cooperation occur when conflict is resolved through

Organizational factors that are the most likely to increase politics are those that raise the level of ________ in the environment.

________ is the ability to effectively understand others at work and use that knowledge to influence others in ways that enhance personal and/or organizational objectives.

To influence others using ________, leaders must have insight into the kinds of things that are important to the target.

Ingratiation has been shown to be more effective when used as a short-term strategy.

Of Joey it is often said, "He's the real deal." Coworkers perceive him as a straight shooter whom they can trust to speak the truth. Therefore if Joey says something, people tend to put great store by it. Joey's behavior illustrates ________, a dimension of political skill.

"Sucking up" is an expression often used to describe the influence tactic otherwise known as

Power and influence have a ________ effect on job performance and organizational commitment.

The style of conflict resolution known as a win-lose approach to conflict management is

For a leader, internalization is the best outcome of influence tactics.

High assertiveness and high cooperation represent the style of conflict resolution known as

Hayden has a plan to launch what he believes is an exciting new product line, but he knows that if he is going to get his boss's support, he needs to appeal to facts rather than emotion. Therefore he puts together a detailed proposal showing sales, marketing research, cost-benefit analyses of potential product launch strategies, and other support data. Hayden is using an influence tactic known as