Question 1

Leaders who thoroughly understand the conflict resolution style of collaboration are likely to thrive in ________ negotiations.

Accepted Answer

A)  alternative dispute resolution 
B)  closing and commitment 
C)  distributive bargaining 
D)  integrative bargaining 
E)  substitutability 
A)  alternative dispute resolution 
B)  closing and commitment 
C)  distributive bargaining 
D)  integrative bargaining 
E)  substitutability

Question 2

The form of conflict resolution that requires the complete sharing of information by both parties, a full discussion of concerns, relatively equal power between parties, and a lot of time investment to arrive at a resolution is

Accepted Answer

A)  accommodating. 
B)  collaboration. 
C)  compromise. 
D)  competing. 
E)  avoiding. 
A)  accommodating. 
B)  collaboration. 
C)  compromise. 
D)  competing. 
E)  avoiding.

Question 3

________ is the degree to which people have alternatives in accessing resources.

Accepted Answer

A)  Centrality 
B)  Discretion 
C)  Substitutability 
D)  Accommodation 
E)  Integrative bargaining 
A)  Centrality 
B)  Discretion 
C)  Substitutability 
D)  Accommodation 
E)  Integrative bargaining

Question 4

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

Accepted Answer

A)  avoiding. 
B)  competing. 
C)  compromise. 
D)  collaboration. 
E)  accommodating. 
A)  avoiding. 
B)  competing. 
C)  compromise. 
D)  collaboration. 
E)  accommodating.

Question 5

Distributive bargaining is similar in nature to the ________ approach to conflict resolution.

Accepted Answer

A)  avoiding 
B)  competing 
C)  compromise 
D)  collaboration 
E)  accommodating 
A)  avoiding 
B)  competing 
C)  compromise 
D)  collaboration 
E)  accommodating

Question 6

Leslie in as administrative manager with a number of exciting new ideas about how to change organizational procedures and run the company more efficiently. However, she soon ran into opposition from company leadership, who insisted that she stick with policies adopted several decades earlier. This indicates a low degree of ________, which limits Leslie's ability to influence others.

Accepted Answer

A)  power 
B)  visibility 
C)  centrality 
D)  discretion 
E)  substitutability 
A)  power 
B)  visibility 
C)  centrality 
D)  discretion 
E)  substitutability

Question 7

Power and influence can have a moderate positive effect on organizational commitment.

Accepted Answer

A) True 
 B)False

Question 8

Armand runs a small company, and although he is generally happy with his staff, he would like to see them increase their productivity and develop a greater long-term sense of personal identification with the company. The best way for him to achieve that is to

Accepted Answer

A)  establish a hierarchical environment, tell employees they have to improve, and emphasize the fact that he is boss. 
B)  create a structured environment and focus on teaching employees that improved skills will help them keep their jobs. 
C)  maintain a friendly environment, help them improve their work skills, and make sure they always remember who is boss. 
D)  work on making the office a fun place, take less of a direct approach to job skills, and make sure employees know that he cares. 
E)  construct an open environment, dedicate himself to helping his employees achieve their goals, and take the emphasis off hierarchy. 
A)  establish a hierarchical environment, tell employees they have to improve, and emphasize the fact that he is boss. 
B)  create a structured environment and focus on teaching employees that improved skills will help them keep their jobs. 
C)  maintain a friendly environment, help them improve their work skills, and make sure they always remember who is boss. 
D)  work on making the office a fun place, take less of a direct approach to job skills, and make sure employees know that he cares. 
E)  construct an open environment, dedicate himself to helping his employees achieve their goals, and take the emphasis off hierarchy.

Question 9

________ is a win-lose negotiation over a "fixed pie" of resources.

Accepted Answer

A)  Alternative dispute resolution 
B)  Closing and commitment 
C)  Exchanging information 
D)  Distributive bargaining 
E)  Integrative bargaining 
A)  Alternative dispute resolution 
B)  Closing and commitment 
C)  Exchanging information 
D)  Distributive bargaining 
E)  Integrative bargaining

Question 10

When a third party determines a binding settlement to a dispute, this is known as

Accepted Answer

A)  mediation. 
B)  arbitration. 
C)  integration. 
D)  distribution. 
E)  competition. 
A)  mediation. 
B)  arbitration. 
C)  integration. 
D)  distribution. 
E)  competition.

Question 11

Name the four contingencies of power, and explain how they affect a leader's ability to influence others.

Accepted Answer

The four contingencies of power are subs

Question 12

The conflict resolution style that is best used in situations in which leaders know they are right and a quick decision needs to be made is

Accepted Answer

A)  accommodating. 
B)  collaboration. 
C)  compromise. 
D)  competing. 
E)  avoiding. 
A)  accommodating. 
B)  collaboration. 
C)  compromise. 
D)  competing. 
E)  avoiding.

Question 13

The board was split over a fundamental question of the company's future direction, but Mr. Gillespie declared himself neutral in the conflict. As the oldest member of the board, he said, he should not take sides. His behavior exemplifies an approach to conflict resolution known as

Accepted Answer

A)  accommodating. 
B)  collaboration. 
C)  compromise. 
D)  competing. 
E)  avoiding. 
A)  accommodating. 
B)  collaboration. 
C)  compromise. 
D)  competing. 
E)  avoiding.

Question 14

Identify and discuss the varieties of response to influence tactics, along with the relative effectiveness of each.

Accepted Answer

There are three basic responses to influ

Question 15

The most common form of conflict resolution is

Accepted Answer

A)  avoiding. 
B)  competing. 
C)  compromise. 
D)  collaboration. 
E)  accommodating. 
A)  avoiding. 
B)  competing. 
C)  compromise. 
D)  collaboration. 
E)  accommodating.

Question 16

When confronted with a conflict at work or in other organizational aspects of her life, Millie tends to take an avoiding style. That is best used when she is in a situation where she

Accepted Answer

A)  is willing to compromise on her terms. 
B)  cannot win and there is no acceptable alternative. 
C)  needs to reach a solution to the conflict as soon as possible. 
D)  has legitimate power over the people she is negotiating with. 
E)  wants people to make rash decisions as a result of high emotions. 
A)  is willing to compromise on her terms. 
B)  cannot win and there is no acceptable alternative. 
C)  needs to reach a solution to the conflict as soon as possible. 
D)  has legitimate power over the people she is negotiating with. 
E)  wants people to make rash decisions as a result of high emotions.

Question 17

An accommodating conflict resolution style should be used

Accepted Answer

A)  when quick decisive action is vital. 
B)  when a quick decision is really important. 
C)  if you are going to lose and want to preserve your dignity. 
D)  on important issues for which unpopular actions need implementation. 
E)  when someone will try to leverage your unwillingness to compete against you. 
A)  when quick decisive action is vital. 
B)  when a quick decision is really important. 
C)  if you are going to lose and want to preserve your dignity. 
D)  on important issues for which unpopular actions need implementation. 
E)  when someone will try to leverage your unwillingness to compete against you.

Question 18

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

Accepted Answer

A)  avoiding. 
B)  competing. 
C)  compromise. 
D)  collaboration. 
E)  accommodating. 
A)  avoiding. 
B)  competing. 
C)  compromise. 
D)  collaboration. 
E)  accommodating.

Question 19

As executive vice president in charge of sales and marketing, Josephine heads a large international team. Her position gives her a great deal of ________ power.

Accepted Answer

A)  legitimate 
B)  coercive 
C)  referent 
D)  reward 
E)  expert 
A)  legitimate 
B)  coercive 
C)  referent 
D)  reward 
E)  expert

Question 20

"Only offer what you can follow through on" is a suggested guideline for using ________ power.

Accepted Answer

A)  legitimate 
B)  coercive 
C)  referent 
D)  reward 
E)  expert 
A)  legitimate 
B)  coercive 
C)  referent 
D)  reward 
E)  expert

Leaders who thoroughly understand the conflict resolution style of collaboration are likely to thrive in ________ negotiations.

The form of conflict resolution that requires the complete sharing of information by both parties, a full discussion of concerns, relatively equal power between parties, and a lot of time investment to arrive at a resolution is

________ is the degree to which people have alternatives in accessing resources.

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

Distributive bargaining is similar in nature to the ________ approach to conflict resolution.

Power and influence can have a moderate positive effect on organizational commitment.

Armand runs a small company, and although he is generally happy with his staff, he would like to see them increase their productivity and develop a greater long-term sense of personal identification with the company. The best way for him to achieve that is to

________ is a win-lose negotiation over a "fixed pie" of resources.

When a third party determines a binding settlement to a dispute, this is known as

Name the four contingencies of power, and explain how they affect a leader's ability to influence others.

The conflict resolution style that is best used in situations in which leaders know they are right and a quick decision needs to be made is

The board was split over a fundamental question of the company's future direction, but Mr. Gillespie declared himself neutral in the conflict. As the oldest member of the board, he said, he should not take sides. His behavior exemplifies an approach to conflict resolution known as

Identify and discuss the varieties of response to influence tactics, along with the relative effectiveness of each.

The most common form of conflict resolution is

When confronted with a conflict at work or in other organizational aspects of her life, Millie tends to take an avoiding style. That is best used when she is in a situation where she

An accommodating conflict resolution style should be used

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

As executive vice president in charge of sales and marketing, Josephine heads a large international team. Her position gives her a great deal of ________ power.

"Only offer what you can follow through on" is a suggested guideline for using ________ power.

What Is Organizational Behavior?

Job Performance

Organizational Commitment

Job Satisfaction

Stress

Motivation

Trust, Justice, and Ethics

Learning and Decision Making

Personality and Cultural Values

Ability

Teams: Characteristics and Diversity

Teams: Processes and Communication

Leadership: Styles and Behaviors

Organizational Structure

Organizational Culture

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Exam 13: Leadership: Power and Negotiation

Leaders who thoroughly understand the conflict resolution style of collaboration are likely to thrive in ________ negotiations.

The form of conflict resolution that requires the complete sharing of information by both parties, a full discussion of concerns, relatively equal power between parties, and a lot of time investment to arrive at a resolution is

________ is the degree to which people have alternatives in accessing resources.

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

Distributive bargaining is similar in nature to the ________ approach to conflict resolution.

Power and influence can have a moderate positive effect on organizational commitment.

Armand runs a small company, and although he is generally happy with his staff, he would like to see them increase their productivity and develop a greater long-term sense of personal identification with the company. The best way for him to achieve that is to

________ is a win-lose negotiation over a "fixed pie" of resources.

When a third party determines a binding settlement to a dispute, this is known as

Name the four contingencies of power, and explain how they affect a leader's ability to influence others.

The conflict resolution style that is best used in situations in which leaders know they are right and a quick decision needs to be made is

The board was split over a fundamental question of the company's future direction, but Mr. Gillespie declared himself neutral in the conflict. As the oldest member of the board, he said, he should not take sides. His behavior exemplifies an approach to conflict resolution known as

Identify and discuss the varieties of response to influence tactics, along with the relative effectiveness of each.

The most common form of conflict resolution is

When confronted with a conflict at work or in other organizational aspects of her life, Millie tends to take an avoiding style. That is best used when she is in a situation where she

An accommodating conflict resolution style should be used

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

As executive vice president in charge of sales and marketing, Josephine heads a large international team. Her position gives her a great deal of ________ power.

"Only offer what you can follow through on" is a suggested guideline for using ________ power.

What Is Organizational Behavior?

Job Performance

Organizational Commitment

Job Satisfaction

Stress

Motivation

Trust, Justice, and Ethics

Learning and Decision Making

Personality and Cultural Values

Ability

Teams: Characteristics and Diversity

Teams: Processes and Communication

Leadership: Styles and Behaviors

Organizational Structure

Organizational Culture

Filters