Exam 13: Leadership: Power and Negotiation

In a conflict situation, Pat attempts to get his needs met without any concern for the needs of the other party. He utilizes ________, a conflict resolution style.

The first-and arguably most important-step of the negotiation process is

Describe the various stages in the negotiation process.

The personal forms of power are more strongly related to organizational commitment and job performance than are the organizational forms.

Discuss when and how to use each style of conflict resolution, and give examples.

By virtue of being vice president in charge of operations at Standard Plastics, Inc., Tom has ________ power.

High levels of organizational politics have been shown to be beneficial to company performance as a whole.

It is impossible for a person to possess all of the forms of power at the same time.

A suggested guideline for using expert power is to

When a person has control over punishments in an organization, they possess ________ power.

________ is the use of power and influence to direct the activities of followers toward goal achievement.

The up-and-coming presidential candidate has an ability to make voters feel that they are helping decide the future. One of his slogans is "Come shape tomorrow with me," a message he has driven home at town hall meetings across the country. Often he invites "ordinary Americans" from the audience to come down front and share their concerns with him-concerns which he then fits into his platform. The candidate is adept at using the influence tactic known as

Coercive power operates primarily on the principle of

Two styles of conflict resolution likely to result in negative feelings toward the leader are

Involving the use of problem solving and mutual respect to achieve an outcome that's satisfying for both parties, ________ is aimed at accomplishing a win-win scenario.

A brilliant designer of computer programs, Darren has often been compared to the late Apple Computers cofounder Steve Jobs not only because of his abilities in the digital realm, but also his charisma. Like Jobs, he is not a lone techie writing code in a windowless room; he serves in an executive role at DiaTech, the company he and his partners founded. But now he has a problem: there is a special project for which he needs the help of a few key subordinates. They will need to work extra hours, and because of the top-secret nature of his new design, they will need to keep the nature of their work to themselves. The best way for Darren to get these employees on board for the project is to tell each one of them that

The best alternative to a negotiated agreement (BATNA) is part of the ________ step of negotiation.

Recent research shows that individuals most likely to choose constructive forms of conflict management score high in terms of

A competing style of conflict resolution should be used

Identify and discuss the most effective types of influence tactics, as well as the best ways to use each.