Question 1

Michael Jordan is an icon in basketball. Many people buy shirts with his name on them. Jordan's iconic status gives him ________ power.

Accepted Answer

A)   reward
B)   referent
C)   coercive
D)   structural
E)   collaborativeF) B) and D)
G) A) and B)

Question 2

Wendy has developed a reputation in her industry for her key involvement in several high-profile negotiations where she has used a distributive framework. Now, she likely finds that

Accepted Answer

A)   she has to use integrative techniques next time.
B)   she has difficulty negotiating in any other way.
C)   her level of emotional intelligence has increased.
D)   it is impossible to use inspirational appeals with colleagues.
E)   other managers in her company are shunning the same technique.F) C) and D)
G) A) and E)

Question 3

When others have a desire to identify and be associated with a person, that person possesses ________ power.

Accepted Answer

A)   expert
B)   reward
C)   referent
D)   coercive
E)   legitimateF) B) and E)
G) All of the above

Question 4

Legitimate power gives a person the right to ask employees to do something outside the scope of their jobs or roles within the organization.

Accepted Answer

A) True 
 B)False

Question 5

Though it is a style of conflict resolution, ________ can never really resolve a conflict.

Accepted Answer

A)   avoiding
B)   competing
C)   compromise
D)   collaboration
E)   accommodatingF) A) and B)
G) A) and C)

Question 6

Chris is an attorney working with a married couple seeking damages from a builder who failed to complete their home according to contract and left them with several structural and cosmetic issues. The couple are demanding $250,000, as well as an apology. In order to best help them, Chris needs to

Accepted Answer

A)   explain that he will do the best job he can for them.
B)   help his clients understand that the apology is unnecessary.
C)   ask his clients the least amount they would be willing to accept from the builder.
D)   look into the builder's financial assets to see if he can afford to pay more than $250,000.
E)   give them a detailed accounting of everything that could possibly go wrong in the negotiations.F) None of the above
G) C) and D)

Question 7

Explain what leadership is, and give examples.

Accepted Answer

Student answers and examples will vary, ...

Question 8

Discretion is the degree to which

Accepted Answer

A)   a person's job has an impact on others.
B)   others are aware a leader's power and position.
C)   people have alternatives in accessing resources.
D)   managers have the right to make decisions on their own.
E)   favors, compliments, and friendly behavior can influence a situation.F) B) and D)
G) C) and D)

Question 9

A collaborative conflict resolution style should be used to build

Accepted Answer

A)   indispensability.
B)   commitment.
C)   dominance.
D)   safety.
E)   power.F) A) and B)
G) D) and E)

Question 10

A conflict resolution style typically used by leaders when an issue is really not that important to them but is very important to the other party is

Accepted Answer

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

Question 11

Organizational factors that are the most likely to increase political activity are those that raise the level of uncertainty in the environment.

Accepted Answer

A) True 
 B)False

Question 12

Legitimate, reward, and coercive power are derived primarily from a person's position within the organization.

Accepted Answer

A) True 
 B)False

Question 13

Leaders who control resources to which no one else has access can use their power to gain greater influence. This is associated with the contingency factor known as

Accepted Answer

A)   visibility.
B)   centrality.
C)   discretion.
D)   ingratiation.
E)   substitutability.F) A) and B)
G) C) and D)

Question 14

How aware others are of a leader's power and position is a function of

Accepted Answer

A)   skill.
B)   visibility.
C)   centrality.
D)   discretion.
E)   substitutability.F) A) and C)
G) B) and E)

Question 15

Lynette is the new head of operations for ShurWay, a nationwide corporation with offices in several major cities. Promoted to headquarters from an office in another city, she will be overseeing people who have long worked together and may feel some resistance to an "outsider." Therefore, it is important for her to establish herself as a leader in their eyes. She will have an opportunity to do just that tomorrow, when she will be invited to make some remarks at a departmental get-together organized in her honor. The best way for Lynette to set the right tone is to let everyone know that she is ready to

Accepted Answer

A)   take charge of the department, which means that she will not tolerate dissent and will deal as severely as possible with anyone who makes trouble for her.
B)   create a fully open, non-hierarchical environment in which she is simply the first among equals, dedicated to ensuring a nurturing work situation for all employees.
C)   do everything she can, both in terms of her position and her knowledge and other abilities, to help each employee do what they need to do to help the company meet its objectives.
D)   work tirelessly on behalf of each employee, learning from them as she goes, in order to help them meet their personal objectives, which will most likely help the company in the end.
E)   use every element of authority she has to ensure that all employees are doing their jobs as well as possible, and thus to create a department that will be the envy of all other departments.F) A) and E)
G) All of the above

Question 16

________ is the use of logical arguments and hard facts to show the target that a request is a worthwhile one.

Accepted Answer

A)   Consultation
B)   Collaboration
C)   Legitimate power
D)   Rational persuasion
E)   Inspirational appealF) C) and E)
G) A) and B)

Question 17

There may be some formal, pompous people on the board at Mayweather Dairies, but the chairman and chief executive officer-Mr. Mayweather himself-is not one of them. He is as comfortable talking to dairy farmers or truck drivers as he is corporate executives. Mr. Mayweather's behavior illustrates the dimension of political skill known as

Accepted Answer

A)   social astuteness.
B)   apparent sincerity.
C)   networking ability.
D)   organizational politics.
E)   interpersonal influence.F) A) and E)
G) A) and D)

Question 18

The target's stake in seeing that his or her opinions are proven right serves to increase commitment under the influence tactic known as

Accepted Answer

A)   consultation.
B)   collaboration.
C)   legitimate power.
D)   rational persuasion.
E)   inspirational appeal.F) A) and E)
G) A) and B)

Question 19

From time to time, leaders need to resist the influence of other leaders or higher-ups to do what is best for their own unit.

Accepted Answer

A) True 
 B)False

Question 20

Raul has a plan to completely reorganize the workflow in his department, but before presenting it to Gordon, his supervisor, he recruits the support of his colleagues Natalie and Andre. This is an example of the influence tactic known as

Accepted Answer

A)   ingratiation.
B)   coalitions.
C)   apprising.
D)   visibility.
E)   pressure.F) A) and E)
G) B) and D)

Exam 13: Leadership: Power and Negotiation

Legitimate power gives a person the right to ask employees to do something outside the scope of their jobs or roles within the organization.

Correct Answer
verified

Though it is a style of conflict resolution, ________ can never really resolve a conflict.

Correct Answer
verified

Wendy has developed a reputation in her industry for her key involvement in several high-profile negotiations where she has used a distributive framework. Now, she likely finds that

Correct Answer
verified

Leaders who control resources to which no one else has access can use their power to gain greater influence. This is associated with the contingency factor known as

Correct Answer
verified

A collaborative conflict resolution style should be used to build

Correct Answer
verified

How aware others are of a leader's power and position is a function of

Correct Answer
verified

A conflict resolution style typically used by leaders when an issue is really not that important to them but is very important to the other party is

Correct Answer
verified

Raul has a plan to completely reorganize the workflow in his department, but before presenting it to Gordon, his supervisor, he recruits the support of his colleagues Natalie and Andre. This is an example of the influence tactic known as

Correct Answer
verified

Organizational factors that are the most likely to increase political activity are those that raise the level of uncertainty in the environment.

Correct Answer
verified

Chris is an attorney working with a married couple seeking damages from a builder who failed to complete their home according to contract and left them with several structural and cosmetic issues. The couple are demanding $250,000, as well as an apology. In order to best help them, Chris needs to

Correct Answer
verified

Michael Jordan is an icon in basketball. Many people buy shirts with his name on them. Jordan's iconic status gives him ________ power.

Correct Answer
verified

Correct Answer
verified

________ is the use of logical arguments and hard facts to show the target that a request is a worthwhile one.

Correct Answer
verified

From time to time, leaders need to resist the influence of other leaders or higher-ups to do what is best for their own unit.

Correct Answer
verified

The target's stake in seeing that his or her opinions are proven right serves to increase commitment under the influence tactic known as

Correct Answer
verified

When others have a desire to identify and be associated with a person, that person possesses ________ power.

Correct Answer
verified

Discretion is the degree to which

Correct Answer
verified

Correct Answer
verified

Explain what leadership is, and give examples.

Correct Answer
verified
Student answers and examples will vary, ...
View Answer

Legitimate, reward, and coercive power are derived primarily from a person's position within the organization.

Correct Answer
verified

Exam 13: Leadership: Power and Negotiation

Legitimate power gives a person the right to ask employees to do something outside the scope of their jobs or roles within the organization.

Correct AnswerverifiedShow Answer

Though it is a style of conflict resolution, ________ can never really resolve a conflict.

Correct AnswerverifiedShow Answer

Wendy has developed a reputation in her industry for her key involvement in several high-profile negotiations where she has used a distributive framework. Now, she likely finds that

Correct AnswerverifiedShow Answer

Leaders who control resources to which no one else has access can use their power to gain greater influence. This is associated with the contingency factor known as

Correct AnswerverifiedShow Answer

A collaborative conflict resolution style should be used to build

Correct AnswerverifiedShow Answer

How aware others are of a leader's power and position is a function of

Correct AnswerverifiedShow Answer

A conflict resolution style typically used by leaders when an issue is really not that important to them but is very important to the other party is

Correct AnswerverifiedShow Answer

Raul has a plan to completely reorganize the workflow in his department, but before presenting it to Gordon, his supervisor, he recruits the support of his colleagues Natalie and Andre. This is an example of the influence tactic known as

Correct AnswerverifiedShow Answer

Organizational factors that are the most likely to increase political activity are those that raise the level of uncertainty in the environment.

Correct AnswerverifiedShow Answer

Chris is an attorney working with a married couple seeking damages from a builder who failed to complete their home according to contract and left them with several structural and cosmetic issues. The couple are demanding $250,000, as well as an apology. In order to best help them, Chris needs to

Correct AnswerverifiedShow Answer

Michael Jordan is an icon in basketball. Many people buy shirts with his name on them. Jordan's iconic status gives him ________ power.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

________ is the use of logical arguments and hard facts to show the target that a request is a worthwhile one.

Correct AnswerverifiedShow Answer

From time to time, leaders need to resist the influence of other leaders or higher-ups to do what is best for their own unit.

Correct AnswerverifiedShow Answer

The target's stake in seeing that his or her opinions are proven right serves to increase commitment under the influence tactic known as

Correct AnswerverifiedShow Answer

When others have a desire to identify and be associated with a person, that person possesses ________ power.

Correct AnswerverifiedShow Answer

Discretion is the degree to which

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Explain what leadership is, and give examples.

Correct AnswerverifiedStudent answers and examples will vary, ...View AnswerShow Answer

Legitimate, reward, and coercive power are derived primarily from a person's position within the organization.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Student answers and examples will vary, ...
View Answer

Correct Answer
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