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Terms in this set (48)What is the term for the phenomenon in which a person chooses not to fulfill the requirements of an influencer? A What are two influence tactics that are believed to be the more
effective in causing behavioral or attitudinal changes? B & C power determined by someone who can promote others and provide other benefits reward power power determined by someone who can discipline other employees coercive power power determined by a person's title and formal position within an organization legitimate power power determined by someone's level within an organization organizational power In the process known as _________, multiple parties communicate their differences and try to achieve a common goal negotiation Which stage of negotiation often involves each side offering to lose some things in order to gain other things from the other side? B Organizational _______ are actions that others believe advance personal goals, sometimes at the expense of others and the organization politics the degree to which others rely on a person to perform his or her work centrality the degree to which people can find other things they need substitutability the degree to which others know of a person's strength and status visibility the degree to which an individual has the freedom to exercise judgment in making decisions discretion Which of the following styles of resolution make use of cooperation? C & D Which of the following is NOT a type of power related to a person's formal position within the organization D What is the term for the capacity of individuals to persuade how others act while not
be persuaded themselves? D In an effort to persuade management to offer vegetarian options in the cafeteria, Vanessa circulated a petition to be signed by employees in the division. Which type of influence tactic is Vanessa using? D Which of the following influence tactics are likely to be ineffective and result in resistance when they are used to create behavioral or attitudinal changes in others? C & D complimenting and befriending people to influence their behaviors ingratiation describing how performing an action could benefit someone personally apprising requesting something based on a person's relationship with the influencer personal appeals offering to do something for someone if that person will also do something for you exchange tactic A person with specialized knowledge and/or skills that are highly valued has ______ power expert Rank the following responses to influence tactics from the least effective to the most effective: compliance, resistance, and internalization 1. resistance What is the term for the conflict management style in which you're willing to "give a little" in terms of your own outcomes but you expect the other party to do the same? C A proficiency in creating and maintaining different relationship Networking ability The ability to view and study the actions of others Social astuteness The possession of traits that can easily adapt to a variety of circumstances Interpersonal influence A perception that a person is truthful and authentic Apparent sincerity What type of influence tactic uses coercive tactics to intimidate others? D What kind of bargaining involves searching for mutually profitable options and logical trade-offs so that both parties achieve a satisfying outcome? D Which stage of negotiation involves goal-setting by the negotiating parties? A Charlotte knows that John's support would be essential in having her proposal accepted by senior management, so she meets with him informally.
"I'd like to get your thoughts on the best approach on getting the staff trained on the new software," she says. "What are your thoughts on the next steps I need to take to get management's approval?" Which influence tactic is Charlotte using? D The capacity to discipline a subordinate is associated with ______ power.
B What type of power resides within an individual, regardless of his or her position within an organization? C Which conflict management style is high in concern for the outcomes of
the parties in conflict? A Which of the following would best describe influence? C A "my way or the highway" approach to conflict management would best be described as which type of approach? A Which of the
following is an organizational characteristic that tends to increase political behavior? D In ______ bargaining, the negotiators approach each issue as a "fixed pie" - if one piece is larger, than the other piece must be smaller, so each side wants to maximize its share of the
pie D Mycah objected to the format her boss wanted her to use to report the monthly sales statistics. "I just don't see why I have to do it that way," she complained. Her boss responded simply, "Because I'm the boss; that's why." This is an example of ________ power. C In which type of alternative dispute resolution is the third party's judgement considered final and binding? B Which of the following would best describe power? A What is the term for the use of strength in order to guide others to fulfilling objectives? D When the third-quarter sales figures fell far short of expectations, the vice president of sales called his staff into an emergency meeting. "This isn't going to happen again!"" he shouted. "If any of you don't make quota in the fourth quarter, you're fired!" What type of power is the Vice President of sales exhibiting? D Which conflict resolution style involves all participants working together to achieve the most success in a given task? B What is the term for the capacity of individuals to persuade how others act while not be persuaded themselves? B What is the term for the stage of negotiation in which both sides argue their positions and portray themselves in favorable ways? D Sets with similar termsOB Chapter 1317 terms lacey_woods MGMT Chapter 1358 terms krisfloyd75 Chapter 1348 terms ashley_s_crandall MGMT 363 final Ch 1385 terms jamie_gigliotti Sets found in the same folderManagement 322 Chapter 1337 terms cristina_dimascio Chapter 13: Leadership: Power & Negotiation45 terms jordan_blameuser Management 322 Chapter 1232 terms cristina_dimascio MGMT Exam 3 Ch 13 learnsmart30 terms taylordeal Other sets by this creatorQuiz 19 terms lindse11 MGMT 324 Final26 terms lindse11 MGMT 44428 Final60 terms lindse11 MGMT 44428 Exam 260 terms lindse11 Other Quizlet setsfinal review un215 terms bheske FIN 300 Chapters 20 & 2130 terms carlin_18 S.O.P51 terms sdc05c Week 5&6: Accounting for groups of companies10 terms Roselle_Twum-barima Related questionsQUESTION What is the main sound generator for speech production? 8 answers QUESTION in today's complex marketing world, large agencies and networks rarely work with other organizations, instead of relying on in-house departments and companies 15 answers QUESTION Yes, you should try to interview all types of customers. That way you'll have a better idea of the ideal buyer you're trying to market and sell to. 2 answers QUESTION In what kind of leadership style are participants encouraged to develop their skills and strengths within the group. Also the group and leader work together to accomplish mutually set goals and outcomes? 2 answers What type of power is getting someone to do something that they otherwise would not have done?20.2 COERCIVE POWER. If any commonality exists among the various definitions of power, it consists in viewing power as an ability to make others do what they would not otherwise do.
What type of power is due to the position of authority held?Legitimate Power- This power emanates from an official position held by someone, be it in an organization, beurocracy or government etc.
What is power tactics in organizational behavior?There are 9 organizational power tactics. These tactics are ways in which individuals translate power bases into specific actions. The 9 influence tactics are legitimacy, rational persuasion, inspirational appeals, consultation, exchange, personal appeals, ingratiation, pressure and coalitions.
Which term refers to sharing power with employees and giving them the authority to make and implement at least some decision?Employee empowerment is defined as the ways in which organizations provide their employees with a certain degree of autonomy and control in their day-to-day activities.
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What type of power resides within an individual regardless of his or her position within an organization?
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