Question 1

Culture -both organizational and national- often translates into deeply embedded structural inequalities in a society.

Accepted Answer

A) True 
 B)False

Question 2

One way that lower power parties can deal with the big players in business deals and partnerships is by limiting the ways you can do business or who you can do business with and it is an example of one of the following dealings. Which one?

Accepted Answer

A)  Never do an all-or-nothing deal. 
B)  Make yourself bigger. 
C)  Build momentum through doing deals in sequence. 
D)  Constrain yourself. 
E)  Do what you can to manage the process. 
A)  Never do an all-or-nothing deal. 
B)  Make yourself bigger. 
C)  Build momentum through doing deals in sequence. 
D)  Constrain yourself. 
E)  Do what you can to manage the process.

Question 3

Within the context of negotiation, information is perhaps the rarest source of power.

Accepted Answer

A) True 
 B)False

Question 4

The effectiveness of formal authority is derived from the willingness of followers to acknowledge the legitimacy of the organizational structure and the system of rules and regulations that empowers its leaders.

Accepted Answer

A) True 
 B)False

Question 5

All but one of the following is a major source of power. Which one is not?

Accepted Answer

A)  Personal power. 
B)  Informational power. 
C)  Position-based power. 
D)  Relationship-based power. 
E)  Contextual power. 
A)  Personal power. 
B)  Informational power. 
C)  Position-based power. 
D)  Relationship-based power. 
E)  Contextual power.

Question 6

Name four of the eight strategies Michael Watkins suggests using to deal with the big players in business deals and partnerships.

Accepted Answer

Never do an all-or-nothing deal, make th

Question 7

People will treat others better when they like them than when they don't.

Accepted Answer

A) True 
 B)False

Question 8

Power is not situational, fluid, and comes from many sources.

Accepted Answer

A) True 
 B)False

Question 9

What is the problem of "dancing with elephants"?

Accepted Answer

The concept is defin

Question 10

Striking a deal with an opponent much bigger than you is called "dancing with elephants" by Michael Watkins.

Accepted Answer

A) True 
 B)False

Question 11

People will treat others worse when they like them than when they don't.

Accepted Answer

A) True 
 B)False

Question 12

The central route tends to be rational, cognitive, and based on information.

Accepted Answer

A) True 
 B)False

Question 13

What are the three major issues to consider when constructing a message?

Accepted Answer

The content of the message (the facts an

Question 14

Resources are more useful as instruments of power to the extent they are highly valued be participants in the negotiation. Which of the following is not a resource of organizational context?

Accepted Answer

A)  Money, in its various forms. 
B)  Supplies, in the form of materials, components, and parts. 
C)  Human capital in available labour supply, staff, and temporary help. 
D)  Critical services, in repairs, upkeep, and technical support. 
E)  Stress, in imposing deadlines, and increasing workloads. 
A)  Money, in its various forms. 
B)  Supplies, in the form of materials, components, and parts. 
C)  Human capital in available labour supply, staff, and temporary help. 
D)  Critical services, in repairs, upkeep, and technical support. 
E)  Stress, in imposing deadlines, and increasing workloads.

Question 15

Language of a very high intensity is always more effective.

Accepted Answer

A) True 
 B)False

Question 16

Two major sources of power based on position in an organization: (1) legitimate power and (2) power based on control of resources.

Accepted Answer

A) True 
 B)False

Question 17

Organizational and national cultures are both descriptors of contextual power.

Accepted Answer

A) True 
 B)False

Question 18

Hierarchy determines the "meaning system" of a social environment.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following statements about legitimate power is false?

Accepted Answer

A)  Legitimate power is at the foundation of our social structure. 
B)  Social structures are inherently inefficient, and this realization creates the basis for legitimate power. 
C)  Legitimate power cannot function without obedience. 
D)  Legitimate power is often derived from manipulating other sources of power. 
E)  All of the answers are correct. 
A)  Legitimate power is at the foundation of our social structure. 
B)  Social structures are inherently inefficient, and this realization creates the basis for legitimate power. 
C)  Legitimate power cannot function without obedience. 
D)  Legitimate power is often derived from manipulating other sources of power. 
E)  All of the answers are correct.

Question 20

Power comes from only a few sources and is rigid.

Accepted Answer

A) True 
 B)False

Culture -both organizational and national- often translates into deeply embedded structural inequalities in a society.

One way that lower power parties can deal with the big players in business deals and partnerships is by limiting the ways you can do business or who you can do business with and it is an example of one of the following dealings. Which one?

Within the context of negotiation, information is perhaps the rarest source of power.

The effectiveness of formal authority is derived from the willingness of followers to acknowledge the legitimacy of the organizational structure and the system of rules and regulations that empowers its leaders.

All but one of the following is a major source of power. Which one is not?

Name four of the eight strategies Michael Watkins suggests using to deal with the big players in business deals and partnerships.

People will treat others better when they like them than when they don't.

Power is not situational, fluid, and comes from many sources.

What is the problem of "dancing with elephants"?

Striking a deal with an opponent much bigger than you is called "dancing with elephants" by Michael Watkins.

People will treat others worse when they like them than when they don't.

The central route tends to be rational, cognitive, and based on information.

What are the three major issues to consider when constructing a message?

Resources are more useful as instruments of power to the extent they are highly valued be participants in the negotiation. Which of the following is not a resource of organizational context?

Language of a very high intensity is always more effective.

Two major sources of power based on position in an organization: (1) legitimate power and (2) power based on control of resources.

Organizational and national cultures are both descriptors of contextual power.

Hierarchy determines the "meaning system" of a social environment.

Which of the following statements about legitimate power is false?

Power comes from only a few sources and is rigid.

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Individual Differences: Know Yourself and Your Counterpart

Perception, Cognition, and Emotion

Negotiation Power and Persuasion

The Dynamics of Disputes and Third-Party Help

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty, Coalitions, and Team Negotiations

Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 7: Communication Process and Outcomes

Culture -both organizational and national- often translates into deeply embedded structural inequalities in a society.

One way that lower power parties can deal with the big players in business deals and partnerships is by limiting the ways you can do business or who you can do business with and it is an example of one of the following dealings. Which one?

Within the context of negotiation, information is perhaps the rarest source of power.

The effectiveness of formal authority is derived from the willingness of followers to acknowledge the legitimacy of the organizational structure and the system of rules and regulations that empowers its leaders.

All but one of the following is a major source of power. Which one is not?

Name four of the eight strategies Michael Watkins suggests using to deal with the big players in business deals and partnerships.

People will treat others better when they like them than when they don't.

Power is not situational, fluid, and comes from many sources.

What is the problem of "dancing with elephants"?

Striking a deal with an opponent much bigger than you is called "dancing with elephants" by Michael Watkins.

People will treat others worse when they like them than when they don't.

The central route tends to be rational, cognitive, and based on information.

What are the three major issues to consider when constructing a message?

Resources are more useful as instruments of power to the extent they are highly valued be participants in the negotiation. Which of the following is not a resource of organizational context?

Language of a very high intensity is always more effective.

Two major sources of power based on position in an organization: (1) legitimate power and (2) power based on control of resources.

Organizational and national cultures are both descriptors of contextual power.

Hierarchy determines the "meaning system" of a social environment.

Which of the following statements about legitimate power is false?

Power comes from only a few sources and is rigid.

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Individual Differences: Know Yourself and Your Counterpart

Perception, Cognition, and Emotion

Negotiation Power and Persuasion

The Dynamics of Disputes and Third-Party Help

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty, Coalitions, and Team Negotiations

Managing Difficult Negotiations

Best Practices in Negotiations

Filters