Question 1

Popularity power is sometimes referred to as:

Accepted Answer

A)  Things happen. 
B)  The power of needs. 
C)  Situation power. 
D)  None of the above. 
A)  Things happen. 
B)  The power of needs. 
C)  Situation power. 
D)  None of the above. B

Question 2

Which of the following statements are NOT true?

Accepted Answer

A)  The power of legitimacy comes only from real authority. 
B)  The power of expertise comes only from real knowledge. 
C)  Reward power can come only from power to really reward. 
D)  None of the above statements is true. 
A)  The power of legitimacy comes only from real authority. 
B)  The power of expertise comes only from real knowledge. 
C)  Reward power can come only from power to really reward. 
D)  None of the above statements is true. D

Question 3

Which of the powers listed below are most readily used in a power-over and destructive manner?

Accepted Answer

A)  Coercive power. 
B)  Reward power. 
C)  Referent power. 
D)  Expertise power. 
A)  Coercive power. 
B)  Reward power. 
C)  Referent power. 
D)  Expertise power. A,B

Question 4

Appropriate responses to anger expressed by your counterpart include:

Accepted Answer

A)  Ignore it. 
B)  Show personal offense. 
C)  Show embarrassment for the person. 
D)  Get angry yourself. 
A)  Ignore it. 
B)  Show personal offense. 
C)  Show embarrassment for the person. 
D)  Get angry yourself.

Question 5

Constructive reasons for using power-to techniques include:

Accepted Answer

A)  To increase the other's interest. 
B)  To reduce intimidation on the other side toward greater collaboration. 
C)  Just to be nice. 
D)  To trick and manipulate the other side. 
A)  To increase the other's interest. 
B)  To reduce intimidation on the other side toward greater collaboration. 
C)  Just to be nice. 
D)  To trick and manipulate the other side.

Question 6

One manner of strategizing how to use power is to divide it into which three categories?

Accepted Answer

A)  Strong, medium, and weak. 
B)  Mine, theirs, and ours. 
C)  Designated, Distributive, and integrative. 
D)  Designed, real, and imaginary. 
A)  Strong, medium, and weak. 
B)  Mine, theirs, and ours. 
C)  Designated, Distributive, and integrative. 
D)  Designed, real, and imaginary.

Question 7

Of all the types of power studied in chapter ten, which one requires the most caution when deciding whether to negotiate, if it exists on the counterpart's side?

Accepted Answer

A)  Expertise power. 
B)  Referent power. 
C)  Time. 
D)  Coercive power. 
A)  Expertise power. 
B)  Referent power. 
C)  Time. 
D)  Coercive power.

Question 8

The most critical component in negotiating is probably:

Accepted Answer

A)  Your formal power. 
B)  Your popularity power. 
C)  The time available. 
D)  Your personal power. 
A)  Your formal power. 
B)  Your popularity power. 
C)  The time available. 
D)  Your personal power.

Question 9

The best response to a false statement made by the other side is:

Accepted Answer

A)  To make a false statement yourself. 
B)  To immediately say that you know the statement to be false. 
C)  To critically evaluate the reasons for and validity of the statement. 
D)  End negotiations. 
A)  To make a false statement yourself. 
B)  To immediately say that you know the statement to be false. 
C)  To critically evaluate the reasons for and validity of the statement. 
D)  End negotiations.

Question 10

All of the statements below are true, except:

Accepted Answer

A)  All types of power may be used in a destructive manner. 
B)  Threats and aggressive behavior are power-over tactics. 
C)  Sharing power is often a constructive tactic. 
D)  Restraint of power is an ineffective technique. 
A)  All types of power may be used in a destructive manner. 
B)  Threats and aggressive behavior are power-over tactics. 
C)  Sharing power is often a constructive tactic. 
D)  Restraint of power is an ineffective technique.

Popularity power is sometimes referred to as:

Which of the following statements are NOT true?

Which of the powers listed below are most readily used in a power-over and destructive manner?

Appropriate responses to anger expressed by your counterpart include:

Constructive reasons for using power-to techniques include:

One manner of strategizing how to use power is to divide it into which three categories?

Of all the types of power studied in chapter ten, which one requires the most caution when deciding whether to negotiate, if it exists on the counterpart's side?

The most critical component in negotiating is probably:

The best response to a false statement made by the other side is:

All of the statements below are true, except:

Defining Negotiation and Its Components

Conflict

Negotiation Style

Key Negotiating Temperaments

Communicating in Negotiation

A Note on Cultural and Gender Differences

Interests and Goals in Negotiation

Understanding the Importance of Perception in Negotiation

Effects of Power in Negotiation

Asserting Yourself

Principles of Persuasion

Rules of Negotiation Common Mistakes

The Negotiation Process and Preparation

Alternative Styles, Strategies, Techniques of Negotiation

Team Negotiation

Negotiation in Leadership and Public Relations

Third-Party Intervention

Using Your Personal Negotiating Power

Post-Negotiation Evaluation

Filters

Exam 2: Personality

Popularity power is sometimes referred to as:

Which of the following statements are NOT true?

Which of the powers listed below are most readily used in a power-over and destructive manner?

Appropriate responses to anger expressed by your counterpart include:

Constructive reasons for using power-to techniques include:

One manner of strategizing how to use power is to divide it into which three categories?

Of all the types of power studied in chapter ten, which one requires the most caution when deciding whether to negotiate, if it exists on the counterpart's side?

The most critical component in negotiating is probably:

The best response to a false statement made by the other side is:

All of the statements below are true, except:

Defining Negotiation and Its Components

Conflict

Negotiation Style

Key Negotiating Temperaments

Communicating in Negotiation

A Note on Cultural and Gender Differences

Interests and Goals in Negotiation

Understanding the Importance of Perception in Negotiation

Effects of Power in Negotiation

Asserting Yourself

Principles of Persuasion

Rules of Negotiation Common Mistakes

The Negotiation Process and Preparation

Alternative Styles, Strategies, Techniques of Negotiation

Team Negotiation

Negotiation in Leadership and Public Relations

Third-Party Intervention

Using Your Personal Negotiating Power

Post-Negotiation Evaluation

Filters