Question 1

The available labor supply,staff that can be allocated to a problem or task,temporary help is called ____________ __________.

Accepted Answer

human capital

Question 2

Information as a source of power is

Accepted Answer

A) the accumulation and presentation of data to change the other person's point of view or position on an issue. 
B) an acknowledged accumulation of information,or mastery of a body of information,on a particular problem or issue. 
C) the accumulation of money,raw material,manpower,time or equipment which can be used to create incentives for other people to comply,or as threats and punishments if they do not comply. 
D) power derived from being located in a particular position in an organizational or communication structure. 
E) Information as a source of power is all of the abovE. 
A) the accumulation and presentation of data to change the other person's point of view or position on an issue. 
B) an acknowledged accumulation of information,or mastery of a body of information,on a particular problem or issue. 
C) the accumulation of money,raw material,manpower,time or equipment which can be used to create incentives for other people to comply,or as threats and punishments if they do not comply. 
D) power derived from being located in a particular position in an organizational or communication structure. 
E) Information as a source of power is all of the abovE. A

Question 3

The more ____________ a node is in a network of exchanges and transactions,the more power that node's occupant will have.

Accepted Answer

central

Question 4

One of the major sources of power,____________ power can be defined as power that is derived from the context in which negotiations take place.

Accepted Answer

The answer of One of the major sources of power,____________...

Question 5

Negotiators employ tactics designed to create power ____________ as a way to "level the playing field."

Accepted Answer

The answer of Negotiators employ tactics designed to create power...

Question 6

The third type of relational power also comes from ____________ in an organizational structure,but not necessarily a hierarchical structure.

Accepted Answer

The answer of The third type of relational power also...

Question 7

Describe how strength of ties between individuals in an organization works.

Accepted Answer

Strength of ties between individuals can

Question 8

What is a likely outcome for a negotiator who isn't concerned with power?

Accepted Answer

In general,negotiators who don't care ab

Question 9

____________ power is accorded to those who are seen as having achieved some level of command and mastery of a body of information.

Accepted Answer

The answer of ____________ power is accorded to those who...

Question 10

Seeking power in negotiation usually arises from one of which two perceptions?

Accepted Answer

(1)The negotiator believes he or she cur

Question 11

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 by 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 by doing deals in sequence. 
D) Constrain yourself. 
E) Do what you can to manage the process.

Question 12

How can centrality in network be determined?

Accepted Answer

By the amount of information t

Question 13

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 above statements about legitimate power are truE. 
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 above statements about legitimate power are truE.

Question 14

Describe the concept of individual differences in "power motive."

Accepted Answer

The disposition of some people

Question 15

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 16

Define legitimate power.

Accepted Answer

Legitimate power is derived fr

Question 17

The concept of criticality in a communication network involves

Accepted Answer

A) the degree to which the key individual can exercise discretion in how certain decisions are made or who gains access. 
B) how visible the task performance is to others in the organization. 
C) the amount of information that passes through a node,the number of transactions that occur through the node,or the degree to which the node is central to managing information. 
D) the essentiality of the information that flows through the node to the organization's mission,major task,or key product. 
E) None of the above describes criticality in a communication network. 
A) the degree to which the key individual can exercise discretion in how certain decisions are made or who gains access. 
B) how visible the task performance is to others in the organization. 
C) the amount of information that passes through a node,the number of transactions that occur through the node,or the degree to which the node is central to managing information. 
D) the essentiality of the information that flows through the node to the organization's mission,major task,or key product. 
E) None of the above describes criticality in a communication network.

Question 18

Legitimate power and its effectiveness of formal authority that are derived from the willingness of the followers to:

Accepted Answer

A) create a group structure that gives one person a power base,group members generate a willingness within themselves to obey that person's directives. 
B) willingly give up their right to participate in every decision by vesting authority in someone who can act on their behalf. 
C) acknowledge the legitimacy of the organizational structure and the system of rules and regulations that empowers its leaders. 
D) simply show respect for a person's position or organization. 
E) All of the above contribute to the effectiveness of legitimate power. 
A) create a group structure that gives one person a power base,group members generate a willingness within themselves to obey that person's directives. 
B) willingly give up their right to participate in every decision by vesting authority in someone who can act on their behalf. 
C) acknowledge the legitimacy of the organizational structure and the system of rules and regulations that empowers its leaders. 
D) simply show respect for a person's position or organization. 
E) All of the above contribute to the effectiveness of legitimate power.

Question 19

Lytle and her colleagues found that most negotiators cycled through three strategies during the same encounters.Which are the three strategies?

Accepted Answer

A) Interests,information,effectiveness. 
B) Effectiveness,coercion,deception. 
C) Interests,rights,power. 
D) Deception,reward,position. 
E) Information,position,rights. 
A) Interests,information,effectiveness. 
B) Effectiveness,coercion,deception. 
C) Interests,rights,power. 
D) Deception,reward,position. 
E) Information,position,rights.

Question 20

Expert power is

Accepted Answer

A) accorded to those who are seen as having achieved some level of command and mastery of specific information. 
B) derived from the ability to allocate,dispense,or withhold resources. 
C) derived from occupying a particular job,office,or position in an organizational hierarchy. 
D) derived from the ability to assemble and organize information to support the desired position,arguments,or outcomes. 
E) All of the above are characteristics of expert power. 
A) accorded to those who are seen as having achieved some level of command and mastery of specific information. 
B) derived from the ability to allocate,dispense,or withhold resources. 
C) derived from occupying a particular job,office,or position in an organizational hierarchy. 
D) derived from the ability to assemble and organize information to support the desired position,arguments,or outcomes. 
E) All of the above are characteristics of expert power.

The available labor supply,staff that can be allocated to a problem or task,temporary help is called __ .

Information as a source of power is

The more ____________ a node is in a network of exchanges and transactions,the more power that node's occupant will have.

One of the major sources of power,____________ power can be defined as power that is derived from the context in which negotiations take place.

Negotiators employ tactics designed to create power ____________ as a way to "level the playing field."

The third type of relational power also comes from ____________ in an organizational structure,but not necessarily a hierarchical structure.

Describe how strength of ties between individuals in an organization works.

What is a likely outcome for a negotiator who isn't concerned with power?

____________ power is accorded to those who are seen as having achieved some level of command and mastery of a body of information.

Seeking power in negotiation usually arises from one of which two perceptions?

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?

How can centrality in network be determined?

Which of the following statements about legitimate power is false?

Describe the concept of individual differences in "power motive."

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.

Define legitimate power.

The concept of criticality in a communication network involves

Legitimate power and its effectiveness of formal authority that are derived from the willingness of the followers to:

Lytle and her colleagues found that most negotiators cycled through three strategies during the same encounters.Which are the three strategies?

Expert power is

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Perception,cognition,and Emotion

Communication

Ethics in Negotiation

Relationships in Negotiation

Multiple Parties and Teams

International and Cross-Cultural Negotiation

Best Practices in Negotiations

Filters

Exam 7: Finding and Using Negotiation Power

The available labor supply,staff that can be allocated to a problem or task,temporary help is called ____________ __________.

Information as a source of power is

The more ____________ a node is in a network of exchanges and transactions,the more power that node's occupant will have.

One of the major sources of power,____________ power can be defined as power that is derived from the context in which negotiations take place.

Negotiators employ tactics designed to create power ____________ as a way to "level the playing field."

The third type of relational power also comes from ____________ in an organizational structure,but not necessarily a hierarchical structure.

Describe how strength of ties between individuals in an organization works.

What is a likely outcome for a negotiator who isn't concerned with power?

____________ power is accorded to those who are seen as having achieved some level of command and mastery of a body of information.

Seeking power in negotiation usually arises from one of which two perceptions?

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?

How can centrality in network be determined?

Which of the following statements about legitimate power is false?

Describe the concept of individual differences in "power motive."

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.

Define legitimate power.

The concept of criticality in a communication network involves

Legitimate power and its effectiveness of formal authority that are derived from the willingness of the followers to:

Lytle and her colleagues found that most negotiators cycled through three strategies during the same encounters.Which are the three strategies?

Expert power is

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Perception,cognition,and Emotion

Communication

Ethics in Negotiation

Relationships in Negotiation

Multiple Parties and Teams

International and Cross-Cultural Negotiation

Best Practices in Negotiations

Filters

The available labor supply,staff that can be allocated to a problem or task,temporary help is called __ .