Question 1

According to Deutsch,an actor does not have power in a given situation and cannot satisfy the purposes that he is attempting to fulfill in that situation.

Accepted Answer

A) True 
 B)False

Question 2

Negotiators who don't care about their power or who have matched power - equally high or low - will find that their deliberations proceed with greater ease and simplicity toward a mutually satisfying and acceptable outcome.

Accepted Answer

A) True 
 B)False

Question 3

How can the use of threats be effective?

Accepted Answer

To be effective,threats must b

Question 4

The story about the new faculty member who might decide to volunteer to head up the "speakers" program for faculty seminars because it would put him in the center of many communications about the weekly presentations is illustrative of network structure through

Accepted Answer

A) flexibility. 
B) visibility. 
C) centrality. 
D) coalition. 
E) criticality. 
A) flexibility. 
B) visibility. 
C) centrality. 
D) coalition. 
E) criticality.

Question 5

If power is based on personality and individual differences,the personality traits will affect how individuals acquire and use power.

Accepted Answer

A) True 
 B)False

Question 6

Tactics designed to create power equalization are often employed as a way to

Accepted Answer

A) gain advantage in a distributive bargaining situation. 
B) block the other's power moves. 
C) level the playing field. 
D) diminish the expert power of the other party. 
E) Tactics designed to create power equalization are often employed to accomplish all of the abovE. 
A) gain advantage in a distributive bargaining situation. 
B) block the other's power moves. 
C) level the playing field. 
D) diminish the expert power of the other party. 
E) Tactics designed to create power equalization are often employed to accomplish all of the abovE.

Question 7

In allocating resources,the power holder must be willing to dole them out depending on the other's ____________ or cooperation with the power holder's requests.

Accepted Answer

The answer of In allocating resources,the power holder must be...

Question 8

In their study,Lytle and her colleagues found that most negotiations cycled through three strategies ____________,__________,and ____________ during the same encounter.

Accepted Answer

interests,

Question 9

Within the context of negotiation,____________ is the most common source of power.

Accepted Answer

The answer of Within the context of negotiation,____________ is the...

Question 10

When agents,constituencies and external audiences are present in a negotiation,they can become actively involved to formally or informally pressure others as part of the negotiation process.
Multiple Choice Questions

Accepted Answer

A) True 
 B)False

Question 11

Visibility is the same as centrality or criticality in network structure.

Accepted Answer

A) True 
 B)False

Question 12

Employees who want to succeed rapidly are frequently counseled to find jobs with high ____________ and ____________ in an organization so they can get the experience and visibility necessary for rapid promotion.

Accepted Answer

centrality

Question 13

How does location in an organization contribute to power?

Accepted Answer

Even without a lofty position or title,i

Question 14

In an organizational hierarchy network the "star" is in the center position between a "gatekeeper" and a "linking pin."

Accepted Answer

A) True 
 B)False

Question 15

Which of the following is not a major source of power from one of the five different groupings?

Accepted Answer

A) Informational sources of power. 
B) Personal sources of power. 
C) Organizational sources of power. 
D) Relationship-based sources of power. 
E) Contextual sources of power. 
A) Informational sources of power. 
B) Personal sources of power. 
C) Organizational sources of power. 
D) Relationship-based sources of power. 
E) Contextual sources of power.

Question 16

Today car-buying customers can enter negotiation armed with accurate facts and figures about a car.Describe how car buyers felt before the age of the Internet.

Accepted Answer

Before the age of the Internet,many cons

Question 17

Expert power is derived from the ability to assemble and organize information to support the desired position,arguments,or outcomes.

Accepted Answer

A) True 
 B)False

Question 18

The effective use of power requires a sensitive and deft touch,and its consequences may not vary greatly from one person to the next.

Accepted Answer

A) True 
 B)False

Question 19

Organization and national culture are both descriptors of contextual power.

Accepted Answer

A) True 
 B)False

Question 20

Resources are more useful as instruments of power to the extent they are highly valued by 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 form of materials,components,parts. 
C) Human capital in available labor supply,staff,temporary help. 
D) Critical services,in repairs,upkeep,technical support. 
E) Stress,in imposing deadlines,increasing workloads. 
A) Money,in its various forms. 
B) Supplies,in form of materials,components,parts. 
C) Human capital in available labor supply,staff,temporary help. 
D) Critical services,in repairs,upkeep,technical support. 
E) Stress,in imposing deadlines,increasing workloads.

According to Deutsch,an actor does not have power in a given situation and cannot satisfy the purposes that he is attempting to fulfill in that situation.

Negotiators who don't care about their power or who have matched power - equally high or low - will find that their deliberations proceed with greater ease and simplicity toward a mutually satisfying and acceptable outcome.

How can the use of threats be effective?

The story about the new faculty member who might decide to volunteer to head up the "speakers" program for faculty seminars because it would put him in the center of many communications about the weekly presentations is illustrative of network structure through

If power is based on personality and individual differences,the personality traits will affect how individuals acquire and use power.

Tactics designed to create power equalization are often employed as a way to

In allocating resources,the power holder must be willing to dole them out depending on the other's ____________ or cooperation with the power holder's requests.

In their study,Lytle and her colleagues found that most negotiations cycled through three strategies ,,and __ during the same encounter.

Within the context of negotiation,____________ is the most common source of power.

When agents,constituencies and external audiences are present in a negotiation,they can become actively involved to formally or informally pressure others as part of the negotiation process. Multiple Choice Questions

Visibility is the same as centrality or criticality in network structure.

Employees who want to succeed rapidly are frequently counseled to find jobs with high and in an organization so they can get the experience and visibility necessary for rapid promotion.

How does location in an organization contribute to power?

In an organizational hierarchy network the "star" is in the center position between a "gatekeeper" and a "linking pin."

Which of the following is not a major source of power from one of the five different groupings?

Today car-buying customers can enter negotiation armed with accurate facts and figures about a car.Describe how car buyers felt before the age of the Internet.

Expert power is derived from the ability to assemble and organize information to support the desired position,arguments,or outcomes.

The effective use of power requires a sensitive and deft touch,and its consequences may not vary greatly from one person to the next.

Organization and national culture are both descriptors of contextual power.

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

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

According to Deutsch,an actor does not have power in a given situation and cannot satisfy the purposes that he is attempting to fulfill in that situation.

Negotiators who don't care about their power or who have matched power - equally high or low - will find that their deliberations proceed with greater ease and simplicity toward a mutually satisfying and acceptable outcome.

How can the use of threats be effective?

The story about the new faculty member who might decide to volunteer to head up the "speakers" program for faculty seminars because it would put him in the center of many communications about the weekly presentations is illustrative of network structure through

If power is based on personality and individual differences,the personality traits will affect how individuals acquire and use power.

Tactics designed to create power equalization are often employed as a way to

In allocating resources,the power holder must be willing to dole them out depending on the other's ____________ or cooperation with the power holder's requests.

In their study,Lytle and her colleagues found that most negotiations cycled through three strategies ____________,__________,and ____________ during the same encounter.

Within the context of negotiation,____________ is the most common source of power.

When agents,constituencies and external audiences are present in a negotiation,they can become actively involved to formally or informally pressure others as part of the negotiation process. Multiple Choice Questions

Visibility is the same as centrality or criticality in network structure.

Employees who want to succeed rapidly are frequently counseled to find jobs with high ____________ and ____________ in an organization so they can get the experience and visibility necessary for rapid promotion.

How does location in an organization contribute to power?

In an organizational hierarchy network the "star" is in the center position between a "gatekeeper" and a "linking pin."

Which of the following is not a major source of power from one of the five different groupings?

Today car-buying customers can enter negotiation armed with accurate facts and figures about a car.Describe how car buyers felt before the age of the Internet.

Expert power is derived from the ability to assemble and organize information to support the desired position,arguments,or outcomes.

The effective use of power requires a sensitive and deft touch,and its consequences may not vary greatly from one person to the next.

Organization and national culture are both descriptors of contextual power.

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

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

In their study,Lytle and her colleagues found that most negotiations cycled through three strategies ,,and __ during the same encounter.

Employees who want to succeed rapidly are frequently counseled to find jobs with high and in an organization so they can get the experience and visibility necessary for rapid promotion.