Question 1

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. C

Question 2

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  True

Question 3

Tactics designed to create power equalization are often employed as a way to gain advantage or to block the other's power moves.

Accepted Answer

A) True 
 B)False  False

Question 4

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 5

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

Accepted Answer

interests;

Question 6

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 7

How does location in an organization contribute to power?

Accepted Answer

Even without a lofty position or title,i

Question 8

How are resources deployed generally speaking?

Accepted Answer

Resources are genera

Question 9

Organization and national culture are both descriptors of contextual power.

Accepted Answer

A) True 
 B)False

Question 10

Personal reward power cannot be derived from the target being influenced because the agent liked them or showed them some form of social acceptance.

Accepted Answer

A) True 
 B)False

Question 11

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 12

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

Accepted Answer

The answer of The more ____________ a node is in...

Question 13

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

Accepted Answer

The answer of Culture-both organizational and national-often translates into deeply...

Question 14

Describe the concept of "power motives."

Accepted Answer

The disposition of some people

Question 15

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 16

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 17

____________ 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 18

We treat power as the ____________ to alter the attitudes and behaviors of others that an individual brings to a given situation.

Accepted Answer

The answer of We treat power as the ____________ to...

Question 19

To use resources as a basis for power,negotiators must develop or maintain control over some ____________ reward that the other party wants.

Accepted Answer

The answer of To use resources as a basis for...

Question 20

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,____________...

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

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 gain advantage or to block the other's power moves.

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

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

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.

How does location in an organization contribute to power?

How are resources deployed generally speaking?

Organization and national culture are both descriptors of contextual power.

Personal reward power cannot be derived from the target being influenced because the agent liked them or showed them some form of social acceptance.

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

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

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

Describe the concept of "power motives."

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?

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.

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

We treat power as the ____________ to alter the attitudes and behaviors of others that an individual brings to a given situation.

To use resources as a basis for power,negotiators must develop or maintain control over some ____________ reward that the other party wants.

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

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 8: Finding and Using Negotiation Power

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

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 gain advantage or to block the other's power moves.

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

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

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.

How does location in an organization contribute to power?

How are resources deployed generally speaking?

Organization and national culture are both descriptors of contextual power.

Personal reward power cannot be derived from the target being influenced because the agent liked them or showed them some form of social acceptance.

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

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

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

Describe the concept of "power motives."

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?

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.

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

We treat power as the ____________ to alter the attitudes and behaviors of others that an individual brings to a given situation.

To use resources as a basis for power,negotiators must develop or maintain control over some ____________ reward that the other party wants.

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

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

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.