Question 1

If power is in the eye of the beholder,then how is power effective?

Accepted Answer

For power to be effective it does not ne

Question 2

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 3

Power is only the capacity to influence: using that power and skillfully exerting influence on the other requires a great deal of ____________ and experience.

Accepted Answer

The answer of Power is only the capacity to influence:...

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

State the "relational" definition of power as defined by Deutsch.

Accepted Answer

An actor… has power in a given situation

Question 6

The hands of the unskilled,power can be dramatically ____________.

Accepted Answer

The answer of The hands of the unskilled,power can be...

Question 7

During economic downsizings,labor unions can find themselves negotiating new contracts that delay wage increases or even reduce wages,which means giving hard-won concessions back to management-something union officials want to do.

Accepted Answer

A) True 
 B)False

Question 8

Information as a source of power is

Accepted Answer

A)  the accumulation and presentation of data intended 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 intended 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.

Question 9

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 10

How can centrality in network be determined?

Accepted Answer

By the amount of information t

Question 11

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 12

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

Accepted Answer

A) True 
 B)False

Question 13

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.

Accepted Answer

A) True 
 B)False

Question 14

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 15

Why is a BATNA a good source of power?

Accepted Answer

It enables you to walk away fr

Question 16

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 17

Cooperative goals tend to shape the "power with" orientation,even between superiors and subordinates.These goals induce higher expectations of all but one of the following.Which one?

Accepted Answer

A)  To perform effectively and achieve common objectives. 
B)  To reinforce or enhance existing power differences. 
C)  For more assistance and greater support. 
D)  For more trusting and friendly attitudes. 
E)  For more persuasion and less coercion. 
A)  To perform effectively and achieve common objectives. 
B)  To reinforce or enhance existing power differences. 
C)  For more assistance and greater support. 
D)  For more trusting and friendly attitudes. 
E)  For more persuasion and less coercion.

Question 18

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.

Question 19

Nearly 50 years ago there were five major types of sources of power that could be exercised.All but one of the following is part of that group.Which one is not?

Accepted Answer

A)  Personal power. 
B)  Reward power. 
C)  Coercive power. 
D)  Legitimate power. 
E)  Referent power. 
A)  Personal power. 
B)  Reward power. 
C)  Coercive power. 
D)  Legitimate power. 
E)  Referent power.

Question 20

Resources are generally deployed in one of two principal ways: as ____________ and as ____________.

Accepted Answer

The answer of Resources are generally deployed in one of...

If power is in the eye of the beholder,then how is power effective?

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

Power is only the capacity to influence: using that power and skillfully exerting influence on the other requires a great deal of ____________ and experience.

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

State the "relational" definition of power as defined by Deutsch.

The hands of the unskilled,power can be dramatically ____________.

During economic downsizings,labor unions can find themselves negotiating new contracts that delay wage increases or even reduce wages,which means giving hard-won concessions back to management-something union officials want to do.

Information as a source of power is

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.

How can centrality in network be determined?

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.

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

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.

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

Why is a BATNA a good source of power?

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

Cooperative goals tend to shape the "power with" orientation,even between superiors and subordinates.These goals induce higher expectations of all but one of the following.Which one?

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?

Nearly 50 years ago there were five major types of sources of power that could be exercised.All but one of the following is part of that group.Which one is not?

Resources are generally deployed in one of two principal ways: as and as .

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

If power is in the eye of the beholder,then how is power effective?

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

Power is only the capacity to influence: using that power and skillfully exerting influence on the other requires a great deal of ____________ and experience.

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

State the "relational" definition of power as defined by Deutsch.

The hands of the unskilled,power can be dramatically ____________.

During economic downsizings,labor unions can find themselves negotiating new contracts that delay wage increases or even reduce wages,which means giving hard-won concessions back to management-something union officials want to do.

Information as a source of power is

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.

How can centrality in network be determined?

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.

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

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.

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

Why is a BATNA a good source of power?

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

Cooperative goals tend to shape the "power with" orientation,even between superiors and subordinates.These goals induce higher expectations of all but one of the following.Which one?

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?

Nearly 50 years ago there were five major types of sources of power that could be exercised.All but one of the following is part of that group.Which one is not?

Resources are generally deployed in one of two principal ways: as ____________ and as ____________.

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

Resources are generally deployed in one of two principal ways: as and as .