Deck 12: Coalitions

Question 1

According to Murnighan, "When anyone will do, interchangeability favors those who appear ____________."

Answer 1

weak

Question 2

A coalition is determined by the commitment of its members to

A) meet on a regular basis.
B) collectively focus their action on an intended target.
C) the formal hierarchy of the coalition.
D) maintain regular and accurate communication.
E) A coalition is determined by the commitment of its members to all of the above.

Answer 2

B

Question 3

Successful founders usually have a strong ____________ of friends and associates whom they know and whom they can approach when they need support for a particular agenda.

Answer 3

network

Question 4

The ____________ develops some form of action agenda, vision, or commitment, and persuades others to join him or her in pursuing it.

Question 5

Once a coalition is successful at reaching a ____________ mass, continued growth becomes considerably easier, but is now less necessary.

Question 6

What is the "paradox" of being a coalition founder?

A) Early in the coalition building process, the founder may have to give away a lot in order to apparently gain a little.
B) The founder's position shifts from strength to weakness as the coalition grows.
C) The founder is usually not a part of the leadership of the coalition.
D) The founder's early share in the coalition is large, and grows as more members are added.
E) None of the above describes the paradox of being a coalition founder.

Question 7

____________ coalitions are emergent interest groups that have not yet formed into an operating coalition.

Question 8

In general, people form coalitions to preserve or increase their ____________.

Question 9

A potential coalition has the potential to become a coalition by taking ____________ action but has not yet done so.

Question 10

Research studies indicate that ____________ power from compatibility of interests is the overriding source of power in coalitions.

Question 11

Which of the following is not a property of a coalition?

A) A coalition is an interacting group of individuals.
B) A coalition is independent of the formal structure of the organization.
C) A coalition consists of mutually perceived membership.
D) A coalition is focused on a goal or goals internal to the coalition.
E) All of the above are properties of coalitions.

Question 12

Coalition ____________ may include the amount of effort one has exerted, the ability or skill one contributes to the task or problem, or the level of expertise one has obtained.

Question 13

Block sees the dominant driving force for a coalition as ____________-getting people to collectively endorse a view of greatness for their unit and organization that others will buy into.

Question 14

The more resources a given potential partner brings to a coalition or the greater variety in resources or types of inputs, the more that partner can add to the coalition, and the more ____________ he or she will have in contributing to the coalition and dictating what the coalition should look like.

Question 15

In a ____________, the parties are intentionally joining to accomplish some specific purpose that serves their interests.

Question 16

____________ ____________ are emergent interest groups that have not yet formed into an operating coalition.

A) Informal coalitions
B) Formal coalitions
C) Latent coalitions
D) Dormant coalitions
E) All of the above are emergent interest groups that have not yet formed into an operating coalition.

Question 17

Those advocating an ____________ allocation standard argue that everyone should receive the same outcome.

Question 18

The "strength-is-____________" theory states that the more resources one holds or controls, the more likely that he or she is likely to be a critical coalition member.

Question 19

____________ are people with whom a negotiator has conflicting goals and objectives, but who can be trusted to be principled and candid in their position.

Question 20

Which of the following lists three of the major types of coalitions?

A) potential coalitions, operating coalitions, and recurring coalitions
B) external coalitions, operating coalitions, and recurring coalitions
C) latent coalitions, established coalitions, and potential coalitions
D) established coalitions, operating coalitions, and temporary coalitions
E) None of the above lists three major types of coalitions.

Question 21

Which of the following statements about strength in coalitions is false?

A) Those parties who have relatively fewer resources in a coalition may be stronger.
B) The more resources one holds or controls, the more likely that he or she will be a critical coalition member.
C) Coalition players with strength often become the center of communication networks.
D) The more power one holds or controls, the more likely that he or she will be a central figure in pulling the coalition together and dictating its strategy.
E) All of the above statements about strength in coalitions are true.

Question 22

In coalition research, how is the commons dilemma avoided?

Question 23

What are recurring coalitions?

Question 24

Bedfellows are parties with whom a negotiator has

A) high agreement and low trust.
B) low agreement and high trust.
C) low agreement and low trust.
D) high agreement and high trust.
E) Bedfellows have none of the above characteristics.

Question 25

Coalitions build by

A) organizing members through formal meetings .
B) adding one member at a time.
C) mobilizing departments or divisions.
D) unification in a single, defining event.
E) Coalitions are built by all of the above.

Question 26

What are the properties of a coalition?

Question 27

What is the strength in weakness argument?

Question 28

Why are potential coalitions of interests to both coalition members and those they oppose?

Question 29

Those advocating a need allocation standard argue that

A) those who contributed more should receive more, in proportion to the magnitude of their contribution.
B) everyone should receive the same outcome.
C) parties should receive more in proportion to some demonstrated need for the resource.
D) decision rules in coalitions should be made on an individual, case-by-case basis.
E) Those advocating a need standard argue for all of the above.

Question 30

Strategic power in coalitions

A) emerges from the availability of alternative coalition partners.
B) derives from what parties consider a fair or just distribution of the outcomes and results of a coalition.
C) is dependent on which party's arguments ultimately shape the allocation rule used by the group.
D) is shaped by the compatibility of preferences between two or more parties.
E) Strategic power in coalitions is described by all of the above.

Question 31

Why might founders have to offer an unequal or inequitable share to early prospects?

Question 32

What kind networks to founders usually have, and how do they use networks to recruit coalition members?

Question 33

Adversaries can be described as

A) parties who will not take a stand one way or the other on the issue.
B) people with whom negotiator has conflicting goals and objectives, but who can be trusted to be principled and candid in their opposition.
C) parties who a negotiator believes are in agreement with their goals and vision, and whom they trust.
D) negotiators who are low in agreement and low in trust.
E) None of the above statements describes adversaries.

Question 34

The "joining threshold" is

A) the total number of people who can join a specific coalition.
B) the level where a minimum number of people have joined a coalition and others begin to join because they recognize that their current friends and associates are already members.
C) the minimum number of people required for a coalition to be successful.
D) the level at which a new member must "pay" in order to join the coalition.
E) None of the above defines the joining threshold.

Question 35

The founder makes explicit offers to attract new coalition partners based on what three criteria?

Question 36

Why do coalitions form?

Question 37

Allies can be defined as

A) people with whom a negotiator has conflicting goals and objectives, but who can be trusted to be principled and candid in their opposition.
B) parties who are in agreement with their goals and vision, and whom the negotiator trusts.
C) parties with whom a negotiator has high agreement on the vision or objectives, but low to moderate levels of trust.
D) negotiators who are low in agreement and low in trust.
E) None of the above statements defines allies.

Question 38

The "strength-is-weakness" dynamic in coalitions states that

A) coalition founders will go to those who are the weakest for support.
B) the weakest members may need to be in the coalition the most.
C) the weakest members will demand the least payoff from joining the coalition.
D) the weakest members may hold power in the coalition.
E) The "strength is weakness" dynamic in coalitions states all of the above.

Question 39

Who is the founder of the coalition?

Question 40

Block argues that authentic tactics require parties to

A) say "yes" when they mean "no."
B) share only the information that is relevant to the issue at hand.
C) use language that describes reality.
D) reposition their endorsement or support for the sake of acceptance.
E) Authentic tactics require parties to do all of the above.

Question 41

Define "fence sitters."

Question 42

How do relationship dynamics affect the formation and stability of coalitions?

Question 43

In what roles can parties view other prospective coalition members?

Question 44

With adversaries, what happens as you focus on trying to convert or pressure them?

Question 45

According to Block, when does enlightened self-interest occur?