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Exam 13: Leadership: Power and Negotiation

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Question 51

Multiple Choice

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Discretion is defined as:

A) the degree to which people have alternatives in accessing resources.
B) the degree to which managers have the right to make decisions on their own.
C) the use of favors, compliments, or friendly behavior to make the target feel better about the influencer.
D) the degree of importance of a person's job and how many people depend on that person to accomplish their tasks.
E) the level of awareness others have of a leader's power and position.

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Question 52

Multiple Choice

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Linda, Samuel, Shirley, and Matt are part of the project team at Ltronix International, a company producing home appliances. They were assigned the task of selecting two out of five new products to be introduced in the next quarter. The team was in conflict over the choice of products to be introduced. Samuel, who is uncomfortable with confrontations, chose to remain neutral by staying away from the arguments. Linda and Shirley had a few arguments, which were finally resolved when Linda gave in to Shirley's demands. Shirley, who is the most experienced among the four, continued to insist on her choice. Matt was equally adamant about his choice. Finally, to resolve the situation, Shirley agreed to one of Matt's choices of products in exchange for his agreeing to one of her choices. Linda used the _____ style to resolve her conflict with Shirley.

A) competing
B) compromising
C) avoiding
D) accommodating
E) collaborating

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Question 53

Multiple Choice

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Which of the following terms describes the use of coercive power through threats and demands?

In the context of the contingency factor of visibility, a leader's ability to influence others increases when:

"Using sincere forms of ingratiation" is a suggested guideline for using _____ power.

Moderate assertiveness and moderate cooperation represent which style of conflict resolution?

Leaders who control resources to which no one else has access can use their power to gain greater influence. This is associated with which of the following contingency factors?

Which type of power exists when a person has control over punishments in an organization?

Ben, Andy, and Carl are employees at Palliative Care Home (PCH) . They report to Lisa, who is the department manager. Lisa has a tremendous amount of freedom to make decisions on how she manages her employees. She recently gave Andy the preferred shift for his outstanding service to the patients at PCH, along with an employee-of-the-month award. In his acceptance speech, Andy indicated he is simply trying to emulate Carl, who is liked by all the patients at PCH. He admires Carl and has learned several things about the job by just observing him. Ben, feeling left out, has started to enlist other employees in the department to help influence Lisa for next month's award. Carl commands _____ power.

Which style of conflict resolution is considered a win-win approach?

_____ is the use of an actual behavior that causes behavioral or attitudinal changes in others.

_____ occurs when the targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence.

"Responding to infractions promptly and without favoritism" is a suggested guideline for using _____ power.

_____ occurs when one party wants to remain neutral or stay away from conflict to let things cool down.

There are six major types of power, grouped along two dimensions.

With _____, a shift in both the behaviors and the attitudes of employees occurs. For a leader, this is the best outcome because it results in employees putting forth the greatest level of effort in accomplishing what they are asked to do.

Guanxi represents relationships between two people that involve obligation but not sentiment.

The degree to which people have alternatives in accessing resources refers to:

_____ represents how important a person's job is and how many people depend on that person to accomplish their tasks.

Politics are a fact of life in organizations; you can't escape them.