Question 1

The six major types of power are grouped along two dimensions.

Accepted Answer

A) True 
 B)False

Question 2

When actions by individuals in an organization are directed toward the goal of furthering their own self-interests, it is termed as _____.

Accepted Answer

A)  leadership
B)  internalization
C)  negotiation
D)  organizational politics
E)  substitutability

Question 3

Which conflict resolution style is best used in situations in which the leader knows he or she is right and a quick decision needs to be made?

Accepted Answer

A)  Avoiding
B)  Compromise
C)  Collaboration
D)  Competing
E)  Accommodating

Question 4

Name the four contingencies of power and explain how they affect a leader's ability to influence others.

Accepted Answer

The four contingencies of power are: sub...

Question 5

For a leader, internalization is the best outcome of influence tactics.

Accepted Answer

A) True 
 B)False

Question 6

_____ power exists when others have a desire to identify and be associated with a person.

Accepted Answer

A)  Referent
B)  Expert
C)  Reward
D)  Coercive
E)  Legitimate

Question 7

The dean of a reputed B-school has decided to pursue a coveted accreditation for the college.To get the faculty's buy-in and support, he has created a faculty-driven process whereby members of the faculty participate and carry out the accreditation process under his guidance.This approach has increased the commitment of the faculty, who now have a stake in seeing the process succeed and the goal of accreditation accomplished.Identify the influence tactic used by the dean.

Accepted Answer

A)  Rational persuasion
B)  Personal appeals
C)  Consultation
D)  Ingratiation
E)  Exchange

Question 8

Low assertiveness and high cooperation represent which style of conflict resolution?

Accepted Answer

A)  Competing
B)  Avoiding
C)  Collaboration
D)  Compromise
E)  Accommodating

Question 9

Individuals who exhibit apparent sincerity, interpersonal influence, networking ability, and social astuteness are likely to have _____ ratings on task performance when the _______.

Accepted Answer

A)  higher; social requirements of the job are high
B)  higher, social requirements of the job are low
C)  lower; centrality requirements of the job are high.
D)  higher; centrality requirements of the job are low
E)  lower; social requirements of the job are high

Question 10

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

Accepted Answer

A)  Competing
B)  Avoiding
C)  Collaboration
D)  Compromise
E)  Accommodating

Question 11

_____ reflects a shift in the behaviors of employees but not their attitudes.

Accepted Answer

A)  Resistance
B)  Ingratiation
C)  Compliance
D)  Internalization
E)  Engagement

Question 12

Reward power and coercive power are somewhat intertwined with referent power.

Accepted Answer

A) True 
 B)False

Question 13

_____ is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer.

Accepted Answer

A)  Centrality
B)  Personal appeal
C)  Consultation
D)  Ingratiation
E)  Internalization

Question 14

Discretion is defined as:

Accepted Answer

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.

Question 15

Organizational power includes:

Accepted Answer

A)  legitimate, expert, and referent power.
B)  reward, expert, and referent power.
C)  coercive, reward, and expert power.
D)  reward, expert, and legitimate power.
E)  coercive, legitimate, and reward power.

Question 16

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

Accepted Answer

A)  Accommodating
B)  Compromise
C)  Collaboration
D)  Competing
E)  Avoiding

Question 17

_____ is how aware others are of a leader's power and position.

Accepted Answer

A)  Centrality
B)  Discretion
C)  Substitutability
D)  Ingratiation
E)  Visibility

Question 18

Companies such as Microsoft, Pfizer, and Google are increasingly using ________ to understand the power structures in their organizations and who holds and wields the most influence.They ask employees questions such as "Who do you go to with a new idea?" and "Who can best help you solve a problem?" They analyze the responses to find our which managers and/or employees are most central to and influential in their companies.

Accepted Answer

A)  networking maps
B)  performance reviews
C)  organizational charts
D)  social media tracking
E)  FaceBook, Twitter, and Instagram

Question 19

Distinguish between distributive bargaining and integrative bargaining.

Accepted Answer

Distributive bargaining involves win-los...

Question 20

Managers should be careful to offer the types of rewards people desire and not promise more than they can deliver when using legitimate power.

Accepted Answer

A) True 
 B)False

Exam 13: Leadership: Power and Negotiation

Correct Answer
verified

Individuals who exhibit apparent sincerity, interpersonal influence, networking ability, and social astuteness are likely to have _ ratings on task performance when the ___.

Correct Answer
verified

When actions by individuals in an organization are directed toward the goal of furthering their own self-interests, it is termed as _____.

Correct Answer
verified

The six major types of power are grouped along two dimensions.

Correct Answer
verified

Distinguish between distributive bargaining and integrative bargaining.

Correct Answer
verified
Distributive bargaining involves win-los...
View Answer

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

Correct Answer
verified

Name the four contingencies of power and explain how they affect a leader's ability to influence others.

Correct Answer
verified
The four contingencies of power are: sub...
View Answer

For a leader, internalization is the best outcome of influence tactics.

Correct Answer
verified

_____ reflects a shift in the behaviors of employees but not their attitudes.

Correct Answer
verified

Reward power and coercive power are somewhat intertwined with referent power.

Correct Answer
verified

Managers should be careful to offer the types of rewards people desire and not promise more than they can deliver when using legitimate power.

Correct Answer
verified

_____ power exists when others have a desire to identify and be associated with a person.

Correct Answer
verified

Organizational power includes:

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

Low assertiveness and high cooperation represent which style of conflict resolution?

Correct Answer
verified

_____ is how aware others are of a leader's power and position.

Correct Answer
verified

Which conflict resolution style is best used in situations in which the leader knows he or she is right and a quick decision needs to be made?

Correct Answer
verified

_____ is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer.

Correct Answer
verified

Discretion is defined as:

Correct Answer
verified

Exam 13: Leadership: Power and Negotiation

Correct AnswerverifiedShow Answer

Individuals who exhibit apparent sincerity, interpersonal influence, networking ability, and social astuteness are likely to have _____ ratings on task performance when the _______.

Correct AnswerverifiedShow Answer

When actions by individuals in an organization are directed toward the goal of furthering their own self-interests, it is termed as _____.

Correct AnswerverifiedShow Answer

The six major types of power are grouped along two dimensions.

Correct AnswerverifiedShow Answer

Distinguish between distributive bargaining and integrative bargaining.

Correct AnswerverifiedDistributive bargaining involves win-los...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

Name the four contingencies of power and explain how they affect a leader's ability to influence others.

Correct AnswerverifiedThe four contingencies of power are: sub...View AnswerShow Answer

For a leader, internalization is the best outcome of influence tactics.

Correct AnswerverifiedShow Answer

_____ reflects a shift in the behaviors of employees but not their attitudes.

Correct AnswerverifiedShow Answer

Reward power and coercive power are somewhat intertwined with referent power.

Correct AnswerverifiedShow Answer

Managers should be careful to offer the types of rewards people desire and not promise more than they can deliver when using legitimate power.

Correct AnswerverifiedShow Answer

_____ power exists when others have a desire to identify and be associated with a person.

Correct AnswerverifiedShow Answer

Organizational power includes:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Low assertiveness and high cooperation represent which style of conflict resolution?

Correct AnswerverifiedShow Answer

_____ is how aware others are of a leader's power and position.

Correct AnswerverifiedShow Answer

Which conflict resolution style is best used in situations in which the leader knows he or she is right and a quick decision needs to be made?

Correct AnswerverifiedShow Answer

_____ is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer.

Correct AnswerverifiedShow Answer

Discretion is defined as:

Correct AnswerverifiedShow Answer

Correct Answer
verified

Individuals who exhibit apparent sincerity, interpersonal influence, networking ability, and social astuteness are likely to have _ ratings on task performance when the ___.

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Distributive bargaining involves win-los...
View Answer

Correct Answer
verified

Correct Answer
verified
The four contingencies of power are: sub...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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