Question 1

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.F) B) and C)
G) A) and C)

Question 2

Describe how strength of ties between individuals in an organization works.

Accepted Answer

Strength of ties between individuals can...

Question 3

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 4

Information as a source of power is

Accepted Answer

A)  the accumulation and presentation of data 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.F) D) and E)
G) B) and D) A

Question 5

Describe the concept of individual differences in "power motive."

Accepted Answer

The disposition of some people...

Question 6

The third type of relational power also comes from ____________ in an organizational structure,but not necessarily a hierarchical structure.

Accepted Answer

The answer of The third type of relational power also...

Question 7

The available labor supply,staff that can be allocated to a problem or task,temporary help is called ____________ __________.

Accepted Answer

human capital

Question 8

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,____________...

Question 9

Which of the following statements about legitimate power is false?

Accepted Answer

A)  Legitimate power is at the foundation of our social structure.
B)  Social structures are inherently inefficient,and this realization creates the basis for legitimate power.
C)  Legitimate power cannot function without obedience.
D)  Legitimate power is often derived from manipulating other sources of power.
E)  All of the above statements about legitimate power are truE.F) B) and D)
G) D) and E)

Question 10

____________ 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 11

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

Accepted Answer

central

Question 12

The concept of criticality in a communication network involves

Accepted Answer

A)  the degree to which the key individual can exercise discretion in how certain decisions are made or who gains access.
B)  how visible the task performance is to others in the organization.
C)  the amount of information that passes through a node,the number of transactions that occur through the node,or the degree to which the node is central to managing information.
D)  the essentiality of the information that flows through the node to the organization's mission,major task,or key product.
E)  None of the above describes criticality in a communication network.F) A) and D)
G) B) and D)

Question 13

What is a likely outcome for a negotiator who isn't concerned with power?

Accepted Answer

In general,negotiators who don't care ab...

Question 14

Seeking power in negotiation usually arises from one of which two perceptions?

Accepted Answer

(1)The negotiator believes he or she cur...

Question 15

How can centrality in network be determined?

Accepted Answer

By the amount of information t...

Question 16

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 17

Define legitimate power.

Accepted Answer

Legitimate power is derived fr...

Question 18

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.F) C) and D)
G) A) and C)

Question 19

Expert power is

Accepted Answer

A)  accorded to those who are seen as having achieved some level of command and mastery of specific information.
B)  derived from the ability to allocate,dispense,or withhold resources.
C)  derived from occupying a particular job,office,or position in an organizational hierarchy.
D)  derived from the ability to assemble and organize information to support the desired position,arguments,or outcomes.
E)  All of the above are characteristics of expert power.F) A) and D)
G) None of the above

Question 20

Legitimate power and its effectiveness of formal authority that are derived from the willingness of the followers to:

Accepted Answer

A)  create a group structure that gives one person a power base,group members generate a willingness within themselves to obey that person's directives.
B)  willingly give up their right to participate in every decision by vesting authority in someone who can act on their behalf.
C)  acknowledge the legitimacy of the organizational structure and the system of rules and regulations that empowers its leaders.
D)  simply show respect for a person's position or organization.
E)  All of the above contribute to the effectiveness of legitimate power.F) D) and E)
G) C) and D)

Exam 7: Finding and Using Negotiation Power

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?

Correct AnswerverifiedShow Answer

Describe how strength of ties between individuals in an organization works.

Correct AnswerverifiedStrength of ties between individuals can...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

Information as a source of power is

Correct AnswerverifiedA

Describe the concept of individual differences in "power motive."

Correct AnswerverifiedThe disposition of some people...View AnswerShow Answer

The third type of relational power also comes from ____________ in an organizational structure,but not necessarily a hierarchical structure.

Correct AnswerverifiedShow Answer

The available labor supply,staff that can be allocated to a problem or task,temporary help is called ____________ __________.

Correct Answerverifiedhuman capital

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

Correct AnswerverifiedShow Answer

Which of the following statements about legitimate power is false?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct Answerverifiedcentral

The concept of criticality in a communication network involves

Correct AnswerverifiedShow Answer

What is a likely outcome for a negotiator who isn't concerned with power?

Correct AnswerverifiedIn general,negotiators who don't care ab...View AnswerShow Answer

Seeking power in negotiation usually arises from one of which two perceptions?

Correct Answerverified(1)The negotiator believes he or she cur...View AnswerShow Answer

How can centrality in network be determined?

Correct AnswerverifiedBy the amount of information t...View AnswerShow Answer

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.

Correct AnswerverifiedShow Answer

Define legitimate power.

Correct AnswerverifiedLegitimate power is derived fr...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

Expert power is

Correct AnswerverifiedShow Answer

Legitimate power and its effectiveness of formal authority that are derived from the willingness of the followers to:

Correct AnswerverifiedShow Answer

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Strength of ties between individuals can...
View Answer

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A

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The disposition of some people...
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The available labor supply,staff that can be allocated to a problem or task,temporary help is called __ .

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human capital

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central

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In general,negotiators who don't care ab...
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(1)The negotiator believes he or she cur...
View Answer

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By the amount of information t...
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Legitimate power is derived fr...
View Answer

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