Deck 2: Personality

Question 1

Which of the following statements are NOT true?

A) The power of legitimacy comes only from real authority.
B) The power of expertise comes only from real knowledge.
C) Reward power can come only from power to really reward.
D) None of the above statements is true.

Answer 1

D

Question 2

Appropriate responses to anger expressed by your counterpart include:

A) Ignore it.
B) Show personal offense.
C) Show embarrassment for the person.
D) Get angry yourself.

Answer 2

A, B, & C

Question 3

The most critical component in negotiating is probably:

A) Your formal power.
B) Your popularity power.
C) The time available.
D) Your personal power.

Answer 3

D

Question 4

Of all the types of power studied in chapter ten, which one requires the most caution when deciding whether to negotiate, if it exists on the counterpart's side?

A) Expertise power.
B) Referent power.
C) Time.
D) Coercive power.

Question 5

All of the statements below are true, except:

A) All types of power may be used in a destructive manner.
B) Threats and aggressive behavior are power-over tactics.
C) Sharing power is often a constructive tactic.
D) Restraint of power is an ineffective technique.

Question 6

Constructive reasons for using power-to techniques include:

A) To increase the other's interest.
B) To reduce intimidation on the other side toward greater collaboration.
C) Just to be nice.
D) To trick and manipulate the other side.

Question 7

Popularity power is sometimes referred to as:

A) Things happen.
B) The power of needs.
C) Situation power.
D) None of the above.

Question 8

Which of the powers listed below are most readily used in a power-over and destructive manner?

A) Coercive power.
B) Reward power.
C) Referent power.
D) Expertise power.

Question 9

The best response to a false statement made by the other side is:

A) To make a false statement yourself.
B) To immediately say that you know the statement to be false.
C) To critically evaluate the reasons for and validity of the statement.
D) End negotiations.

Question 10

One manner of strategizing how to use power is to divide it into which three categories?

A) Strong, medium, and weak.
B) Mine, theirs, and ours.
C) Designated, Distributive, and integrative.
D) Designed, real, and imaginary.