Question 1

Which of the following is not a major source of power from one of the five different groupings?
A) Informational sources of power.
B) Personal sources of power.
C) Organizational sources of power.
D) Relationship-based sources of power.
E) Contextual sources of power.

Accepted Answer

C

Question 2

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

Accepted Answer

human capital

Question 3

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

Accepted Answer

Expert

Question 4

Employees who want to succeed rapidly are frequently counseled to find jobs with high ____________ and ____________ in an organization so they can get the experience and visibility necessary for rapid promotion.

Accepted Answer

The answer of Employees who want to succeed rapidly are...

Question 5

The hands of the unskilled, power can be dramatically ____________.

Accepted Answer

The answer of The hands of the unskilled, power can...

Question 6

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 7

Within the context of negotiation, ____________ is the most common source of power.

Accepted Answer

The answer of Within the context of negotiation, ____________ is...

Question 8

In allocating resources, the power holder must be willing to dole them out depending on the other's ____________ with the power holder's requests.

Accepted Answer

The answer of In allocating resources, the power holder must...

Question 9

In dealing with others who have more power, ____________ the information that would be most compelling or persuasive to the other side; ____________ it so that you can draw on it quickly and ____________ it to be maximally persuasive.

Accepted Answer

When dealing with others who have more power, it is important to identify the information that would be most compelling or persuasive to them and prepare it in a way that is easily accessible and maximally persuasive.

Question 10

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 11

Tactics designed to create power equalization are often employed as a way to
A) gain advantage in a distributive bargaining situation.
B) block the other's power moves.
C) level the playing field.
D) diminish the expert power of the other party.
E) Tactics designed to create power equalization are often employed to accomplish all of the above.

Accepted Answer

The answer of Tactics designed to create power equalization are...

Question 12

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

Accepted Answer

The answer of The more ____________ a node is in...

Question 13

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 14

Nearly 50 years ago there were five major types of sources of power that could be exercised. All but one of the following is part of that group. Which one is not?
A) Personal power.
B) Reward power.
C) Coercive power.
D) Legitimate power.
E) Referent power.

Accepted Answer

Personal power was not one of the five major types of power 50 years ago, but it is one that has emerged as important in more recent years. The five major types of power at that time were: legitimate power, reward power, coercive power, referent power, and expert power.

Question 15

Culture-both organizational and national-often translates into deeply embedded structural ____________ in a society.

Accepted Answer

The answer of Culture-both organizational and national-often translates into deeply...

Question 16

Information as a source of power is
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 by 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.

Accepted Answer

The answer of Information as a source of power is
A)...

Question 17

In their study, Lytle and her colleagues found that most negotiations cycled through three strategies-____________, ____________, and ____________-during the same encounter.

Accepted Answer

The answer of In their study, Lytle and her colleagues...

Question 18

Power is the ____________ to alter the attitudes and behaviors of others that an individual brings to a given situation.

Accepted Answer

The answer of Power is the ____________ to alter the...

Question 19

In his book Managing with Power, Jeffrey Pfeffer illustrated how powerful political and corporate figures build empires founded on ____________ ____________.

Accepted Answer

The answer of In his book Managing with Power, Jeffrey...

Question 20

Lytle and her colleagues found that most negotiators cycled through three strategies during the same encounters. Which are the three strategies?
A) interests, information, effectiveness.
B) effectiveness, coercion, deception.
C) interests, rights, power.
D) deception, reward, position.
E) information, position, rights.

Accepted Answer

The three strategies that Lytle and her colleagues found negotiators cycled through are interests, rights, and power. Option A is incorrect as effectiveness is not a strategy on its own. Option B is incorrect as coercion and deception are unethical strategies. Option D is incorrect as reward is not one of the commonly identified strategies. Option E is incorrect as it includes position and excludes power, which is one of the three commonly identified strategies.

Quiz 7: Finding and Using Negotiation Power

Which of the following is not a major source of power from one of the five different groupings?

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

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

Employees who want to succeed rapidly are frequently counseled to find jobs with high and in an organization so they can get the experience and visibility necessary for rapid promotion.

The hands of the unskilled, power can be dramatically ____________.

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

Within the context of negotiation, ____________ is the most common source of power.

In allocating resources, the power holder must be willing to dole them out depending on the other's ____________ with the power holder's requests.

In dealing with others who have more power, the information that would be most compelling or persuasive to the other side; it so that you can draw on it quickly and it to be maximally persuasive.

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

Tactics designed to create power equalization are often employed as a way to

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

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

Nearly 50 years ago there were five major types of sources of power that could be exercised. All but one of the following is part of that group. Which one is not?

Culture-both organizational and national-often translates into deeply embedded structural ____________ in a society.

Information as a source of power is

In their study, Lytle and her colleagues found that most negotiations cycled through three strategies-, , and -during the same encounter.

Power is the ____________ to alter the attitudes and behaviors of others that an individual brings to a given situation.

In his book Managing with Power, Jeffrey Pfeffer illustrated how powerful political and corporate figures build empires founded on .

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