Question 1

Negotiators who don't care about their power or who have matched power - equally high or low - will find that their deliberations proceed with greater ease and simplicity toward a mutually satisfying and acceptable outcome.

Accepted Answer

When negotiators have a balanced distribution of power, they are more likely to negotiate collaboratively to reach a mutually beneficial outcome. When there is an imbalance of power, negotiations may become more adversarial and difficult.

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

Resources are generally deployed in one of two principal ways: as ____________ and as ____________.

Accepted Answer

rewards;punishment

Question 4

____________ 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 5

According to Deutsch,an actor does not have power in a given situation and cannot satisfy the purposes that he is attempting to fulfill in that situation.

Accepted Answer

According to Morton Deutsch, an actor has power in a given situation to the extent that he can satisfy the purposes he is attempting to fulfill. Power, in this context, is the ability to influence outcomes or achieve objectives.

Question 6

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

Accepted Answer

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

Question 7

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 8

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 found...

Question 9

The effective use of power requires a sensitive and deft touch,and its consequences may not vary greatly from one person to the next.

Accepted Answer

The consequences of using power can vary greatly from one person to the next, depending on their individual characteristics, reactions, and circumstances. The effective use of power also requires more than just sensitivity and deftness; it requires strategic thinking, empathy, and a willingness to listen and adapt.

Question 10

We treat power as the ____________ to alter the attitudes and behaviors of others that an individual brings to a given situation.

Accepted Answer

The answer of We treat power as the ____________ to...

Question 11

To use resources as a basis for power,negotiators must develop or maintain control over some ____________ reward that the other party wants.

Accepted Answer

The answer of To use resources as a basis for...

Question 12

Power is only the capacity to influence: using that power and skillfully exerting influence on the other requires a great deal of ____________ and experience.

Accepted Answer

The answer of Power is only the capacity to influence:...

Question 13

Tactics designed to create power equalization are often employed as a way to gain advantage or to block the other's power moves.

Accepted Answer

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

Question 14

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 15

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 16

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 17

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 18

During economic downsizings,labor unions can find themselves negotiating new contracts that delay wage increases or even reduce wages,which means giving hard-won concessions back to management-something union officials want to do.

Accepted Answer

Union officials typically do not want to give concessions back to management, as their goal is to protect and improve workers' rights and benefits.

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 Pfeffer...

Question 20

The effective use of power requires a ____________ and ____________ touch.

Accepted Answer

The answer of The effective use of power requires a...

Quiz 8: Finding and Using Negotiation Power