Deck 7: Power, politics, and Conflict Management

Question 1

____________________ is when a negotiator bases his or her strategy on familiar,rather than the most effective,methods.

Answer 1

Functional fixedness

Question 2

____ refers to a situation within an organization where one work group or unit lay at the intersection of many other work groups or units.

A) Network reference
B) Network centrality
C) Cross-consistency
D) Cross-continuity

Answer 2

Network centrality

Question 3

The three strategies that are the most common when individuals engage another party and seek resolution are ____.

A) compromising,competing,and collaborating
B) compromising,competing and consistency
C) creating,combining and consistency
D) creating,cost-effectiveness and collaborating

Answer 3

compromising,competing,and collaborating

Question 4

____________________ derived power is power that derives from informal aspects and is less visible but no less potent than structurally derived power.

Question 5

____________________ is the ability to exert influence or control over others.

Question 6

A(n)____________________ describes the process by which one party's beliefs cause another party to behave in such a way that supports that belief.

Question 7

BATNA stands for "Best ____ to a Negotiated Agreement."

A) Alternate
B) Acceleration
C) Advance
D) Arrival

Question 8

___________________ in a negotiation communicate information to the other party and thus can be quite influential.

Question 9

Emotional ____ occurs when emotions are transmitted from one party to another.

A) reaching
B) passage
C) displacement
D) contagion

Question 10

____ is the use of subtle influence dynamics to achieve desired goals.

A) Persuasion
B) Power
C) Conviction
D) Coercion

Question 11

Objective arguments are more effective than subjective arguments because they are rooted in ____,not perception,and are therefore more difficult to refute.

A) rumors
B) stipulations
C) logic
D) arguments

Question 12

____ is a negotiation tactic which involves trading off on issues that are of different value to each party.

A) Pitching
B) Compromising
C) Aggregating
D) Logrolling

Question 13

____________________ is a negotiation tactic that involves adding issues that are not tied to money or compensation.

Question 14

Three major sources of power within an organization are ____.

A) resources,cultural,and hierarchy
B) structural,cultural,and knowledge-based
C) structural,cultural,and hierarchy
D) management,culture,and knowledge-based

Question 15

____________________ concerns how parties approach,deal with,and resolve conflict and which personal,social,and environmental factors affect that process.

Question 16

____________________ refers to situations where one or more organizational stakeholders use power in ways that are not generally acceptable.

Question 17

____ is the tendency for others to exchange equal levels of goods and services.

A) Bartering
B) Sharing
C) Reciprocity
D) Fairness

Question 18

____________________ and allocation is perhaps the most widely used application of power within organizations.

Question 19

____________________ represent a limited-term alliance among individuals or groups that is formed in order to strengthen the power of each.

Question 20

____ reflects differences among the parties in understanding and carrying out duties.

A) Task conflict
B) Task resolution
C) Relationship conflict
D) Relationship adherence

Question 21

Match each item with a statement below:

Where negotiators make a "bet" on the future in order to resolve a potentially difficult issue facing them in the negotiation

A)making a packed offer
B)contingent contracts
C)organizational politics
D)power stratification
E)knowledge-based sources of power
F)cognitively active
G)confirming evidence bias
H)fractioning
I)anchoring
J)threat rigidity effect

Question 22

Match each item with a statement below:

Negotiation tactic that involves separating out the various components of a specific issue

A)making a packed offer
B)contingent contracts
C)organizational politics
D)power stratification
E)knowledge-based sources of power
F)cognitively active
G)confirming evidence bias
H)fractioning
I)anchoring
J)threat rigidity effect

Question 23

Match each item with a statement below:

An ongoing process of "managing influence"

A)making a packed offer
B)contingent contracts
C)organizational politics
D)power stratification
E)knowledge-based sources of power
F)cognitively active
G)confirming evidence bias
H)fractioning
I)anchoring
J)threat rigidity effect

Question 24

Match each item with a statement below:

Derives from a group's control over the expertise needed to make key decisions and organize production

A)making a packed offer
B)contingent contracts
C)organizational politics
D)power stratification
E)knowledge-based sources of power
F)cognitively active
G)confirming evidence bias
H)fractioning
I)anchoring
J)threat rigidity effect

Question 25

Match each item with a statement below:

Act of being focused on all parties in the negotiation

A)making a packed offer
B)contingent contracts
C)organizational politics
D)power stratification
E)knowledge-based sources of power
F)cognitively active
G)confirming evidence bias
H)fractioning
I)anchoring
J)threat rigidity effect

Question 26

Match each item with a statement below:

Tendency for people to seek out and pay attention only to information that confirms prior beliefs

A)making a packed offer
B)contingent contracts
C)organizational politics
D)power stratification
E)knowledge-based sources of power
F)cognitively active
G)confirming evidence bias
H)fractioning
I)anchoring
J)threat rigidity effect

Question 27

Match each item with a statement below:

Where negotiators look for the possibilities of adding further issues,fractioning issues,and logrolling issues.

A)making a packed offer
B)contingent contracts
C)organizational politics
D)power stratification
E)knowledge-based sources of power
F)cognitively active
G)confirming evidence bias
H)fractioning
I)anchoring
J)threat rigidity effect

Question 28

Match each item with a statement below:

Psychological effect whereby one piece of information tends to influence subsequent thinking

A)making a packed offer
B)contingent contracts
C)organizational politics
D)power stratification
E)knowledge-based sources of power
F)cognitively active
G)confirming evidence bias
H)fractioning
I)anchoring
J)threat rigidity effect

Question 29

Match each item with a statement below:

States that when individuals feel threatened,their thinking becomes inflexible

A)making a packed offer
B)contingent contracts
C)organizational politics
D)power stratification
E)knowledge-based sources of power
F)cognitively active
G)confirming evidence bias
H)fractioning
I)anchoring
J)threat rigidity effect

Question 30

Match each item with a statement below:

Where different stakeholders have unique opportunities to access power based upon their particular characteristics or circumstances

A)making a packed offer
B)contingent contracts
C)organizational politics
D)power stratification
E)knowledge-based sources of power
F)cognitively active
G)confirming evidence bias
H)fractioning
I)anchoring
J)threat rigidity effect