Question 1

Resources are more useful as instruments of power to the extent they are highly valued by participants in the negotiation.Which of the following is not a resource of organizational context?
A)Money,in its various forms.
B)Supplies,in form of materials,components,parts.
C)Human capital in available labor supply,staff,temporary help.
D)Critical services,in repairs,upkeep,technical support.
E)Stress,in imposing deadlines,increasing workloads.

Accepted Answer

Stress is not a resource in organizational context, but rather a potential byproduct of the use of other resources. Other options listed (money, supplies, human capital, and critical services) are all resources that can be utilized in negotiations within an organizational context.

Question 2

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 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.

Accepted Answer

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

Question 3

In an organizational hierarchy network the "star" is in the center position between a "gatekeeper" and a "linking pin."

Accepted Answer

The answer of In an organizational hierarchy network the "star"...

Question 4

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 5

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

Formal authority is based on the acceptance of authority by followers who acknowledge the legitimacy of the organizational structure and its rules and regulations. Without this acceptance, formal authority cannot be effective.

Question 6

The story about the new faculty member who might decide to volunteer to head up the "speakers" program for faculty seminars because it would put him in the center of many communications about the weekly presentations is illustrative of network structure through
A)flexibility.
B)visibility.
C)centrality.
D)coalition.
E)criticality.

Accepted Answer

The answer of The story about the new faculty member...

Question 7

Cooperative goals tend to shape the "power with" orientation,even between superiors and subordinates.These goals induce higher expectations of all but one of the following.Which one?
A)To perform effectively and achieve common objectives.
B)To reinforce or enhance existing power differences.
C)For more assistance and greater support.
D)For more trusting and friendly attitudes.
E)For more persuasion and less coercion.

Accepted Answer

Cooperative goals tend to reduce power differences and encourage a "power with" orientation among individuals. Therefore, the expectation to reinforce or enhance existing power differences would not be induced by these goals. The other options listed - performing effectively and achieving common objectives, requesting more assistance and support, cultivating trusting and friendly attitudes, and relying more on persuasion and less on coercion - are all consistent with the cooperative goals orientation.

Question 8

Social structures are inherently inefficient,and this realization creates the basis for legitimate power.

Accepted Answer

Social structures are not inherently inefficient; they are designed to organize and facilitate the functioning of societies. The basis for legitimate power often comes from accepted social norms, laws, or consent of the governed, not from an inherent inefficiency of social structures.

Question 9

Which of the following statements about legitimate power is false?
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.

Accepted Answer

Social structures can be efficient and effective, and efficiency is not a requirement for the legitimacy of power.

Question 10

In which of the following five aspects of network structure would you find the role of a gatekeeper?
A)Centrality.
B)Criticality.
C)Flexibility.
D)Visibility.
E)Coalitions.

Accepted Answer

The answer of In which of the following five aspects...

Question 11

The concept of criticality in a communication network involves
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.

Accepted Answer

Criticality in a communication network refers to the essentiality of the information that flows through a node to the organization's mission, major task, or key product. It is important to identify critical nodes in a communication network to ensure their reliability and security. Options A, B, and C do not accurately describe the concept of criticality in a communication network.

Question 12

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

Accepted Answer

All of the options listed contribute to the effectiveness of legitimate power. Creating a power base, vesting authority, acknowledging structure and rules, and showing respect are all ways that followers willingly give authority to leaders and make legitimate power effective.

Question 13

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

The five major types of power mentioned are reward power, coercive power, legitimate power, referent power and expert power. Personal power is not considered as one of the major types of power.

Question 14

Expert power is
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.

Accepted Answer

Expert power is derived from the perception that an individual has a high level of skill or knowledge in a specific area. This can include technical expertise or knowledge of company practices and policies. Expert power is typically earned through years of experience and study, and is often recognized by others in the organization. It is one of the five types of power in organizational behavior, with the others being referent, legitimate, reward, and coercive power.

Question 15

Visibility is the same as centrality or criticality in network structure.

Accepted Answer

Visibility refers to how observable or noticeable a node is within a network, while centrality or criticality measures how important or central a node is within the network structure, often in terms of connectivity or influence.

Question 16

If enough people begin to distrust the authority or discredit its legitimacy,they will begin to defy it and thereby undermine its potential as a source of power.

Accepted Answer

This is because authority only exists when people willingly follow and accept it. If enough people reject it, it loses its power and influence.

Question 17

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

The answer of Which of the following is not a...

Question 18

In which of the following types of power based on personality and individual differences would you find a person characterized by beliefs that power is distributed relatively equally across various groups,which compete and bargain for a share of the continually evolving balance of power?
A)The unitarian.
B)The radical.
C)The pluralist.
D)The idealist.
E)The conformist.

Accepted Answer

The description matches the pluralist perspective, which views power as distributed among various groups who compete and bargain for a share of power. The other options do not align with this description.

Question 19

When agents,constituencies and external audiences are present in a negotiation,they can become actively involved to formally or informally pressure others as part of the negotiation process.
Multiple Choice Questions

Accepted Answer

Agents, constituencies, and external audiences can exert pressure during a negotiation process either formally or informally. This can impact the outcome of the negotiation.

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 identified by Lytle and her colleagues are interests, rights, and power. These are common tactics used by negotiators to achieve their goals and are often cycled through during the same negotiation encounter. Interest-based negotiation focuses on finding common ground and reaching mutually beneficial solutions, while rights-based negotiation focuses on legal standards and principles. Power-based negotiation involves the use of leverage and bargaining strength to achieve an outcome.

Quiz 7: Finding and Using Negotiation Power

Resources are more useful as instruments of power to the extent they are highly valued by participants in the negotiation.Which of the following is not a resource of organizational context?

Information as a source of power is

In an organizational hierarchy network the "star" is in the center position between a "gatekeeper" and a "linking pin."

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

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.

The story about the new faculty member who might decide to volunteer to head up the "speakers" program for faculty seminars because it would put him in the center of many communications about the weekly presentations is illustrative of network structure through

Cooperative goals tend to shape the "power with" orientation,even between superiors and subordinates.These goals induce higher expectations of all but one of the following.Which one?

Social structures are inherently inefficient,and this realization creates the basis for legitimate power.

Which of the following statements about legitimate power is false?

In which of the following five aspects of network structure would you find the role of a gatekeeper?

The concept of criticality in a communication network involves

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

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?

Expert power is

Visibility is the same as centrality or criticality in network structure.

If enough people begin to distrust the authority or discredit its legitimacy,they will begin to defy it and thereby undermine its potential as a source of power.

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

In which of the following types of power based on personality and individual differences would you find a person characterized by beliefs that power is distributed relatively equally across various groups,which compete and bargain for a share of the continually evolving balance of power?

When agents,constituencies and external audiences are present in a negotiation,they can become actively involved to formally or informally pressure others as part of the negotiation process. Multiple Choice Questions

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