Chapter 13 - Leadership: Power and Negotiation

Question 1

We define _________ as the use of power and influence to direct the activities of followers toward goal achievement.

Answer 1

leadership

Question 2

_______ can be defined as the ability to influence the behavior of others and resist unwanted influence in return.

Answer 2

Power

Question 3

____________ derives from a position of authority inside the organization and is sometimes referred to as “formal authority.”

Answer 3

Legitimate power

Question 4

__________ exists when someone has control over the resources or rewards another person wants.

Answer 4

Reward power

Question 5

__________ exists when a person has control over punishments in an organization.

Answer 5

Coercive power

Question 6

__________ derives from a person’s expertise, skill, or knowledge on which others depend.

Answer 6

Expert power

Question 7

__________ exists when others have a desire to identify and be associated with a person. This desire is generally derived from affection, admiration, or loyalty toward a specific individual.

Answer 7

Referent power

Question 8

__________ is the degree to which people have alternatives in accessing resources

Answer 8

Substitutability

Question 9

__________ is the degree to which managers have the right to make decisions on their own.

Answer 9

Discretion

Question 10

__________ represents how important a person’s job is and how many people depend on that person to accomplish their tasks.

Answer 10

Centrality

Question 11

__________ is how aware others are of a leader’s power and position.

Answer 11

Visibility

Question 12

Recall that having power increases our _______ to influence behavior.

Answer 12

ability

Question 13

_________ is the use of an actual behavior that causes behavioral or attitudinal changes in others.

Answer 13

Influence

Question 14

____________ is the use of logical arguments and hard facts to show the target that the request is a worthwhile one.

Answer 14

Rational persuasion

Question 15

An ____________ is a tactic designed to appeal to the target’s values and ideals, thereby creating an emotional or attitudinal reaction.

Answer 15

inspirational appeal

Question 16

__________ occurs when the target is allowed to participate in deciding how to carry out or implement a request.

Answer 16

Consultation

Question 17

A leader uses ___________ by attempting to make it easier for the target to complete the request.

Answer 17

collaboration

Question 18

__________ is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer.

Answer 18

Ingratiation

Question 19

___________ occur when the requestor asks for something based on personal friendship or loyalty.

Answer 19

Personal appeals

Question 20

Finally, ________ occurs when the requestor clearly explains why performing the request will benefit the target personally.

Answer 20

apprising

Question 21

_________ is the use of coercive power through threats and demands.

Answer 21

Pressure

Question 22

_________ occur when the influencer enlists other people to help influence the target.

Answer 22

Coalitions

Question 23

Finally, an ___________ is used when the requestor offers a reward or resource to the target in return for performing a request.

Answer 23

exchange tactic

Question 24

___________ occurs when the target of influence agrees with and becomes committed to the influence request.

Answer 24

Internalization

Question 25

__________ occurs when targets of influence are willing to do what the leader asks, but they do it page 445with a degree of ambivalence.

Answer 25

Compliance

Question 26

_________ occurs when the target refuses to perform the influence request and puts forth an effort to avoid having to do it.

Answer 26

Resistance

Question 27

____________ can be seen as actions by individuals that are directed toward the goal of furthering their own self-interests.

Answer 27

Organizational politics

Question 28

___________ is the ability to effectively understand others at work and use that knowledge to influence others in ways that enhance personal and/or organizational objectives.

Answer 28

Political skill

Question 29

__________ is an adeptness at identifying and developing diverse contacts.

Answer 29

Networking ability

Question 30

__________ is the tendency to observe others and accurately interpret their behavior.

Answer 30

Social astuteness

Question 31

__________ involves having an unassuming and convincing personal style that’s flexible enough to adapt to different situations.

Answer 31

Interpersonal influence

Question 32

___________ involves appearing to others to have high levels of honesty and genuineness.

Answer 32

Apparent sincerity

Question 33

__________ (high assertiveness, low cooperation) occurs when one party attempts to get their own goals met without concern for the other party’s results.

Answer 33

Competing

Question 34

__________ (low assertiveness, low cooperation) occurs when one party wants to remain neutral, stay away from conflict, or postpone the conflict to gather information or let things cool down.

Answer 34

Avoiding

Question 35

___________ (low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way.

Answer 35

Accommodating

Question 36

___________ (high assertiveness, high cooperation) occurs when both parties work together to maximize outcomes.

Answer 36

Collaboration

Question 37

___________ (moderate assertiveness, moderate cooperation) occurs when conflict is resolved through give-and-take concessions.

Answer 37

Compromise

Question 38

__________ is a process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences.

Answer 38

Negotiation

Question 39

____________ involves win–lose negotiating over a “fixed-pie” of resources.63 That is, when one person gains, the other person loses (also known as a “zero-sum” condition).

Answer 39

Distributive bargaining

Question 40

____________ is aimed at accomplishing a win–win scenario.64 It involves the use of problem solving and mutual respect to achieve an outcome that’s satisfying for both parties.

Answer 40

Integrative bargaining

Question 41

Arguably the single most important stage of the negotiating process, during preparation each party determines what its goals are for the negotiation and whether or not the other party has anything to offer.

Answer 41

Preparation stage

Question 42

BATNA stands for?

Answer 42

Best Alternative To a Negotiated Agreement

Question 43

In this nonconfrontational process, each party makes a case for its position and attempts to put all favorable information on the table.

Answer 43

Exchanging information

Question 44

This stage is the one most people imagine when they hear the term “negotiation.” Success at this stage depends mightily on how well the previous two stages have proceeded.

Answer 44

Bargaining

Question 45

This stage entails the process of formalizing an agreement reached during the previous stage.

Answer 45

Closing and commitment

Question 46

Power and Influence have a ___________ effect on performance.

Answer 46

moderate positive

Question 47

Power and Influence can have a ___________ effect on commitment

Answer 47

moderate positive

Question 48

_______________ is a process by which two parties resolve conflicts through the use of a specially trained, neutral third party.

Answer 48

Alternative dispute resolution

Question 49

__________ requires a third party to facilitate the dispute resolution process, though this third party has no formal authority to dictate a solution.

Answer 49

Mediation

Question 50

__________ occurs when a third party determines a binding settlement to a dispute.

Answer 50

Arbitration