Power, Influence, and Negotiation chapter 12

Question 1

What is power?

Answer 1

The ability to influence others’ behavior and resist unwanted influence.

Question 2

What are the two types of power?

Answer 2

Organizational power and personal power.

Question 3

List the three forms of organizational power.

Answer 3

Legitimate power, reward power, coercive power.

Question 4

List the two forms of personal power.

Answer 4

Expert power, referent power.

Question 5

Which type of power is more tied to job performance?

Answer 5

Personal power.

Question 6

Name four effective influence tactics.

Answer 6

Rational persuasion, inspirational appeals, consultation, collaboration.

Question 7

What is organizational politics?

Answer 7

Actions aimed at furthering self-interest.

Question 8

What are the four components of political skill?

Answer 8

Networking ability, social astuteness, interpersonal influence, apparent sincerity.

Question 9

What are the five styles of conflict resolution?

Answer 9

Competing, avoiding, accommodating, collaboration, compromise.

Question 10

What is the most effective conflict resolution style?

Answer 10

Collaboration (high assertiveness, high cooperation).

Question 11

What are the two types of negotiation strategies?

Answer 11

Distributive bargaining and integrative bargaining.

Question 12

Define BATNA in negotiation.

Answer 12

Best Alternative to a Negotiated Agreement; the point at which a negotiator walks away.

Question 13

What are the stages of negotiation?

Answer 13

Preparation, exchanging information, bargaining, closing and commitment.

Question 14

Which influence tactics are least effective?

Answer 14

Pressure, coalitions, exchange tactics.

Question 15

Which influence response reflects both attitude and behavior changes?

Answer 15

Internalization.

Question 16

What is the most common response to influence?

Answer 16

Compliance.

Question 17

Name a situation where coercive power is effective.

Answer 17

When immediate compliance is necessary, such as in emergencies.

Question 18

Define power and explain the distinction between organizational and personal power.

Answer 18

Power is the ability to influence behavior. Organizational power comes from formal roles; personal power stems from expertise and charisma.

Question 19

What are the most effective influence tactics, and why?

Answer 19

Rational persuasion, inspirational appeals, consultation, collaboration; they focus on personal rather than organizational power.

Question 20

Compare and contrast distributive and integrative bargaining.

Answer 20

Distributive is win-lose over fixed resources; integrative seeks win-win solutions.

Question 21

How can conflict resolution styles be matched to specific situations?

Answer 21

Match assertiveness and cooperation to the importance of goals and relationships.

Question 22

What does ‘visibility’ mean in power dynamics?

Answer 22

How aware others are of a leader’s power and position.

Question 23

Define ‘substitutability’ in power.

Answer 23

The degree to which alternatives exist for accessing resources.

Question 24

What is ‘centrality’ in the context of power?

Answer 24

The importance of a person’s job and its dependence on others.

Question 25

What is the relationship between power and organizational commitment?

Answer 25

Moderate positive correlation; personal power boosts commitment more than organizational power.

Question 26

What are the four influence responses?

Answer 26

Internalization, compliance, resistance, avoidance.