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Exam 13: Leadership: Power and Negotiation

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Question 31

Multiple Choice

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

A) Centrality
B) Discretion
C) Substitutability
D) Ingratiation
E) Visibility

F) A) and E)
G) C) and D)

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Question 32

Multiple Choice

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Which style of conflict resolution is considered as a win-lose approach?

A) Avoiding
B) Compromise
C) Collaboration
D) Competing
E) Accommodating

F) A) and B)
G) A) and C)

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Question 33

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Bill Gates commands the respect and admiration of people around the world for his achievements in information technology as well as for his philanthropy.Many people who admire him try to emulate his actions.He clearly wields _____ power.

Legitimate power gives a person the right to ask employees to do something outside the scope of their jobs or roles within the organization.

Compromise is the most common form of conflict resolution,whereby each party's losses are offset by gains and vice versa.

_____ is how aware others are of a leader's power and position.

Which of the following refers to the use of power and influence to direct the activities of followers toward goal achievement?

From time to time,leaders need to resist the influence of other leaders or higher-ups to do what's best for their own unit.

Rebecca is the head of the primary department at La Perouse High School.She believes that children will absorb and retain more information if they are taken on educational tours and field trips.But the school's rules and policies do not encourage such activities and Rebecca feels her endeavor to improve the children's education is being stifled.This low degree of _____ is reducing Rebecca's ability to influence others.

High levels of organizational politics have been shown to be beneficial to company performance as a whole.

Integrative bargaining is similar in nature to a competing approach to conflict resolution.

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

Which of the following occurs when the target of influence agrees with and becomes committed to the influence request?

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

An accommodating conflict resolution style should be used:

Power and influence have a _____ effect on job performance and organizational commitment.

Gregory is a manager in an insurance company and heads a team of 30 agents.In order to meet the company's target,every agent needs to increase his or her target for the month by 15 percent.Gregory promises his agents a bonus if the company's target is met.Which influence tactic is Gregory using?

Ingratiation has been shown to be more effective when used as a short-term strategy.

_____ reflects a shift in the behaviors of employees but not their attitudes.

For a leader,internalization is the best outcome of influence tactics.