Ch.7 Test Bank Docx Power, Politics, And Conflict Management

CHAPTER 7: Power, Politics, and Conflict Management

MULTIPLE CHOICE

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

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2. Three major sources of power within an organization are ____.

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

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

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

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

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

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

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

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10. BATNA stands for “Best ____ to a Negotiated Agreement.”

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COMPLETION

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

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

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

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

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

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

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

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

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

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

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MATCHING

Match each item with a statement below:

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

2. An ongoing process of “managing influence”

3. States that when individuals feel threatened, their thinking becomes inflexible

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

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

6. Where negotiators make a “bet” on the future in order to resolve a potentially difficult issue facing them in the negotiation

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

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

9. Act of being focused on all parties in the negotiation

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