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Exam 13: Leadership: Power and Negotiation

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Question 41

Multiple Choice

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Dr. Jake is well known for his excellent diagnoses of skin-related problems. The other dermatologists in the hospital where he works often consult him when dealing with difficult cases. This gives Dr. Jake _____ power in the hospital.

A) coercive
B) structural
C) reward
D) referent
E) expert

F) B) and E)
G) All of the above

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Question 42

Multiple Choice

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Which type of power is derived from a person's skill or knowledge on which others depend?

A) Referent
B) Expert
C) Reward
D) Coercive
E) Legitimate

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

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Question 43

Multiple Choice

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Martin George is the vice president of finance at Rutherford Inc. His position and title in the company give him _____ power.

Carl, Andy, and Ben are employees at Palliative Care Home (PCH) . They report to Lisa, who is the department manager. Lisa has a tremendous amount of freedom to make decisions on how she manages her employees. She recently gave Andy the preferred shift for his outstanding service to the patients at PCH, along with an employee-of-the-month award. In his acceptance speech, Andy indicated he is simply trying to emulate Carl, who is liked by all the patients at PCH. He admires Carl and has learned several things about the job by just observing him. Ben, feeling left out, has started to enlist other employees in the department to help influence Lisa for next month's award. Lisa's freedom to make her own decisions is indicative of the _____ contingency factor of power.

Substitutability is defined as how important a person's job is and how many people depend on that person to accomplish their tasks.

If a person works alone and performs tasks that nobody sees, even when he or she has high levels of expert and referent power, his or her ability to influence others is greatly reduced.

Distinguish between the accommodating and compromising styles of conflict resolution.

When using legitimate power, managers should be careful to offer the types of rewards people desire and not promise more than they can deliver.

Major types of power can be grouped along two dimensions:

"Sucking up" refers to which of the following influence tactics?

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

Which style of conflict resolution occurs when both parties work together to maximize outcomes?

Joanne is the store manager at Glitter, a jewelry store. New merchandise arrives that needs to be priced and displayed quickly, before each holiday season. She requires all the sales staff to stay after normal work hours to get this task done. Joanne is exercising her _____ power that she gets from her position of authority.

A collaborative conflict resolution style should be used during which of the following situations?

"Providing evidence that a proposal will be successful" is a suggested guideline for using _____ power.

With _____, a shift in the behaviors of employees but not their attitudes occurs.

Which form of conflict resolution requires the complete sharing of information by both parties, a full discussion of concerns, relatively equal power between parties, and a lot of time investment to arrive at a resolution?

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

Differentiate between mediation and arbitration.

BATNA is part of the ______ step of negotiation.