Chapter 13 Smartbook
Which of the following would best describe power? -an individual's capacity to determine the actions of others and not be persuaded by others -being influenced by others and maintaining group harmony -use of a behavior that results in behavioral and/or attitudinal changes in others -behaviors perceived as self-serving tactics, sometimes at the expense of others and the organization
-an individual's capacity to determine the actions of others and not be persuaded by others
Which of the following would best describe influence? -an individual's capacity to influence others' behaviors and resist unwanted influence -the use of control to direct the activities of followers toward goal achievement -behaviors perceived as self-serving tactics, sometimes at the expense of others and the organization -the use of actions that result in changes in the behaviors or moods of others
-the use of actions that result in changes in the behaviors or moods of others
Under which of the following circumstances would it be most advantageous to use an avoiding style of conflict resolution? -to combine ideas from a variety of people with a variety of opinions -to create social goodwill that could be used at a later time -to address important problems with unpopular actions -to give the parties opportunities to let their emotions settle and then view the conflict again
-to give the parties opportunities to let their emotions settle and then view the conflict again
Which of the following statements about leadership are true? (Select all that apply.) It is a topic of interest in business. It is uncomplicated and straightforward to master. Leaders are born, not made. It has a strong impact on the behavior of followers.
It is a topic of interest in business. It has a strong impact on the behavior of followers.
What is a defining trait of organizational politics? It necessarily opposes the interests of the organization. It seeks to advance self-interest. It concerns beliefs, not actions. It puts the needs of others ahead of the self.
It seeks to advance self-interest.
True or false: People generally have negative perceptions of organizational politics.
True
When would it be most appropriate to use a competing style of conflict resolution? -You need to make fast, definite decisions in an emergency. -You are losing to powerful opponents and you want to limit the amount that you lose. -You want to create a short-term solution for a complicated problem. -You are dealing with a matter that is less important compared to the other matters that you are facing.
You need to make fast, definite decisions in an emergency.
Under which of the following circumstances would it be most advantageous to use an accommodating conflict resolution style? You and the other party have the same status but different goals. You are willing to use the ideas of others to obtain their support. You realize you are incorrect and you want to show that you are reasonable. You believe you are right and no one else seems to care as much as you.
You realize you are incorrect and you want to show that you are reasonable.
Andrea would prefer to use a different PowerPoint template for the group project, but she doesn't want to make an issue out of a relative minor matter. She tells her teammate, "If it's important to you, I can go along with it." What conflict resolution style is Andrea using? avoiding competing collaboration accommodating
accommodating
What is the term for the conflict resolution style in which one party sacrifices its own self-interest and allows another party's interests to take precedence? collaboration compromise accommodating avoiding
accommodating
Which of the following styles of resolution make use of cooperation? accommodating competing collaborating avoiding
accommodating collaborating
A third, outside entity decides on a binding settlement to end a conflict in the dispute resolution process called arbitration. conciliation. facilitation. mediation.
arbitration
In which type of alternative dispute resolution is the third party's judgment considered final and binding? conciliation arbitration facilitation mediation
arbitration
Styles of conflict resolution can be described in terms of the factors of cooperation and optimism. assertiveness. coercion. consultation.
assertiveness
Camille knew that her boss was going to be furious when he learned that she hadn't met her sales quota. Rather than face his ire, she quickly arranged a business trip that so she would be out of the office for several days and hoped he'd have cooled off when she returned. Which style of conflict resolution is Camille using? avoiding accommodating competing collaboration
avoiding
At which stage of negotiation is each party likely to make concessions in order to gain something in return? bargaining closing and commitment exchanging information preparation
bargaining
Which of the following tend to increase uncertainty that leads to politics in an organization? changing resources high performance pressures clarity in role requirements unclear performance evaluation measures
changing resources high performance pressures unclear performance evaluation measures
According to research, internalization and compliance facilitated by power and influence can increase counterproductive behavior. citizenship behavior. job dissatisfaction. normative commitment.
citizenship behavior
The capacity to discipline a subordinate is associated with ______ power. expert reward coercive referent
coercive
What is the type of influence tactic in which supervisors help others finish the job by providing forms of assistance or eliminating potential problems? apprising collaboration pressure internalization ingratiation
collaboration
The ______ style of conflict management is high in terms of concern for your own outcomes and low in terms of concern for others' outcomes. competing avoiding collaboration accommodating
competing
What is the term for the conflict management style in which you're willing to "give a little" in terms of your own outcomes but you expect the other party to do the same? avoidance compromise collaboration accommodation
compromise
You are negotiating with a sales associate on the purchase of a new car, and you're still a few hundred dollars apart. He finally says, "Look, I'll meet you halfway and we'll split the difference." What conflict negotiation style is she adopting? collaboration compromise accommodating competing
compromise
Charlotte knows that John's support will be essential in having her proposal accepted by senior management, so she meets with him informally. "I'd like to get your thoughts on the best approach on getting the staff trained on the new software," she says. "What are your thoughts on the next steps I need to take to get management's approval?" Which influence tactic is Charlotte using? rational persuasion pressure inspirational appeal consultation
consultation
Allison thinks she has more power than the other party in a negotiation. As a result, she will probably use the ______ approach when she negotiates. distributive allocative arbitrary integrative
distributive
In ______ bargaining, the negotiators approach each issue as a "fixed pie" -- if one piece is larger, then the other piece must be smaller, so each side wants to maximize its share of the pie. distributive alternative resistive integrative
distributive
A manager who persuades a subordinate to work late in order to finish a presentation that he plans to deliver in the morning is exercising what type of influence? lateral distributive downward upward
downward
What is the term for the stage of negotiation in which both sides argue their positions and portray themselves in favorable ways? preparation closing and commitment exchanging information bargaining
exchanging information
A person with specialized knowledge and/or skills that are highly valued has ____ power.
expert
Mike is considered the "go-to guy" when anyone in the department has problems with the computerized inventory system. No matter what the problem is, Mike seems to be able to fix it. As a result, Mike has what kind of power? coercive reward expert organizational
expert
What is the term for the use of specific actions that cause changes in the actions or moods of others? power influence discretion authority
influence
The quote "Flattery will get you everywhere" demonstrates the power of which influence tactic? consultation ingratiation rational persuasion collaboration
ingratiation
Before the game, the coach made an emotional appeal to the team to dedicate the game to their former teammate who had just been diagnosed with cancer. What type of influence tactic is the coach using? rational persuasion exchange inspirational appeal consultation
inspirational appeal
What kind of bargaining involves searching for mutually profitable options and logical trade-offs so that both parties achieve a satisfying outcome? integrative distributive arbitrary alternative
integrative
When two sides determine that they have roughly the same status, what kind of approach will they tend to use in their negotiations? administrative manipulative distributive integrative
integrative
The use of power and influence to direct the activities of followers toward goal achievement is the definition of ______. management ownership leadership holocracy
leadership
Mycah objected to the format her boss wanted her to use to report the monthly sales statistics. "I just don't see why I have to do it that way," she complained. Her boss responded simply, "Because I'm the boss; that's why." This is an example of ______ power. legitimate personal referent expert
legitimate
The police officer who stops you for driving 58 mph in a zone where the speed limit is 45 mph and issues you a speeding ticket is exercising which kind of power? referent legitimate reward expert
legitimate
Which of the following is an organizational characteristic that tends to increase political behavior? low performance pressure limited resources a supervisor's desire for consultation need for power
limited resources
Which of the following is the most likely to occur in an organization with a highly charged political climate? higher task performance higher employee morale more employees who are content with their careers more employees who consider leaving
more employees who consider leaving
In the process known as ____, multiple parties communicate their differences and try to achieve a common goal. Listen to the complete question
negotiation
What is the term for discussion aimed at reaching a mutually satisfactory agreement between people? negotiation consultation internalization ingratiation
negotiation
Alex isn't the best or brightest engineer in the department, but he's certainly the most well-connected, both inside and outside of the company. Alex knows everyone and makes certain everyone knows him. As a result, he always seems to be able position himself where he can create or take advantage of opportunities. Which dimension of political skill does this best describe? networking ability interpersonal influence apparent sincerity social astuteness
networking ability
Organizational ____ are actions by individuals that are directed toward the goal of furthering their own self-interests.
politics
What is the term for the capacity of individuals to persuade how others act while not be persuaded themselves? politics bargaining power leadership
power
The sales manager at a large car dealership told his sales staff, "If you don't make your sales quota next month, you're history." What influence tactic is the manager using? apprising coalitions personal appeal pressure
pressure
Which of the following influence tactics are likely to be ineffective and result in resistance when they are used to create behavioral or attitudinal changes in others? pressure consultation collaboration coalitions
pressure coalitions
Which of the following types of influence tactics is ranked among the most effective? coalitions pressure personal appeals rational persuasion
rational persuasion
Power that arises as a result of an individual's desirable personal traits is known as what kind of power? distributive coercive referent reward
referent
The popular Gatorade commercial that showed highlights of basketball superstar Michael Jordan and people trying to replicate his ability as well as voices singing the jingle "I wanna be like Mike" illustrates what type of power? reward referent coercive organizational
referent
Which forms of power are associated with increased levels of affective commitment in the organization? distributive coercive hard influence referent
referent
What type of power resides within an individual, regardless of his or her position within an organization? legitimate power coercive power reward power referent power
referent power
Which of the following is not a type of power related to a person's formal position within the organization? legitimate power coercive power reward power referent power
referent power
In the midst of a cold, snowy winter, Aileen desperately wants to attend the national sales conference in West Palm Beach and tries to convince her boss to approve her travel. Aileen's boss has ______ power. referent personal reward expert
reward
One of the reasons that Carl has been so successful in his career is that he seems to be able to easily pick up on interpersonal cues and "read" other people. Which dimension of political skill does this best describe? social astuteness networking ability interpersonal influence apparent sincerity
social astuteness
The labor union at XyMax Manufacturing has lost significant bargaining power as a result of ______ because the company has been able to replace many assembly line workers with robotic equipment that can produce the company's product less expensively and more reliably. dependability substitutability visibility discretion
substitutability
Integrative bargaining involves what kind of negotiating? win-win win-lose lose-lose fixed-pie zero-sum
win-win
