chapter 13

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

What is the type of influence tactic in which supervisors help others finish the job by providing forms of assistance or eliminating potential problems?

Collaboration

True or false: An individual does not possess power unless he or she uses it.

False

Which of the following statements about leadership are true?

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 seeks to advance self-interest.

What is the term for discussion aimed at reaching a mutually satisfactory agreement between people?

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.

Lewis tries to persuade Emilie to help him meet a critical deadline. "Emilie, you and I go back a long way in this company, and we've been friends for a long time. I'm asking you to do this for me. I need your help." Which influence tactic is Lewis using?

Personal Appeals

In order to get senior management to approve an increase in the social media advertising budget, the marketing manager made a presentation detailing the campaign's click-through rate, number of site visits, and the number of leads generated through the banner ads. What type of influence tactic was the marketing manager using?

Rational persuasion

The type of power that exists when others have a desire to identify and be associated with a person is ________ power.

Referent

Which forms of power is associated with increased levels of affective commitment in the organization?

Referent

Which of the following would best describe influence?

The use of an actual behavior that causes behavioral or attitudinal changes in others

True or false: People generally have negative perceptions of organizational politics.

True

Under which of the following circumstances would it be most advantageous to use an accommodating conflict resolution style?

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?

accommodatin

Meredith was surprised at how angry her coworker became when she suggested changes to her report and decided to back down. "Let's start over again," Meredith implored. "If you feel that strongly about it, let's do it your way." What conflict resolution style is Meredith using?

accommodatin

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?

accommodating

Which of the following would best describe power?

an individual's capacity to determine the actions of others and not be persuaded by others

This influence tactic occurs when the requestor clearly explains why performing the request will benefit the target personally.

apprising

A third, outside entity decides on a binding settlement to end a conflict in the dispute resolution process called _____.

arbitration

Styles of conflict resolution can be described in terms of the factors of cooperation and

assertiveness.

Confrontation has always made Tim uncomfortable, so when a coworker made a snide remark to him during a staff meeting, Tim just pretended that he didn't hear her, even though he was upset by her remark. What conflict resolution style does Tim demonstrate?

avoiding

When there is no acceptable alternative and you cannot win, use the ________ style of conflict resolution.

avoiding

At which stage of negotiation is each party likely to make concessions in order to gain something in return?

bargaining

A retail store has only one manager who is capable of opening the store. If she is late for work, potential sales are lost. This situation demonstrates which contingency of power?

centrality

The aspect of power that involves how important a person's job is and how many people depend on that person to accomplish their tasks is known as

centrality

contingency factor types:

centrality, substitutability, visibility, discretion

According to research, internalization and compliance facilitated by power and influence can increase _____.

citizenship behavior

In an effort to persuade management to offer vegetarian options in the cafeteria, Vanessa circulated a petition to be signed by employees in the division. Which type of influence tactic is Vanessa using?

coalitions

The type of power most likely to result in negative feelings toward those who wield it is

coercive

When the third-quarter sales figures fell far short of expectations, the vice president of sales called his staff into an emergency meeting. "This isn't going to happen again!" he shouted. "If any of you don't make quota in the fourth quarter, you're fired!" What type of power is the vice president of sales exhibiting?

coercive

Which of the following styles of resolution make use of cooperation?

collaborating and accommodatin

The ______ approach to conflict management generally creates the best results and opinions from all of the participants in a situation.

collaboration

A "my way or the highway" approach to conflict management would best be described as which type of approach?

competing

In one approach to conflict resolution, one party places his or her desires above those of everyone else and refuses to cooperate with the other parties. What is the term for this approach?

competing

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

ingratiation

complimenting and befriending people to influence their behaviors

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?

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?

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?

consultation

apprising

describing how performing an action could benefit someone personally

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

You want to buy a used car, but it costs more than you want to spend. You start negotiating with the seller, figuring that every dollar you get knocked off the price is a dollar in your pocket and one less dollar in his pocket. What type of bargaining strategy does this represent?

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?

downward

"You scratch my back, and I'll scratch yours" best describes which influence tactic?

exchange tactic

What is the term for the stage of negotiation in which both sides argue their positions and portray themselves in favorable ways?

exchanging information

Active listening, asking questions, and making one's case are all part of the step in the negotiation process known as

exchanging information.

Jaime is the only one who is able to program the robots needed for production of a key part. His power in the company is greater than his formal position based upon ______ 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?

expert

A person with specialized knowledge and/or skills that are highly valued has ____.

expert power

Resistance is most likely to occur when the target

fails to complete similar tasks previously.

Which of the following tend to increase uncertainty that leads to politics in an organization?

high performance pressures. unclear performance evaluation measures. changing resources.

influence tactic

ingratiation, apprising, personal appeals

What kind of bargaining involves searching for mutually profitable options and logical trade-offs so that both parties achieve a satisfying outcome?

integrative

When two sides determine that they have roughly the same status, what kind of approach will they tend to use in their negotiations?

integrative

The use of power and influence to direct the activities of followers toward goal achievement is known as

leadership

The use of power and influence to direct the activities of followers toward goal achievement is the definition of ______.

leadership

Power that is derived from a person's official standing within a workplace is commonly referred to as ______ power.

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?

legitimate

Which of the following is an organizational characteristic that tends to increase political behavior?

limited resources

Unable to reach agreement at the bargaining table, the National Basketball Association and its players union met with a third party who listened to both sides and tried to help them reach common ground but not create an official resolution. What type of alternative dispute resolution does this best describe?

mediation

The correlation between power and influence on the one hand, and organizational commitment on the other, is

moderate and positive.

Which of the following is the most likely to occur in an organization with a highly charged political climate?

more employees who consider leaving

In the process known as , _______ multiple parties communicate their differences and try to achieve a common goal.

negotiation

When actions by individuals in an organization are directed toward the goal of furthering their own self-interests, this is known as

organizational politics.

What is the term for the capacity to recognize others and apply this recognition to persuade them to achieve individual or team goals?

political skill

At which stage of the negotiation process would you establish your best alternative to a negotiated agreement (BATNA)?

preparation

Which stage of negotiation involves goal-setting by the negotiating parties?

preparation

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. coalitions.

Which of the following types of influence tactics is ranked among the most effective?

rational persuasion

Bryce earned the trust and respect of his employees by consistently modeling the kinds of behaviors that he expects from them. What type of power does Bryce possess?

referent

Power that arises as a result of an individual's desirable personal traits is known as what kind of power?

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?

referent

What type of power resides within an individual, regardless of his or her position within an organization?

referent power

Which of the following is not a type of power related to a person's formal position within the organization?

referent power

personal appeals

requesting something based on a person's relationship with the influencer

At the completion of a long, arduous project in which her assistant put in long hours without complaint, Jilleen decides to give him an extra day of paid time off. This is an example of ______ power.

reward

Before Kyah was hired at AC Technologies, Marcus was the only person in the office with detailed knowledge of the computerized inventory control system. Since Kyah is now equally familiar with the system, Marcus has found that his level of expert power within the organization has decreased due to which factor?

substitutability

discretion

the degree to which an individual has the freedom to exercise judgment in making decisions

visibility

the degree to which others know of a person's strength and status

centrality

the degree to which others rely on a person to perform his her or work

substitutability

the degree to which people can find other things they need

Under which of the following circumstances would it be most advantageous to use an avoiding style of conflict resolution?

to give the parties opportunities to let their emotions settle and then view the conflict again

Pete is one of his company's most talented programmers. But his shy personality keeps him from being noticed by management and he is passed over for a promotion. Pete's expert power has been diminished by his lack of which component of power?

visibility

Integrative bargaining involves what kind of negotiating?

win-win