MGMT 365 Chapter 13: Leadership Power and Negotiation

Rank the following responses to influence tactics from the least effective to the most effective, placing the least effective response at the top.

1. Resistance 2. Compliance 3. Internalization

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

Drag each description to the correct contingency factor.

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 Visibility - the degree to which others know of a person's strength and status Discretion - the degree to which an individual has the freedom to exercise judgment in making decisions

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?

Coercive

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.

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

Referent

Match each description of power to the correct type.

Reward power - power determined by someone who can promote others and provide other benefits Coercive power - power determined by someone who can discipline other employees Legitimate power - power determined by a person's title and formal position within an organization Organizational power - power determined by someone's level within an organization

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

True

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

accommodating collaborating

Which of the following would best describe power?

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

One of the reasons that Bob is gifted as a salesperson is that he can effectively hide his shrewd competitiveness behind what appears to be a genuine and sincere persona, causing customers seem to instantly trust him. Which specific political skill has Bob mastered?

apparent sincerity

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.

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

citizenship behavior

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 freedom to make decisions without following a prescribed policy or getting permission from a higher authority is known as which component of power?

discretion

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

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

high performance pressures unclear performance evaluation measures changing resources

What is the term for the use of specific actions that cause changes in the actions or moods of others?

influence

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?

inspirational appeal

George didn't eat meat when he was with Becky, a vegetarian, because she asked him not to eat meat in her presence. However, George has since become a believer in animal rights and has permanently eliminated meat from his diet. This is an example of which response to Becky's influence tactics?

internalization

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

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

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

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

more employees who consider leaving

Adele and Tina have been battling over space in their joint cubicle for weeks, and their boss has finally called them into the office to unemotionally discuss the matter and try to come up with a plan on how they can share their space. What is a term for this sort of meeting?

negotiation

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

negotiation

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

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?

power

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

rational persuasion

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

referent power

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.

substitutability

Integrative bargaining involves what kind of negotiating?

win-win