Question 1

Which of the following is not a major source of power from one of the five different groupings?
A) Informational sources of power.
B) Personal sources of power.
C) Organizational sources of power.
D) Relationship-based sources of power.
E) Contextual sources of power.

Accepted Answer

The answer of Which of the following is not a...

Question 2

In an organizational network the "star" is in the center position between a "gatekeeper" and a "linking pin."

Accepted Answer

In an organizational network, the "star" typically refers to a central figure in the communication network, but the terms "gatekeeper" and "linking pin" describe different roles or positions within organizational theory and are not necessarily positioned in relation to the "star" in a linear manner. The "gatekeeper" controls information flow, and the "linking pin" connects different groups or levels within an organization, but neither is defined by their position between the other and a "star."

Question 3

Nearly 50 years ago there were five major types of sources of power that could be exercised.All but one of the following is part of that group.Which one is not?
A) Personal power.
B) Reward power.
C) Coercive power.
D) Legitimate power.
E) Referent power.

Accepted Answer

Personal power was not one of the five major types of sources of power that could be exercised nearly 50 years ago. The five major types were: reward power, coercive power, legitimate power, referent power, and expert power. Personal power was a later addition, introduced by John French and Bertram Raven in 1959.

Question 4

Resources are more useful as instruments of power to the extent they are highly valued by participants in the negotiation.Which of the following is not a resource of organizational context?
A) Money,in its various forms.
B) Supplies,in form of materials,components,parts.
C) Human capital in available labor supply,staff,temporary help.
D) Critical services,in repairs,upkeep,technical support.
E) Stress,in imposing deadlines,increasing workloads.

Accepted Answer

Stress is not considered a resource of organizational context. While it can certainly be a factor in negotiations and power dynamics within an organization, it is not something that can be directly controlled or traded as a resource. Money, supplies, human capital, and critical services are all tangible resources that can be leveraged in negotiations.

Question 5

Expert power is derived from the ability to assemble and organize information to support the desired position,arguments,or outcomes.

Accepted Answer

Expert power is derived from possessing specialized knowledge or skills that others value, not from organizing information.

Question 6

Personal reward power cannot be derived from the target being influenced because the agent liked them or showed them some form of social acceptance.

Accepted Answer

Personal reward power can indeed be derived from the target being influenced feeling liked or socially accepted by the agent, as these feelings can act as rewards and motivate the target to comply with the agent's wishes.

Question 7

When agents,constituencies and external audiences are present in a negotiation,they can become actively involved to formally or informally pressure others as part of the negotiation process.

Accepted Answer

Agents, constituencies, and external audiences can exert pressure on the parties involved in a negotiation to achieve their own goals or interests. This can be done through formal lobbying, public statements, or other forms of influence.

Question 8

Information as a source of power is
A) the accumulation and presentation of data intended to change the other person's point of view or position on an issue.
B) an acknowledged accumulation of information,or mastery of a body of information,on a particular problem or issue.
C) the accumulation of money,raw material,manpower,time or equipment which can be used to create incentives for other people to comply,or as threats and punishments if they do not comply.
D) power derived from being located in a particular position in an organizational or communication structure.
E) Information as a source of power is all of the above.

Accepted Answer

Information as a source of power involves using data to influence or change another person's perspective or stance on an issue.

Question 9

Tactics designed to create power equalization are often employed as a way to
A) gain advantage in a distributive bargaining situation.
B) block the other's power moves.
C) level the playing field.
D) diminish the expert power of the other party.
E) Tactics designed to create power equalization are often employed to accomplish all of the above.

Accepted Answer

Power equalization tactics are used to level the playing field, ensuring that no party has an undue advantage over the other.

Question 10

In which of the following types of power based on personality and individual differences would you find a person characterized by beliefs that power is distributed relatively equally across various groups,which compete and bargain for a share of the continually evolving balance of power?
A) the unitarian.
B) the radical.
C) the pluralist.
D) the idealist.
E) the conformist.

Accepted Answer

The description given in the question is characteristic of a person with a pluralist view of power. Pluralists believe that power is not concentrated in any one group or individual, but rather is dispersed and constantly shifting among different groups that compete for a share of power.

Question 11

Which of the following statements about legitimate power is false?
A) Legitimate power is at the foundation of our social structure.
B) Legitimate power creates social structures that are inherently inefficient.
C) Legitimate power cannot function without obedience.
D) Legitimate power is often derived from manipulating other sources of power.
E) All of the above statements about legitimate power are true.

Accepted Answer

The statement "Legitimate power creates social structures that are inherently inefficient" is false. Legitimate power is based on accepted norms and values that provide a stable and predictable social structure. While there may be flaws and inefficiencies within the system, it is not inherent to the concept of legitimate power itself.

Question 12

Social structures are inherently inefficient,and this realization creates the basis for legitimate power.

Accepted Answer

Social structures are not inherently inefficient; they are designed to organize and facilitate the functioning of societies. The basis for legitimate power often comes from accepted social norms, laws, or consent of the governed, not from an inherent inefficiency of social structures.

Question 13

Organization and national culture are both descriptors of contextual power.

Accepted Answer

Both organization and national culture are part of the context within which power is exercised, and therefore can shape and influence power dynamics.

Question 14

If enough people begin to distrust the authority or discredit its legitimacy,they will begin to defy it and thereby undermine its potential as a source of power.

Accepted Answer

This statement is true because authority derives its power from the belief and trust of the people who are being governed. If people begin to distrust the authority or discredit its legitimacy, they will be less likely to comply with its rules and regulations. This can lead to civil disobedience, protests, and other forms of resistance, which can undermine the authority's power and influence. Ultimately, the legitimacy of authority depends on the consent and cooperation of the people, and if that is eroded, its power will be weakened.

Question 15

Legitimate power and its effectiveness of formal authority that are derived from the willingness of the followers to:
A) create a group structure that gives one person a power base,group members generate a willingness within themselves to obey that person's directives.
B) willingly give up their right to participate in every decision by vesting authority in someone who can act on their behalf.
C) acknowledge the legitimacy of the organizational structure and the system of rules and regulations that empowers its leaders.
D) simply show respect for a person's position or organization.
E) All of the above contribute to the effectiveness of legitimate power.

Accepted Answer

All of the options listed contribute to the effectiveness of legitimate power. Creating a group structure with a power base, willingly giving up the right to participate in every decision, acknowledging the legitimacy of the organizational structure and rules, and showing respect for a person's position all establish a foundation for the credibility and authority of a leader's legitimate power. Ultimately, the effectiveness of legitimate power depends on the followers voluntarily accepting and complying with the directives of the leader.

Question 16

The effectiveness of formal authority is derived from the willingness of followers to acknowledge the legitimacy of the organizational structure and the system of rules and regulations that empowers its leaders.

Accepted Answer

Formal authority relies heavily on the recognition and acceptance of the organizational structure and the power given to leaders. Without this recognition, formal authority can become ineffective or meaningless.

Question 17

Lytle and her colleagues found that most negotiators cycled through three strategies during the same encounters.Which are the three strategies?
A) interests,information,effectiveness.
B) effectiveness,coercion,deception.
C) interests,rights,power.
D) deception,reward,position.
E) information,position,rights.

Accepted Answer

Lytle and her colleagues found that negotiators cycled through three strategies during the same encounters: interests, rights, and power. These are also known as the three main types of negotiation strategies. Option A is incorrect because effectiveness is not a negotiation strategy; it is a characteristic that can be applied to any negotiation strategy. Option B is incorrect because coercion and deception are not ethical negotiation strategies. Option D is also incorrect because reward is not a commonly recognized negotiation strategy, and deception was already mentioned as an unethical strategy. Option E is incorrect because information and position are not among the three main types of negotiation strategies.

Question 18

Expert power is
A) accorded to those who are seen as having achieved some level of command and mastery of specific information.
B) derived from the ability to allocate,dispense,or withhold resources.
C) derived from occupying a particular job,office,or position in an organizational hierarchy.
D) derived from the ability to assemble and organize information to support the desired position,arguments,or outcomes.
E) All of the above are characteristics of expert power.

Accepted Answer

Expert power is derived from the perception that an individual has a high level of knowledge, skill, or expertise in a particular area. It is based on their ability to provide insights, guidance, and solutions that others may not possess. This type of power is often accorded to professionals such as doctors, lawyers, engineers, and scientists who have spent years developing their knowledge and skills in a specific field.

Question 19

If power is based on personality and individual differences,the personality traits will affect how individuals acquire and use power.

Accepted Answer

Personality traits, such as extraversion and agreeableness, have been found to influence how individuals attain and exert power in various social contexts.

Question 20

Visibility is the same as centrality or criticality in network structure.

Accepted Answer

Visibility refers to how observable or noticeable a node is within a network, while centrality or criticality measures how important or central a node is within the network structure, often in terms of connectivity or influence.

Quiz 8: Finding and Using Negotiation Power

Which of the following is not a major source of power from one of the five different groupings?

In an organizational network the "star" is in the center position between a "gatekeeper" and a "linking pin."

Nearly 50 years ago there were five major types of sources of power that could be exercised.All but one of the following is part of that group.Which one is not?

Resources are more useful as instruments of power to the extent they are highly valued by participants in the negotiation.Which of the following is not a resource of organizational context?

Expert power is derived from the ability to assemble and organize information to support the desired position,arguments,or outcomes.

Personal reward power cannot be derived from the target being influenced because the agent liked them or showed them some form of social acceptance.

When agents,constituencies and external audiences are present in a negotiation,they can become actively involved to formally or informally pressure others as part of the negotiation process.

Information as a source of power is

Tactics designed to create power equalization are often employed as a way to

In which of the following types of power based on personality and individual differences would you find a person characterized by beliefs that power is distributed relatively equally across various groups,which compete and bargain for a share of the continually evolving balance of power?

Which of the following statements about legitimate power is false?

Social structures are inherently inefficient,and this realization creates the basis for legitimate power.

Organization and national culture are both descriptors of contextual power.

If enough people begin to distrust the authority or discredit its legitimacy,they will begin to defy it and thereby undermine its potential as a source of power.

Legitimate power and its effectiveness of formal authority that are derived from the willingness of the followers to:

The effectiveness of formal authority is derived from the willingness of followers to acknowledge the legitimacy of the organizational structure and the system of rules and regulations that empowers its leaders.

Lytle and her colleagues found that most negotiators cycled through three strategies during the same encounters.Which are the three strategies?

Expert power is

If power is based on personality and individual differences,the personality traits will affect how individuals acquire and use power.

Visibility is the same as centrality or criticality in network structure.