Question 1

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

The three strategies identified by Lytle and her colleagues are interests, rights, and power. These strategies involve understanding and promoting one's own interests, asserting one's rights, and utilizing power to influence the other party.

Question 2

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

The answer of Tactics designed to create power equalization are...

Question 3

The story about the new faculty member who might decide to volunteer to head up the "speakers" program for faculty seminars because it would put him in the center of many communications about the weekly presentations is illustrative of network structure through
A) flexibility.
B) visibility.
C) centrality.
D) coalition.
E) criticality.

Accepted Answer

The answer of The story about the new faculty member...

Question 4

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 5

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

The effectiveness of formal authority is dependent on the acceptance of the legitimacy of the organizational structure and the rules and regulations by its followers, making Option A true.

Question 6

Which of the following statements about legitimate power is false?
A) Legitimate power is at the foundation of our social structure.
B) Social structures are inherently inefficient, and this realization creates the basis for legitimate power.
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 that social structures are inherently inefficient and this realization creates the basis for legitimate power is false. Legitimate power is not based on inefficiency, but rather on the belief that certain people or institutions have the right to make decisions and enforce rules. The other statements are true, including that legitimate power is foundational to social structures, requires obedience, and can be derived from other sources of power.

Question 7

Information as a source of power is
A) the accumulation and presentation of data 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

The answer of Information as a source of power is
A)...

Question 8

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.
Multiple Choice Questions

Accepted Answer

This statement is true, as agents, constituencies, and external audiences can use their influence to pressure others during negotiations.

Question 9

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 is not one of the five major types of power that were identified 50 years ago. The five major types are legitimate power, reward power, coercive power, referent power, and expert power.

Question 10

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 a tangible resource like the others listed, and therefore not considered a resource in organizational context.

Question 11

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 contribute to the effectiveness of legitimate power. Creating a power base, willingly giving up the right to participate in decision making, acknowledging the legitimacy of the organizational structure, and showing respect for a person's position or organization all contribute to the followers' willingness to obey and the effectiveness of the leader's legitimate power.

Question 12

Cooperative goals tend to shape the "power with" orientation,even between superiors and subordinates.These goals induce higher expectations of all but one of the following.Which one?
A) To perform effectively and achieve common objectives.
B) To reinforce or enhance existing power differences.
C) For more assistance and greater support.
D) For more trusting and friendly attitudes.
E) For more persuasion and less coercion.

Accepted Answer

Cooperative goals tend to reduce power differences and promote a "power with" orientation. Therefore, option B, which suggests reinforcing or enhancing existing power differences, does not align with the expected outcomes of cooperative goals. Options A, C, D, and E all align with the expected outcomes of cooperative goals, which include effective performance, greater assistance and support, friendly attitudes, and less coercion.

Question 13

In which of the following five aspects of network structure would you find the role of a gatekeeper?
A) Centrality.
B) Criticality.
C) Flexibility.
D) Visibility.
E) Coalitions.

Accepted Answer

The answer of In which of the following five aspects...

Question 14

The concept of criticality in a communication network involves
A) the degree to which the key individual can exercise discretion in how certain decisions are made or who gains access.
B) how visible the task performance is to others in the organization.
C) the amount of information that passes through a node, the number of transactions that occur through the node, or the degree to which the node is central to managing information.
D) the essentiality of the information that flows through the node to the organization's mission, major task, or key product.
E) None of the above describes criticality in a communication network.

Accepted Answer

The answer of The concept of criticality in a communication...

Question 15

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. A government's power is largely dependent on the trust and legitimacy given to it by the people. When this trust is lost or discredited, people may begin to disregard the authority and its power is undermined.

Question 16

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 17

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 accorded to those who are seen as having achieved some level of command and mastery of specific information. It is based on their knowledge, skills, and expertise in a particular field or subject matter. Therefore, option A is the correct answer. The other options describe different types of power, such as legitimate power (C), reward power (B), and informational power (D).

Question 18

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

This type of power is known as pluralist as it is based on the belief that power is distributed relatively equally across various groups, which compete and bargain for a share of the continually evolving balance of power. The unitarian view emphasizes an integrated organization with a shared interest, while the radical view focuses on the domination of one group over another. The idealist and conformist views do not address power distribution and competition among groups.

Question 19

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.

Question 20

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

Accepted Answer

The answer of In an organizational hierarchy network the "star"...

Quiz 7: Finding and Using Negotiation Power

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

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

The story about the new faculty member who might decide to volunteer to head up the "speakers" program for faculty seminars because it would put him in the center of many communications about the weekly presentations is illustrative of network structure through

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

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.

Which of the following statements about legitimate power is false?

Information as a source of power is

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. Multiple Choice Questions

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?

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

Cooperative goals tend to shape the "power with" orientation,even between superiors and subordinates.These goals induce higher expectations of all but one of the following.Which one?

In which of the following five aspects of network structure would you find the role of a gatekeeper?

The concept of criticality in a communication network involves

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.

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

Expert power is

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?

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

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