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Negotiation 101 Practice Test: Negotiation Power
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Negotiation 101 Practice Test: Negotiation Power
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25 Questions

1. Personal reward power cannot be derived from the target being influenced because the agentliked them or showed them some form of social acceptance.
2. Legitimate power and its effectiveness of formal authority that are derived from the willingnessof the followers to:
3. If power is based on personality and individual differences, the personality traits will affect howindividuals acquire and use power.
4. Tactics designed to create power equalization are often employed as a way to gain advantageor to block the other's power moves.
5. In an organizational network the 'star' is in the center position between a gatekeeper" and a"linking pin.""
6. 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.
7. 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?
8. Cooperative goals tend to shape the power with" orientation
9. Visibility is the same as centrality or criticality in network structure.
10. Information as a source of power is
11. The concept of criticality in a communication network involves
12. Which of the following is not a major source of power from one of the five different groupings?
13. According to Deutsch, an actor does not have power in a given situation and cannot satisfy thepurposes that he is attempting to fulfill in that situation.
14. 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"
15. Tactics designed to create power equalization are often employed as a way to
16. Which of the following statements about legitimate power is false?
17. Social structures are inherently inefficient, and this realization creates the basis for legitimate power.
18. Lytle and her colleagues found that most negotiators cycled through three strategies duringthe same encounters. Which are the three strategies?
19. 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?
20. Negotiators who don't care about their power or who have matched power - equally high or low - will find that their deliberations proceed with greater ease and simplicity toward a mutually satisfying and acceptable outcome.
21. During economic downsizings, labor unions can find themselves negotiating new contractsthat delay wage increases or even reduce wages, which means giving hard-won concessions back to management something union officials want to do.
22. In which of the following five aspects of network structure would you find the role of agatekeeper?
23. Organization and national culture are both descriptors of contextual power.
24. If enough people begin to distrust the authority or discredit its legitimacy, they will begin todefy it and thereby undermine its potential as a source of power.
25. 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?

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