Negotiation and Leadership Concepts Quiz
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Questions and Answers

What is the primary goal of distributive negotiation?

  • To create win-win outcomes for both parties
  • To minimize conflict during the process
  • To maximize one's own share of resources (correct)
  • To reach a consensus on common interests

    • Which of the following best describes integrative negotiation?

  • Avoiding any form of disagreement
  • Ensuring one party's interests overshadow the other
  • Focusing on securing the highest monetary gain
  • Developing win-win solutions that benefit all parties (correct)

    • In negotiation, what should the resistance point be?

  • The first offer you make to the other party
  • The best alternative to a negotiated agreement
  • The minimum acceptable outcome before walking away (correct)
  • The ideal outcome you want to achieve

    • Which term refers to your best option if negotiations fail?

    <p>BATNA</p> Signup and view all the answers

    What type of conflict is characterized by personal animosity and emotional tensions?

    <p>Affective Conflict</p> Signup and view all the answers

    At what level of conflict does performance tend to improve due to increased alternatives?

    <p>Moderate levels of conflict</p> Signup and view all the answers

    Which style of conflict management focuses on satisfying one’s own needs at the expense of others?

    <p>Forcing</p> Signup and view all the answers

    What is the target point in negotiation?

    <p>The ideal outcome desired in the negotiation</p> Signup and view all the answers

    What is the primary focus of transactional leadership?

    <p>Exchanging resources for performance</p> Signup and view all the answers

    Which tactic involves actively shaping one's public image?

    <p>Impression Management</p> Signup and view all the answers

    What do the Four I's of Transformational Leadership NOT include?

    <p>Intellectual Ownership</p> Signup and view all the answers

    Which of these is NOT one of Cialdini's Seven Tactics of Influence?

    <p>Reinforcement</p> Signup and view all the answers

    What differentiates leadership from management?

    <p>Management ensures day-to-day operations run smoothly.</p> Signup and view all the answers

    Which tactic is used to gain support by appealing to higher ideals?

    <p>Transformational Leadership</p> Signup and view all the answers

    What type of power is illustrated when a doctor influences their patients due to their knowledge and skills?

    <p>Expert Power</p> Signup and view all the answers

    Which aspect of positional power refers to the importance of a person in relation to others who depend on them?

    <p>Centrality</p> Signup and view all the answers

    Which of the following describes a criticism of transformational leadership?

    <p>It lacks clear definitions and has ambiguous concepts.</p> Signup and view all the answers

    Which influence tactic involves manipulating others' access to information?

    <p>Information Control</p> Signup and view all the answers

    Which term describes the method of seeking support from higher authorities?

    <p>Upward Appeal</p> Signup and view all the answers

    What defines personal attraction in the context of personal power?

    <p>Charisma and agreeable behavior</p> Signup and view all the answers

    Which of the following describes the flexibility aspect of positional power?

    <p>The freedom to innovate or exercise judgment</p> Signup and view all the answers

    In which situation would substitutability in positional power be highest?

    <p>An employee holding a unique technical skill</p> Signup and view all the answers

    What aspect of personal power is relevant when considering someone's educational background and self-directed learning?

    <p>Expertise</p> Signup and view all the answers

    Which influence tactic represents compliance due to awareness of a requester's legitimate power?

    <p>Salient Authority</p> Signup and view all the answers

    What does accommodating/yielding in conflict resolution often involve?

    <p>Satisfying the other party's concerns while neglecting your own</p> Signup and view all the answers

    Which response to power indicates a person is enthusiastic and willingly carries out a task?

    <p>Commitment</p> Signup and view all the answers

    What is the primary characteristic of coercive power?

    <p>It uses fear as a tactic for compliance</p> Signup and view all the answers

    How does the General Dependency Postulate describe the relationship between two parties?

    <p>Greater dependency of B on A increases A's power over B</p> Signup and view all the answers

    What does compromising in conflict resolution typically result in?

    <p>Partial satisfaction for both parties</p> Signup and view all the answers

    According to the conclusions drawn from Asch, Milgram, and Zimbardo's experiments, what influences ordinary people to behave in unexpected ways?

    <p>Social pressures and assigned roles</p> Signup and view all the answers

    Which type of power is depicted by a manager's ability to distribute promotions and bonuses?

    <p>Reward Power</p> Signup and view all the answers

    What is the outcome of avoiding conflict as a resolution strategy?

    <p>The issue may resurface later</p> Signup and view all the answers

    What is the sunk cost fallacy?

    <p>Continuing an activity due to previously invested resources, even if it is unwise.</p> Signup and view all the answers

    What best describes loss aversion?

    <p>Preferring to avoid losses rather than acquire equivalent gains.</p> Signup and view all the answers

    Which of the following illustrates the anchoring bias?

    <p>Taking the first offer in negotiation as a reference point for future offers.</p> Signup and view all the answers

    What is irrational escalation of commitment?

    <p>Increased investment in a failing decision despite evidence against it.</p> Signup and view all the answers

    What defines randomness error?

    <p>Assuming that past data can predict future random events.</p> Signup and view all the answers

    What is pseudo-transformational leadership?

    <p>Leaders who inspire others while prioritizing their self-interest.</p> Signup and view all the answers

    Which assumption is NOT typically accurate in the rational decision-making model?

    <p>Decisions are made free from biases.</p> Signup and view all the answers

    What does bounded rationality refer to?

    <p>Limitations on one's ability to evaluate and act on information.</p> Signup and view all the answers

    Which of the following best defines satisficing?

    <p>Selecting the first adequate option rather than the best one.</p> Signup and view all the answers

    What is an example of availability bias?

    <p>Overvaluing information that is most recent or vivid.</p> Signup and view all the answers

    What is the Dunning-Kruger effect characterized by?

    <p>Low-ability individuals overestimating their performance.</p> Signup and view all the answers

    What bias leads individuals to only select information that supports their pre-existing beliefs?

    <p>Confirmation Bias</p> Signup and view all the answers

    Which of the following is NOT a characteristic of rational decision-making?

    <p>Time constraints.</p> Signup and view all the answers

    Study Notes

    Negotiation Strategies

    • Distributive Negotiation: A zero-sum game where one party's gain is another's loss. Focuses on maximizing one's own share of resources. Example: Haggling over the price of a used car.
    • Integrative Negotiation: Aims for win-win solutions that create value for all parties. Focuses on common interests and mutual gains. Example: Negotiating a job offer where a lower salary might be offset by more vacation time.

    Key Negotiation Elements

    • Target Point (Aspiration Point): Ideal outcome, based on realistic information. Example: Wanting to sell a house for $600,000.
    • Resistance Point (Walk Away Point): The point beyond which no agreement is preferred. Should not be disclosed. Example: Refusing to sell a house for less than $575,000.
    • Initial Offer (Asking Price): First proposal. Example: Listing a house for $625,000.
    • BATNA (Best Alternative To a Negotiated Agreement): Best option if the negotiation fails. Impacts target and resistance points. Example: Renting a house if the sale fails.

    Conflict Management

    • Conflict Types:
      • Cognitive (Task) Conflict: Focuses on differences in perspectives regarding an issue. Example: Disagreement on the best way to approach a project. Can be constructive if managed well.
      • Affective (Relationship) Conflict: Emotional, directed at a person, not the issue, often involving clashes and conflicting goals. Example: Personality clashes between coworkers. Stress and poor communication can result.

    Conflict Management Styles

    • Forcing: Satisfying one's needs at the expense of others. Can lead to resentment and retaliation. Example: Manager imposing a decision.
    • Avoiding: Sidestepping or postponing the conflict. May reflect an inability to handle emotions. Example: Ignoring a conflict.
    • Accommodating/Yielding: Satisfying the other party's concerns while neglecting one's own needs. Example: Agreeing to a coworker's suggestion despite not entirely liking it.
    • Compromising: Seeking partial satisfaction for both parties. Example: Reaching a middle ground in a negotiation.
    • Collaborating/Problem Solving: Addressing all parties' concerns to find a solution that satisfies everyone. Example: Collaborating with a client to find a solution that works for all parties.

    Power Bases

    • General Dependency Postulate: Power is greater when reliance on the other party is high. Resources are valuable when scarce and non-substitutable.
    • Power Responses:
      • Commitment: Enthusiastically pursuing the task.
      • Compliance: Doing the job but grudgingly.
      • Resistance: Opposing the request.
    • Bases of Power:
      • Legitimate: Power based on formal authority. Example: CEO.
      • Reward: Ability to provide rewards. Example: Manager giving raises.
      • Coercive: Ability to apply punishment. Example: Supervisor using threats.
      • Expert: Power based on knowledge and skills. Example: Doctor.
      • Referent: Power based on liking and respect. Example: Celebrity.
      • Informational: Control over information. Example: Person with exclusive company knowledge.

    Contingency of Power

    • Positional Power: Determined by the position one holds within an organization or structure.
    • Substitutability/Relevance: Power is strongest when a source is unique and no alternative exists.
      • Centrality: The degree of importance and interdependence in the relationship between the power holder and others. Increased with more people reliant on the power holder or quickly impacted by them.
      • Flexibility/Discretion: Freedom to exercise judgment and improvisation.
      • Visibility: Awareness of a person and their resources. Increased by interaction with influential figures.
    • Personal Power:
      • Expertise: Work-related knowledge.
      • Personal Attraction: Charisma, agreeableness.

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    Description

    Test your knowledge on key concepts of negotiation and leadership, including integrative and distributive negotiation, conflict management styles, and the elements of transformational leadership. This quiz will help you understand the nuances of negotiation tactics and leadership theories.

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