Unleash Your Power

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Which type of power can be used to motivate cooperation, gain concessions, or encourage agreement on favourable terms?

Referent Power

Reward Power (correct)

Informational Power

Coercive Power

Which type of power can influence negotiations by applying punishments or negative consequences?

Referent Power

Reward Power

Informational Power

Coercive Power (correct)

Which type of power can selectively share or withhold information to influence the other party's perceptions and decision making?

Coercive Power

Reward Power

Referent Power

Informational Power (correct)

Which term is commonly used to refer to the balance of power in negotiations?

Bargaining power Signup and view all the answers

What are some sources of power that negotiators bring to the table?

Personal attributes and organizational power Signup and view all the answers

What will be relied upon to influence the other parties in negotiations?

Both personal and organizational sources of power Signup and view all the answers

Which source of power is derived from an individual's formal position or authority?

Legitimate Power Signup and view all the answers

Which source of power is based on the personal qualities, charisma, and attractiveness of an individual?

Referent Power Signup and view all the answers

Which source of power is based on the possession and control of valuable or important information?

Informational Power Signup and view all the answers

Which source of power is derived from an individual's knowledge, skills, expertise, or experience in a particular area?

Expert Power Signup and view all the answers

Which of the following is NOT a way in which power is important in commercial negotiations?

Trust building Signup and view all the answers

What advantage does having more power in negotiations provide?

Ability to secure favourable terms Signup and view all the answers

How can power help mitigate risks during a negotiation?

By providing access to better technologies or resources Signup and view all the answers

What does power enable negotiating parties to do?

Maximize their impact on the negotiation process Signup and view all the answers

Unleash Your Power

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Questions and Answers

Which type of power can be used to motivate cooperation, gain concessions, or encourage agreement on favourable terms?

Which type of power can influence negotiations by applying punishments or negative consequences?

Which type of power can selectively share or withhold information to influence the other party's perceptions and decision making?

Which term is commonly used to refer to the balance of power in negotiations?

What are some sources of power that negotiators bring to the table?

What will be relied upon to influence the other parties in negotiations?

Which source of power is derived from an individual's formal position or authority?

Which source of power is based on the personal qualities, charisma, and attractiveness of an individual?

Which source of power is based on the possession and control of valuable or important information?

Which source of power is derived from an individual's knowledge, skills, expertise, or experience in a particular area?

Which of the following is NOT a way in which power is important in commercial negotiations?

What advantage does having more power in negotiations provide?

How can power help mitigate risks during a negotiation?

What does power enable negotiating parties to do?

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