Podcast
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 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?
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?
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?
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 are some sources of power that negotiators bring to the table?
What will be relied upon to influence the other parties in negotiations?
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 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 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 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 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?
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?
What advantage does having more power in negotiations provide?
How can power help mitigate risks during a negotiation?
How can power help mitigate risks during a negotiation?
What does power enable negotiating parties to do?
What does power enable negotiating parties to do?
