Home > Negotiation Skills > Formal Power Negotiation MCQ

Negotiation Skills MCQ

Performance orientation and power distance are considered ______.

Answer

Correct Answer: Dimensions of culture

Note: This Question is unanswered, help us to find answer for this one

The text defends that negotiator power can originate from any resource that the other party wants or needs.

Answer

Correct Answer: True

Note: This Question is unanswered, help us to find answer for this one

Having power makes one more likely to listen to others.

Answer

Correct Answer: False

Note: This Question is unanswered, help us to find answer for this one

Coercive power is tied to fear and threats.

Answer

Correct Answer: True

Note: This Question is unanswered, help us to find answer for this one

Relationship power, according to French and Raven’s taxonomy, requires formality.

Answer

Correct Answer: False

Note: This Question is unanswered, help us to find answer for this one

To have power also means being influential.

Answer

Correct Answer: False

Note: This Question is unanswered, help us to find answer for this one

An example of perceived power imbalance is ______.

Answer

Correct Answer: Being afraid to ask something

Note: This Question is unanswered, help us to find answer for this one

Power is ______ rather than ______.

Answer

Correct Answer: Perceived; inherent

Note: This Question is unanswered, help us to find answer for this one

An example of influence is ______.

Answer

Correct Answer: Changing a person’s attitude toward work

Note: This Question is unanswered, help us to find answer for this one

______ is the capacity to produce effects on others.

Answer

Correct Answer: Power

Note: This Question is unanswered, help us to find answer for this one

According to the text, in a negotiation, one approach is to ______ another to do something.

Answer

Correct Answer: Convince

Note: This Question is unanswered, help us to find answer for this one

_____ is the ability to influence others as a result of control over a desired resource.

Answer

Correct Answer: Resource power

Note: This Question is unanswered, help us to find answer for this one

Select the correct statements about power in negotiation.

Answer

Correct Answer: All of these

Note: This Question is unanswered, help us to find answer for this one

Power based on one’s position or knowledge that could be influential is known as?

Answer

Correct Answer: Potential power

Note: This Question is unanswered, help us to find answer for this one

_____ is determined by an individual’s organization role and status.

Answer

Correct Answer: Legitimate power

Note: This Question is unanswered, help us to find answer for this one

Influence is the degree of actual change in someone’s _____.

Answer

Correct Answer: All of these

Note: This Question is unanswered, help us to find answer for this one

The extent to which individuals are seen to have relevant knowledge or expertise is known as?

Answer

Correct Answer: Expert power

Note: This Question is unanswered, help us to find answer for this one

_____ results from being able to inflict punishment on another.

Answer

Correct Answer: Coercive power

Note: This Question is unanswered, help us to find answer for this one

Coalition is when _____ party aligns in order to negotiate collectively with another party.

Answer

Correct Answer: More than one

Note: This Question is unanswered, help us to find answer for this one

Manager is an example of background power in negotiation tactics.

Answer

Correct Answer: True

Note: This Question is unanswered, help us to find answer for this one

Another person acknowledging a source of power and being willing to acquiesce as a result is called?

Answer

Correct Answer: Actual power

Note: This Question is unanswered, help us to find answer for this one

search