PSYCH 439 Ch 7 Exam with Questions and Answers
Advantages of power ANSWER Secure greater share of the outcomes, achieve their preferred solution
Disadvantages of power ANSWER Seek a solution in which they either do not lose (defensive) or dominate (offensive). Lead to an unsatisfying and unac...
PSYCH 439 Ch 7 Exam with Questions and
Answers
Advantages of power ANSWER Secure greater share of the outcomes, achieve their preferred
solution
Disadvantages of power ANSWER Seek a solution in which they either do not lose
(defensive) or dominate (offensive). Lead to an unsatisfying and unacceptable outcome.
Sources of power ANSWER Informational, position-based, relationship-based, contextual
Informational power ANSWER Derived from the negotiator's ability to assemble and
organize facts and data to support their position, arguments, or desired outcomes
Sources of information power ANSWER Information power and expertise
Information in negotiation ANSWER The accumulation and presentation of data intended to
change the other person's point of view or position on an issue
Expertise in negotiation ANSWER An acknowledged accumulation of information, or
mastery of a body of information on a particular problem or issue
Demonstrating expertise ANSWER Prove this expertise exists, and is relevant to the issues
under discussion
Position-based power ANSWER Power derived from being located in a particular position in
an organizational or communication structure
, Leverages of position-based power ANSWER Legitimate power and resource control
Legitimate power ANSWER Derived from occupying a key position in a hierarchical
organizational. Influences social norms (reciprocity, equity, dependence)
Acquiring legitimate power ANSWER By birth, by election, by appointment/promotion
Effectiveness of legitimate power ANSWER 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. Cannot function without obedience or consent of the
governed.
Legitimate power of reciprocity ANSWER If one person does something positive or
favourable for the other, the gesture or favour is expected to be returned
Legitimate power of equity ANSWER One agent perceives the right to expect a benefit or
opportunity from another because it is the just thing
Legitimate power of responsibility ANSWER We have an obligation to help others who
cannot help themselves and are dependent on us
Resource control ANSWER The accumulation of a resource that can be used as incentives to
encourage compliance or as punishments for noncompliance
Reward power ANSWER The use of tangible rewards or personal approval to gain the other's
compliance
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller wangithiannaw. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $7.99. You're not tied to anything after your purchase.
