Formal Power Negotiation MCQs
Formal Power Negotiation MCQs
Answer these 20 Formal Power Negotiation MCQs and assess your grip on the subject of Formal Power Negotiation.
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1: Another person acknowledging a source of power and being willing to acquiesce as a result is called?
A. Referent power
B. Expert power
C. Actual power
D. None of these
2: Manager is an example of background power in negotiation tactics.
A. True
B. False
3: Coalition is when _____ party aligns in order to negotiate collectively with another party.
A. Only one
B. More than one
C. Equal to one
D. All of these
4: _____ results from being able to inflict punishment on another.
A. Resource power
B. Legitimate power
C. Potential power
D. Coercive power
5: The extent to which individuals are seen to have relevant knowledge or expertise is known as?
A. Referent power
B. Expert power
C. Actual power
D. None of these
6: Influence is the degree of actual change in someone’s _____.
A. Behavior
B. Attitudes
C. Values and beliefs
D. All of these
7: _____ is determined by an individual’s organization role and status.
A. Expert power
B. Actual power
C. Legitimate power
D. Potential power
8: Power based on one’s position or knowledge that could be influential is known as?
A. Referent power
B. Expert power
C. Actual power
D. Potential power
9: Select the correct statements about power in negotiation.
A. The capacity to produce effects on others.
B. The ability to influence another.
C. Information is the common source of power
D. All of these
10: _____ is the ability to influence others as a result of control over a desired resource.
A. Resource power
B. Legitimate power
C. Potential power
D. None of these
11: According to the text, in a negotiation, one approach is to ______ another to do something.
A. Require
B. Impact
C. Convince
D. Coerce
12: ______ is the capacity to produce effects on others.
A. Influence
B. Negotiation
C. Reasoning
D. Power
13: An example of influence is ______.
A. Changing a person’s attitude toward work
B. Providing a promotion for work well done
C. Making suggestions prior to a negotiation
D. Guaranteeing resource availability
14: Power is ______ rather than ______.
A. Ascribed; acquired
B. Inherent; perceived
C. Acquired; ascribed
D. Perceived; inherent
15: An example of perceived power imbalance is ______.
A. Reviewing each party’s goals
B. Doing all you can do
C. Ensuring no retaliation follows
D. Being afraid to ask something
16: To have power also means being influential.
A. True
B. False
17: Relationship power, according to French and Raven’s taxonomy, requires formality.
A. True
B. False
18: Coercive power is tied to fear and threats.
A. True
B. False
19: Having power makes one more likely to listen to others.
A. True
B. False
20: The text defends that negotiator power can originate from any resource that the other party wants or needs.
A. True
B. False
21: Performance orientation and power distance are considered ______.
A. Future-oriented behaviors
B. Tolerance for uncertainty
C. Dimensions of culture
D. Degrees of equality
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Formal Power Negotiation MCQs
