Disadvantage(s) to using reciprocity are (1) considerable time required to build trust, (2) engenders resentment, and (3) encourages people to feel the terms of assignments are open for negotiation. Which statements are correct?

Disadvantage(s) to using reciprocity are (1) considerable time required to build trust, (2) engenders resentment, and (3) encourages people to feel the terms of assignments are open for negotiation. Which statements are correct?

A) All three statements are correct.
B) Only statement 3 is correct.
C) Statements 2 and 3 are correct.
D) Statements 1 and 3 are correct.
E) Only statement 1 is correct


Answer: b

Your boss asks, "I've talked to others in your group and they have agreed to work this weekend. Can I count on you?" To offset this influence, what should you say?

Your boss asks, "I've talked to others in your group and they have agreed to work this weekend. Can I count on you?" To offset this influence, what should you say?

A) "Normally, I could, but I have a meeting with our client this weekend to assess the problems we have with shipping. If you give me more warning next time, maybe I can help out. Maybe you should hire a temp this time."
B) "Why can't you do it?"
C) "I understand the problem. However, I also have a meeting scheduled with our major client to discuss some problems they had with our last shipment. Do you suppose we could employ a temp or should I cancel my meeting?"
D) "I can't do it. Get someone else."


Answer: c

Strategy(ies) that neutralize reciprocity strategies include (1) confront the exploiting individual directly, (2) examine the intent of any favor-giving activity, and (3) confront the individual who is using manipulative bargaining tactics. Which statements are correct?

Strategy(ies) that neutralize reciprocity strategies include (1) confront the exploiting individual directly, (2) examine the intent of any favor-giving activity, and (3) confront the individual who is using manipulative bargaining tactics. Which statements are correct?

A) All three statements are correct.
B) Only statement 3 is correct.
C) Statements 2 and 3 are correct.
D) Statements 1 and 3 are correct.
E) Only statement 1 is correct.


Answer:  c

What is included in strategies that neutralize retribution?

What is included in strategies that neutralize retribution?

A) Confronting the person who is trying to intimidate you
B) Refusing to bargain with the person
C) Confronting the logic of the person's request


Answer: a

If you are trying to influence the agenda of your boss, which influence strategy is most appropriate?

If you are trying to influence the agenda of your boss, which influence strategy is most appropriate?

A) Retribution
B) Reciprocity
C) Reason
D) Positional power

Answer: c

A co-worker tells you that an effective strategy for capturing managers' attention is to make it clear the issue can be resolved. Is this good advice?

A co-worker tells you that an effective strategy for capturing managers' attention is to make it clear the issue can be resolved. Is this good advice?

A) Yes
B) No
C) Who knows? Not enough information is provided.


Answer: a