Troy Is a Handsome Well-Liked Manager at the Local Hardware

question 60

Multiple Choice

Troy is a handsome well-liked manager at the local hardware store. He typically will work late so that he does not have to make one of his employees stay late and he supports his staff. Troy is seen as fair and good at handling customer disputes. Troy is a good example of having which type of power?

• A) referent power
• B) expert power
• C) reward power
• D) legitimate power

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Definitions:

Resistance Point

In negotiations, the resistance point is the worst outcome that a party is willing to accept before walking away from the negotiation table.

Target Point

A pre-determined objective or value that serves as a reference for performance or negotiation.

Impasse

A situation in negotiation where no progress can be made or no advancement is possible.

American Federation of Labor

A historic national federation of labor unions in the United States, founded in 1886 to advance the interests of skilled workers.