Over the Last Three Years, Carla Has Been Involved in Several

question 12

Multiple Choice

Over the last three years, Carla has been involved in several high-profile negotiations where she has used a distributive framework. Now, she finds:

• A) it is difficult to negotiate in any other way.
• B) it is expected that she will use integrative techniques next time.
• C) the rest of the managers in her company are using the same technique.
• D) her level of emotional intelligence has increased.
• E) it is impossible to use inspirational appeals with colleagues.

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Definitions:

Supportive Leadership

A leadership style that focuses on providing encouragement, resources, and assistance to employees.

Contingency Theory

Fred Fiedler’s theory that states that the association between leadership orientation and group effectiveness is contingent on how favourable the situation is for exerting influence.

LPC Measurement

A tool used in the Fiedler contingency model to assess a leader's least preferred coworker, indicating their leadership style.

Vroom and Jago

Refers to the decision-making model developed by Victor Vroom and Arthur Jago that highlights the importance of choosing the best leadership or management style for specific situations.