Research on the Direction of Influence and the Effectiveness of Various

question 77

Multiple Choice

Research on the direction of influence and the effectiveness of various influence techniques indicates

• A)rational persuasion is the most frequently used influence tactic across all functional groups.
• B)subordinate use of assertiveness and rationality as influence tactics lead to negative outcomes.
• C)extraverts are more likely to use inspirational appeal as an influence tactic.
• D)the better the quality of relationship between the subordinate and supervisor,the more positively resistance to influence techniques are seen.

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Definitions:

Persuasive

Capable of convincing others to believe or do something through reasoning or the use of temptation.

Situational Influences

The impact of the immediate environment or context on the behaviors, decisions, and attitudes of individuals or groups.

Unethical Conduct

Behaviors or actions that violate moral principles, standards of conduct, or ethical codes.

Negotiator's Past Relationship

The history and prior interactions between negotiators that can influence their current negotiation strategies and outcomes.