power based on position in an organization.

Question $5$

The story about the new faculty member who might decide to volunteer to head up the "speakers" program for faculty seminars because it would put him in the center of many communications about the weekly presentations is illustrative of network structure through

flexibility.

visibility.

coalition.

centrality.

Question $6$

Which of the following options is not a wise choice of action for a negotiator in a low$-$power position?

diversify risk by entering into deals with several other partners

deal with a variety of individuals and departments in the high$-$power party

use anger to make yourself bigger

limit the ways you can do business or with whom you can do business

$=>$ Question $7$

When discussing the strategic negotiating approaches of interests, rights, and power$-$to avert a conflict spiral, start by reciprocating messages involving rights or power and then shift the conversation to interests.

true

false

$=>$ Question $8$

Expert power is derived from the ability to assemble and organize information to support the desired position, arguments, or outcomes.

r

true

false

$=>$ Question $9$

The person occupying a certain position, even without a formal title or office, may hold major leverage if they control the resources flowing through that particular location in the structure.