Deck 5: Influencing: Power, Politics, Networking, and Negotiation

Question 1

Giving employees praise,recognition,pay raises or bonuses are examples of reward power.

Answer 1

True

Question 2

The ingratiation influencing tactic can be used by paying compliments to others.

Answer 2

True

Question 3

Inspirational appeals generally work well with people whose behavior is more influenced by logical thinking.

Answer 3

False
Explanation:These generally work better with people whose behavior is more influenced by emotions.

Question 4

Expert power is a form of position power.

Question 5

Referent power is appropriate for people who have no position power.

Question 6

Coercion involves making rash threats.

Question 7

Referent power is a form of personal power.

Question 8

Consultation influencing tactic is also known as participative management.

Question 9

Experts commonly use the inspirational appeals influencing tactic.

Question 10

Position power is power is derived from top management,and it is delegated down the chain of command.

Question 11

To maintain discipline or enforce rules,you should use coercive power.

Question 12

Referent power is based on the user's personal relationships with others.

Question 13

Legitimate power is based on the person's seniority in the organization.

Question 14

Personal power is derived from top management,and it is delegated down the chain of command.

Question 15

An important part of reward power is having control over resources.

Question 16

When you use rational persuasion,you should develop a persuasive case based on your needs.

Question 17

Personal power is derived from the follower,based on the leader's behavior.

Question 18

To increase your legitimate power,you should be persistent.

Question 19

The exchange influencing tactic should be used with people whom you have authority over.

Question 20

Expert power is based on the user's skills and knowledge.

Question 21

In contrast to a job interview,you are the interviewer in a networking interview.

Question 22

Reciprocity and networking are commonly used to achieve ongoing objectives,whereas coalitions are developed for achieving a specific objective.

Question 23

Negotiation is often a zero-sum game in which one party's gain is the other party's loss.

Question 24

Your one-minute self-sell should include hobbies and other outside interests.

Question 25

Negotiation skills can be developed.

Question 26

Co-optation is the process of developing relationships for the purpose of socializing and politicking.

Question 27

Networking is a learned skill.

Question 28

Leaders use information power when making rational persuasion.

Question 29

Reciprocity is the process of developing relationships for the purpose of socializing and politicking.

Question 30

Your one-minute self-sell should end with a question to encourage two-way communication.

Question 31

A networking interview should be kept under 15 minutes.

Question 32

Politics is a medium of exchange.

Question 33

To increase connection power,follow the guidelines for using rational persuasion.

Question 34

Gaining recognition is a good way to develop political skills.

Question 35

Politics is the process of gaining and using power.

Question 36

Information power is a form of politics.

Question 37

Organizational politics are not related to influencing tactics.

Question 38

One of the guidelines for developing political skills is to learn the power players in your organization.

Question 39

The first step in the networking process is to create your one-minute self-sell.

Question 40

A positive self-concept is an important component of expert power.

Question 41

Because,as a manager,you can decide who receives what pay raises,bonuses,and promotions,you are using ____ power.

A)reward
B)coercive
C)referent
D)expert

Question 42

The consultation influencing tactic is also known as:

A)participative management.
B)coalition building.
C)group influencing.
D)consultant power.

Question 43

When you develop a rational persuasion,you should do all of the following EXCEPT:

A)focus on how you and the organization benefit by achieving the objective.
B)explain the reason the objective needs to be met.
C)explain how potential problems and concerns will be handled.
D)provide evidence the objective can be met.

Question 44

The negotiation process has three,and possibly four,steps: plan,negotiations,possibly a postponement,and an agreement or no agreement.

Question 45

Power can be ethical and unethical.

Question 46

Most day-to-day manager-employee interactions are based on ____ power.

A)legitimate
B)reward
C)coercive
D)referent

Question 47

Written negotiations are generally preferred over face-to-face negotiations because you can articulate your objectives and objections better.

Question 48

As a manager,you can influence people to do things that they normally would not have done through your use of ____ power,which is derived from top management.

A)personal
B)position
C)political
D)coercive

Question 49

Not giving information that is not asked for and lying to the other party is essentially considered to be the same thing during negotiations.

Question 50

To increase your reward power:

A)exercise your authority regularly.
B)develop your people skills.
C)let people know you control rewards.
D)use rewards for personal benefit.

Question 51

Reward power is a form of ____ power.

A)personal
B)information
C)expert
D)position

Question 52

During the planning stage in the negotiation process,you should set four objectives: a minimum objective,a lower limit,a target objective,and an opening objective.

Question 53

To persuade another person whose behavior is influenced more by thinking than emotion,you would use the tactic of:

A)rational persuasion.
B)ingratiation.
C)pressure.
D)legitimization.

Question 54

Because you have taken a leadership course,you know that,being a manager,coercive power is only appropriate when:

A)maintaining discipline and enforcing rules.
B)when employees are unwilling to do as requested.
C)you have position power.
D)paired with the ingratiation influencing tactic.

Question 55

In the planning stage of the negotiation process,the first step is to set objectives.

Question 56

To get people in a good mood,the ____ influencing tactic may be used by being friendly and praising others before you ask them for what you want.

A)personal appeals
B)ingratiation
C)consultation
D)inspirational appeals

Question 57

An important aspect of ____ power is to have control over resources,particularly scarce resources.

A)reward
B)coercive
C)personal
D)position

Question 58

While negotiating,you should let the other party make the first offer.

Question 59

When negotiating,one thing to remember is that when the other party becomes resistant to making the agreement,a hard sale is generally the best tactic.

Question 60

You,as an employee and not a manager in your organization,can only have ____ power.

A)position
B)personal
C)organizational
D)earned

Question 61

"It's not what you know,it's who you know" is an example of ____ power.

A)reward
B)connection
C)referent
D)position

Question 62

Which of the following statements about politics is TRUE?

A)Politics is always to be avoided.
B)Politics is a reality of organizational life.
C)Politics becomes less important as the level of management increases.
D)Politics is always used negatively.

Question 63

The use of referent power is appropriate for:

A)higher-level managers.
B)experts.
C)people with no position power.
D)people with no personal power.

Question 64

Which of the following is one of the guidelines for developing political skills?

A)Learn the organizational culture.
B)Focus on your goals, the team will follow.
C)Tune out the grapevine.
D)Secretly pursue your self-interests.

Question 65

Experts commonly use:

A)inspirational appeals.
B)rational persuasion.
C)referent power.
D)ingratiation.

Question 66

Because of political behavior:

A)most important decisions are made by coalitions outside of the formal meeting in which the decision is made.
B)coalitions tend to break down over time.
C)reciprocity is hard to establish due to lack of trust in organizations.
D)influencing becomes unnecessary.

Question 67

____ is the process of getting a person whose support you need to join your coalition rather than compete.

A)Reciprocity
B)Coalition building
C)Networking
D)Co-optation

Question 68

The process of developing relationships for the purpose of socializing and politicking is:

A)politics.
B)reciprocity.
C)networking.
D)coalition building.

Question 69

Ways to increase your expert power include all of the following EXCEPT:

A)project a positive self-concept.
B)take all the training and educational programs your organization provides.
C)keep up with the latest technology.
D)don't make rash threats

Question 70

____ is commonly used to achieve a specific objective.

A)Negotiating
B)Networking
C)A coalition
D)Power

Question 71

____ power is based on the user's skill and knowledge.

A)Expert
B)Information
C)Referent
D)Legitimate

Question 72

The process of gaining and using power is ____.

A)politics
B)reciprocity
C)networking
D)a coalition

Question 73

____ power is based on the user's relationship with influential people.

A)Reward
B)Legitimate
C)Referent
D)Connection

Question 74

To increase your coercive power:

A)be persistent.
B)make rash threats.
C)work at your relationship with your peers.
D)project a positive self-concept.

Question 75

All of the following statements are true EXCEPT:

A)Politics is a medium of exchange.
B)A negative connotation often surrounds politics.
C)Politics are inherently neither good nor bad.
D)Organizations can eliminate politics if they choose.

Question 76

The number one indicator of job satisfaction today is the relationship you have with your:

A)manager(s).
B)peers.
C)clients.
D)family and friends.

Question 77

Which of the following do you need to increase your legitimate power?

A)Keep up with the latest technology.
B)Be persistent but don't make rash threats.
C)Use rational persuasion especially when your authority is questioned.
D)Follow the guidelines for using the coalition influencing tactic.

Question 78

To increase connection power:

A)develop a network of information sources, and gather information from them.
B)follow the guidelines for using the coalition influencing tactic.
C)project a positive self-concept.
D)have information flow through you.

Question 79

Which of the following statements regarding networking is NOT true?

A)More people find jobs through networking than all the other methods combined.
B)Men are, generally, not as skilled at networking as women.
C)Networking is a learned skill.
D)Networking is about building relationships.

Question 80

To accomplish objectives,a manager who uses political behavior that creates obligations and develops alliances,often using the word "favor" in their requests is using

A)politics.
B)reciprocity.
C)networking.
D)coalition building.