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

Question 1

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

Answer 1

False

Question 2

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

Answer 2

False

Question 3

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

Answer 3

True

Question 4

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

Question 5

Expert power is a form of position power.

Question 6

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

Question 7

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

Question 8

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

Question 9

Today's effective leaders are relying more on position power and less on personal power to influence others.

Question 10

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

Question 11

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

Question 12

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

Question 13

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

Question 14

To increase your legitimate power, you should be persistent.

Question 15

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

Question 16

Referent power is a form of personal power.

Question 17

Coercion involves making rash threats.

Question 18

Consultation influencing tactic is also known as participative management.

Question 19

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

Question 20

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

Question 21

Experts commonly use the inspirational appeals influencing tactic.

Question 22

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

Question 23

Networking is a learned skill.

Question 24

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

Question 25

Personal power is more easily gained and lost than position power.

Question 26

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

Question 27

Information power is a form of politics.

Question 28

Organizational politics are not related to influencing tactics.

Question 29

Politics is the process of gaining and using power.

Question 30

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

Question 31

Your self-assessment should focus on your accomplishments.

Question 32

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

Question 33

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

Question 34

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

Question 35

Leaders use information power when making rational persuasion.

Question 36

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

Question 37

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

Question 38

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

Question 39

Gaining recognition is a good way to develop political skills.

Question 40

Politics is a medium of exchange.

Question 41

You, as an employee and not a manager in your organization, can have ____ power while your manager can potentially have both types of power.

A) Position
B) Personal
C) Organizational
D) Earned

Question 42

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 43

The consultation influencing tactic is also known as:

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

Question 44

Negotiation skills can be developed.

Question 45

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 46

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

Question 47

A networking interview should be kept under 15 minutes.

Question 48

Reward power is a form of ____ power.

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

Question 49

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 50

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

A) Reward
B) Position
C) Referent
D) a and b

Question 51

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

Question 52

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

Question 53

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

Question 54

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) consultation
D) legitimization

Question 55

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 56

Power can be ethical and unethical.

Question 57

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) offer a detailed step-by-step plan.
C) explain how potential problems and concerns will be handled.
D) demonstrate how to do a task, when possible.

Question 58

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 59

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

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

Question 60

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

Question 61

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 62

Politics:

A) is a medium of exchange.
B) has a negative connotation.
C) is inherently neither good nor bad.
D) all of the answers are correct

Question 63

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 64

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

A) Work at gaining people's perception that you have power.
B) Exercise authority regularly
C) Use rational persuasion especially when your authority is questioned.
D) Back up your authority with rewards and punishments.
E) All of the above

Question 65

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

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

Question 66

In terms of political behavior, successful managers spend twice as much time in ____ as average managers.

A) communication
B) human resource management
C) networking
D) traditional management

Question 67

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

A) Applied to a small percentage of employees.
B) Under conditions considered legitimate by upper management.
C) Applied to a large percentage of employees.
D) It is applied to a "good" employee.

Question 68

Distortion of information includes:

A) giving a biased interpretation of data.
B) presenting false information.
C) selective editing.
D) all of the answers are correct

Question 69

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

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

Question 70

The process of gaining and using power is ____.

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

Question 71

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

A) Reward
B) Coercive
C) Personal
D) Position

Question 72

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 73

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) all of the answers are correct

Question 74

"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 75

Experts commonly use:

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

Question 76

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

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

Question 77

Money and power have a similar use in that both are used:

A) to obtain desires.
B) as a medium of exchange.
C) to accomplish objectives.
D) to exert control.

Question 78

Which of the following statements regarding coercion is false?

A) Coercive power is appropriate to use in maintaining discipline and enforcing rules.
B) There has been a general increase in use of coercion by all types of leaders.
C) Without coercive power, employees may not take you seriously and ignore your requests.
D) Coercion is effective when applied to a small percentage of followers under conditions considered legitimate by most of them.

Question 79

To increase your expert power:

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) all of the answers are correct

Question 80

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.