Deck 13: Leadership: Power and Negotiation

Question 1

It is possible to exert influence in all directions: upward, downward, and lateral.

Answer 1

True

Question 2

Reward power and coercive power are somewhat intertwined with referent power.

Answer 2

False

Question 3

Legitimate power gives a person the right to ask employees to do something outside the scope of their jobs or roles within the organization.

Answer 3

False

Question 4

From time to time, leaders need to resist the influence of other leaders or higher-ups to do what's best for their own unit.

Question 5

Ingratiation has been shown to be more effective when used as a short-term strategy.

Question 6

The personal forms of power are more strongly related to organizational commitment and job performance than are the organizational forms.

Question 7

Consultation occurs when the target is allowed to participate in deciding how to carry out or implement a request.

Question 8

Substitutability is defined as how important a person's job is and how many people depend on that person to accomplish their tasks.

Question 9

If a person works alone and performs tasks that nobody sees, even when he or she has high levels of expert and referent power, his or her ability to influence others is greatly reduced.

Question 10

The absolute power of the "influencer" and "influencee" is as important as the disparity between them.

Question 11

It is impossible for a person to possess all of the forms of power at the same time.

Question 12

When using legitimate power, managers should be careful to offer the types of rewards people desire and not promise more than they can deliver.

Question 13

The three types of organizational power-that is, legitimate, reward, and coercive-are derived primarily from a person's position within the organization.

Question 14

Rational persuasion, consultation, inspirational appeals, and collaboration take advantage of organizational rather than personal forms of power.

Question 15

A leader's power increases with his or her centrality, discretion, and visibility, but not his or her substitutability.

Question 16

Referent power operates primarily on the principle of fear.

Question 17

Rational persuasion is the only tactic that is consistently successful in the case of upward influence.

Question 18

Influence most frequently occurs downward in organizations.

Question 19

There are six major types of power, grouped along two dimensions.

Question 20

Apprising requires that the requestor have something of value to offer.

Question 21

When a leader draws on legitimate sources of power, a stronger emotional bond can be created with the employee, boosting affective commitment.

Question 22

Which of the following refers to the use of power and influence to direct the activities of followers toward goal achievement?

A) Pressure
B) Administration
C) Ingratiation
D) Leadership
E) Sustainability

Question 23

A BATNA describes each negotiator's bottom line.

Question 24

As a conflict resolution style, accommodating occurs when one party wants to remain neutral, stay away from conflict, or postpone the conflict to gather information or let things cool down.

Question 25

Research has supported the notion that to be effective, leaders must have a certain degree of political skill.

Question 26

Leaders will typically use an avoiding conflict resolution style when an issue is really not that important to them but is very important to the other party.

Question 27

High levels of organizational politics have been shown to be beneficial to company performance as a whole.

Question 28

The most important step of negotiation is preparation.

Question 29

Compromise is the most common form of conflict resolution, whereby each party's losses are offset by gains and vice versa.

Question 30

For a leader, internalization is the best outcome of influence tactics.

Question 31

Collaboration is seen as a win-win form of conflict resolution.

Question 32

Power and influence can have a moderate positive effect on organizational commitment.

Question 33

Social astuteness is defined as an adeptness at identifying and developing diverse contacts.

Question 34

Guanxi represents relationships between two people that involve obligation but not sentiment.

Question 35

Politics are a fact of life in organizations; you can't escape them.

Question 36

Integrative bargaining is similar in nature to a competing approach to conflict resolution.

Question 37

Organizational factors that are the most likely to increase political activity are those that raise the level of uncertainty in the environment.

Question 38

Repeated uses of coercive power or repeated reliance on hard influence tactics such as pressure or coalitions could actually decrease organizational commitment levels.

Question 39

Distributive bargaining is aimed at accomplishing a win-win scenario.

Question 40

For a leader, a subordinate's compliance is the most desirable response to influence tactics because it results in employees putting forth the greatest level of effort in accomplishing what they are asked to do.

Question 41

_____ power exists when someone has control over the resources another person wants.

A) Reward
B) Personal
C) Coercive
D) Referent
E) Expert

Question 42

Dr. Jake is well known for his excellent diagnoses of skin-related problems. The other dermatologists in the hospital where he works often consult him when dealing with difficult cases. This gives Dr. Jake _____ power in the hospital.

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

Question 43

_____ power is derived from a position of authority inside the organization.

A) Legitimate
B) Structural
C) Personal
D) Expert
E) Referent

Question 44

Which type of power operates primarily on the principle of fear?

A) Legitimate
B) Expert
C) Reward
D) Referent
E) Coercive

Question 45

Andrew, the student government president, is very popular in his college and is admired by both the professors and students for his balanced approach to any task or issue. He is very creative and also a good athlete. He is a role model for all the students in the college and often leads by example. Andrew's popularity gives him _____ power in his college.

A) coercive
B) collaborative
C) reward
D) referent
E) structural

Question 46

Martin George is the vice president of finance at Rutherford Inc. His position and title in the company give him _____ power.

A) collaborative
B) diplomatic
C) substitutable
D) referent
E) legitimate

Question 47

Which type of power exists when a person has control over punishments in an organization?

A) Reward
B) Legitimate
C) Coercive
D) Referent
E) Expert

Question 48

_____ can be defined as the ability to influence the behavior of others and to resist unwanted influence in return.

A) Pressure
B) Power
C) Ingratiation
D) Leadership
E) Force

Question 49

Which type of power is sometimes referred to as "formal authority"?

A) Structural
B) Personal
C) Legitimate
D) Referent
E) Expert

Question 50

Personal power includes:

A) expert and referent power.
B) reward and expert power.
C) coercive and reward power.
D) reward and legitimate power.
E) coercive and legitimate power.

Question 51

Leah wants to upgrade her skills, and she approaches Timothy, the Human Resources manager, to try to convince him to send her for the Advanced Negotiation and Portfolio Management Training program. Timothy has which of the following powers?

A) Coercive
B) Personal
C) Reward
D) Referent
E) Expert

Question 52

Which type of power is derived from a person's skill or knowledge on which others depend?

A) Referent
B) Expert
C) Reward
D) Coercive
E) Legitimate

Question 53

_____ power exists when others have a desire to identify and be associated with a person.

A) Referent
B) Expert
C) Reward
D) Coercive
E) Legitimate

Question 54

Joanne is the store manager at Glitter, a jewelry store. New merchandise arrives that needs to be priced and displayed quickly, before each holiday season. She requires all the sales staff to stay after normal work hours to get this task done. Joanne is exercising her _____ power that she gets from her position of authority.

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

Question 55

Bill Gates commands the respect and admiration of people around the world for his achievements in information technology as well as for his philanthropy. Many people who admire him try to emulate his actions. He clearly wields _____ power.

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

Question 56

Which of the following statements about legitimate power is False?

A) People with legitimate power have an organizational title.
B) People with legitimate power have the right to ask others to do things that are within the scope of their authority.
C) The higher up in an organization a person is, the more legitimate power he or she generally possesses.
D) People with legitimate power have a desire to identify and be associated with a specific individual.
E) It can be a very weak form of power if used ineffectively.

Question 57

Organizational power includes:

A) legitimate, expert, and referent power.
B) reward, expert, and referent power.
C) coercive, reward, and expert power.
D) reward, expert, and legitimate power.
E) coercive, legitimate, and reward power.

Question 58

Major types of power can be grouped along two dimensions:

A) internal and external.
B) personal and social.
C) organizational and personal.
D) professional and organizational.
E) upward and downward.

Question 59

Michael Jordan is an icon in basketball. Many people buy shirts with his name on them. Jordan's iconic status gives him _____ power.

A) coercive
B) structural
C) reward
D) referent
E) collaborative

Question 60

_____ power is generally regarded as a poor form of power to use regularly because it tends to result in negative feelings toward those that wield it.

A) Referent
B) Expert
C) Reward
D) Coercive
E) Legitimate

Question 61

In the context of the contingency factor of visibility, a leader's ability to influence others increases when:

A) there are no substitutes for the rewards or resources the leader controls.
B) the leader's role is important and interdependent with others in the organization.
C) the leader has the freedom to make decisions without being restrained by rules.
D) others know about the leader and the resources he or she can provide.
E) rewards are used in a manipulative fashion.

Question 62

"Responding to infractions promptly and without favoritism" is a suggested guideline for using _____ power.

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

Question 63

Nathan is the administrative manager at Woodlands, Inc. The organizational procedures and policies of the company prevent Nathan from implementing many of his ideas to increase efficiency. This indicates a low degree of _____, which reduces Nathan's ability to influence others.

A) centrality
B) discretion
C) substitutability
D) ingratiation
E) visibility

Question 64

Which of the following is a suggested guideline for using coercive power?

A) Provide evidence that a proposal will be successful.
B) Avoid rash, careless, or inconsistent statements.
C) Provide ample warnings.
D) Listen seriously to a person's concerns and suggestions.
E) Act confidently and decisively in a crisis.

Question 65

"Using sincere forms of ingratiation" is a suggested guideline for using _____ power.

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

Question 66

Leaders who control resources to which no one else has access can use their power to gain greater influence. This is associated with which of the following contingency factors?

A) Centrality
B) Discretion
C) Substitutability
D) Ingratiation
E) Visibility

Question 67

"Insisting on compliance if appropriate" is a suggested guideline for using _____ power.

A) personal
B) legitimate
C) reward
D) referent
E) expert

Question 68

_____ represents how important a person's job is and how many people depend on that person to accomplish their tasks.

A) Centrality
B) Discretion
C) Substitutability
D) Ingratiation
E) Visibility

Question 69

Mathew is one of the top attorneys at his law firm. His brilliance in handling some of the most difficult and high-profile cases has earned him fame far and wide, and he wields considerable influence in the running of the firm. Mathew's high degree of _____ ensures that he has considerable power to influence others.

A) internalization
B) discretion
C) substitutability
D) ingratiation
E) visibility

Question 70

Laura heads the administrative department in a hospital. Her job involves ensuring that work in the hospital runs smoothly, managing the staff, inventory management, and maintaining the requisite standard in hospital hygiene and patient care. As her work often involves situations that demand the use of coercive power, which of the following guidelines must Laura follow?

A) Ensure people understand the serious consequences of violations.
B) Avoid rash, careless, or inconsistent statements.
C) Avoid using rewards in a manipulative fashion.
D) Don't exaggerate or misrepresent facts.
E) Provide evidence that a proposal will be successful.

Question 71

Rebecca is the head of the English department at Springfield High School. She believes that children will absorb and retain more information if they are taken on educational tours and field trips, but the school's rules and policies do not encourage such activities. Rebecca feels her endeavor to improve the children's education is being stifled. This low degree of _____ is reducing Rebecca's ability to influence others.

A) centrality
B) discretion
C) substitutability
D) ingratiation
E) visibility

Question 72

"Providing evidence that a proposal will be successful" is a suggested guideline for using _____ power.

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

Question 73

Richard is the head of the finance department at Sportz Inc., a company specializing in sports goods. He has the sole authority to grant or deny the release of funds for any marketing strategy proposed by the marketing department. Which contingency factor gives Richard the power to influence the members of the marketing team?

A) Centralization
B) Internalization
C) Substitutability
D) Ingratiation
E) Visibility

Question 74

Discretion is defined as:

A) the degree to which people have alternatives in accessing resources.
B) the degree to which managers have the right to make decisions on their own.
C) the use of favors, compliments, or friendly behavior to make the target feel better about the influencer.
D) the degree of importance of a person's job and how many people depend on that person to accomplish their tasks.
E) the level of awareness others have of a leader's power and position.

Question 75

_____ is how aware others are of a leader's power and position.

A) Centrality
B) Discretion
C) Substitutability
D) Ingratiation
E) Visibility

Question 76

Companies such as Microsoft, Pfizer, and Google are increasingly using ________ to understand the power structures in their organizations and who holds and wields the most influence. They ask employees questions such as "Who do you go to with a new idea?" and "Who can best help you solve a problem?" They analyze the responses to find our which managers and/or employees are most central to and influential in their companies.

A) networking maps
B) performance reviews
C) organizational charts
D) social media tracking
E) FaceBook, Twitter, and Instagram

Question 77

Leaders who perform critical tasks and interact with others regularly have a greater ability to use their power to influence others. These leaders are exhibiting the contingency factor called _____.

A) centrality
B) discretion
C) substitutability
D) ingratiation
E) visibility

Question 78

The degree to which people have alternatives in accessing resources refers to:

A) centrality.
B) discretion.
C) substitutability.
D) ingratiation.
E) visibility.

Question 79

"Avoid promising more than you can deliver" is a suggested guideline for using _____ power.

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

Question 80

Which of the following is a suggested guideline for using expert power?

A) Ensure people understand the serious consequences of violations.
B) Avoid rash, careless, or inconsistent statements.
C) Respond to infractions promptly and without favoritism.
D) Follow up to verify compliance.
E) Provide ample warnings.