Deck 12: Interpersonal Power and Influence

Question 1

The person who plays a power game by refusing to hear what you are saying, for example by refusing to take "no" for an answer, is playing the game of

A) nobody upstairs.
B) no one home.
C) you owe me.
D) yougottabekidding.

Answer 1

A

Question 2

Behavior from others that is unwanted and offensive, such as unconsented touching or requests for sexual favors, is

A) sexual harassment.
B) unfair use of power.
C) illegal.
D) all of the above.

Answer 2

D

Question 3

In any interpersonal relationship, the person who maintains power is the one who is less interested in the reward or punishments controlled by the other person. This is known as the

A) equality principle.
B) principle of less interest.
C) relationship investment principle.
D) reward/cost principle.

Answer 3

B

Question 4

Which of the following is NOT related to violence in couples?

A) husbands who have less power in the relationship
B) unproductive and dysfunctional efforts at influence
C) greater blame and criticism of each other
D) wives who have less power in the relationship

Question 5

Which of the following is NOT true in regard to the principle of less interest?

A) The person less interested and less dependent on the rewards and punishments controlled by the other person has the most power.
B) The more a person needs a relationship, the less power a person has.
C) If you think you have less power, you will be less likely to avoid confrontation.
D) You will be more likely to criticize and confront if you have more power.

Question 6

Which of the following NOT a way to lose power?

A) share skills and decision making
B) try to control someone's behavior and fail
C) allow others to control you
D) use self-critical statements

Question 7

_______________ refers to the techniques and strategies by which you regulate and carry on interpersonal interactions.

A) Feedforward
B) Backchanneling
C) Interaction management
D) Impression management

Question 8

John admires and respects Bill, and would do anything to get Bill to like him. What type of power does Bill have over John?

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

Question 9

Which of the following is NOT true?

A) People are born with the same amount of power.
B) Power is asymmetrical.
C) Power can be shared.
D) Different cultures view and use power in different ways.

Question 10

Which of the following is NOT true in regard to empowering others?

A) Empowering others will always decrease your own power.
B) Empowered people are more likely to take on decision-making responsibilities.
C) Raising a person's self-esteem can help empower him or her.
D) Empowered people are more likely to take responsibility for their actions.

Question 11

Which of the following is NOT a suggestion for dealing with sexual harassment?

A) Report the action immediately without notifying the harasser.
B) Talk directly to the harasser and let him know the behavior is unwanted.
C) Collect evidence against the harasser.
D) Use established organizational channels.

Question 12

Which of the following is NOT a way to display power through listening?

A) listen attentively so you can give advice
B) listen actively
C) respond visibly but in moderation
D) maintain an open posture

Question 13

The parent who angrily says to a child, "I worked overtime to buy you that piano and now you want to stop taking piano lessons?" might be playing the game of

A) nobody upstairs.
B) no one home.
C) you owe me.
D) yougottabekidding.

Question 14

Jill has denied Joe's leave request as punishment for being uncooperative in meetings. Jill has exhibited ______________________ kind of power.

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

Question 15

Which of the following is NOT a true consequence of reward and coercive power?

A) When coercive power is exerted, other bases of power are frequently increased or enhanced.
B) Coercive power decreases the attractiveness of the influencing agent whereas reward increases the attractiveness.
C) When a reward is given it is sign that the power has been exercised effectively, when punishment is given it is a sign that the power has been exercised ineffectively.
D) When coercive power is exercised, we must be prepared to incur the costs of anger and hostility, but with reward power, we are contented and happy.

Question 16

The ability of one person to influence what another person thinks or does is called

A) power.
B) empathy.
C) coercion.
D) aggressiveness.

Question 17

Christine is seen as very dynamic and personable. This is an example of

A) competence.
B) charisma.
C) character.
D) expert power.

Question 18

Of the following, to whom would we most likely grant legitimate power?

A) another student
B) sales clerk
C) teacher
D) friend

Question 19

Which of the following is NOT true about power?

A) Power can be increased or decreased.
B) In the U.S., all people are considered equal under the law.
C) Everyone is born with equal power.
D) Power bears a close relationship to interpersonal violence.

Question 20

When a child is warned against doing something under the threat of punishment and yet does exactly what he or she was told not to do, we have an operation of negative ______________________ power.

A) legitimate
B) persuasion
C) expert
D) coercive

Question 21

All of the following are ways to nonverbally communicate power EXCEPT

A) avoid adaptors.
B) use consistent packaging.
C) walk slowly.
D) use vocalized pauses.

Question 22

Kimi's co-worker asks Kimi for her notes. Kimi tells her co-worker, "No, I don't lend my notes out." Kimi is using what type of compliance-resisting strategy?

A) negotiation
B) nonnegotiation
C) justification
D) identity management

Question 23

Patterns of behavior that are used to take unfair advantage of another person are called

A) emotional appeals.
B) power plays.
C) silencers.
D) power bases.

Question 24

Power increases even when you try, yet fail to influence someone.

Question 25

Which of the following is NOT a privilege of power?

A) invading someone's space
B) touching
C) having the final word
D) power plays

Question 26

When you empower someone, you lose power yourself.

Question 27

Which of the following is NOT an effective interaction management technique?

A) Use nonverbal communication to pass the opportunity to speak back and forth.
B) Use frequent pauses in the conversation.
C) Keep the conversation fluent.
D) Use nonverbal and verbal messages that are consistent and reinforce each other.

Question 28

Power is always reciprocal in a relationship.

Question 29

Some people are just born powerful.

Question 30

Husbands who have less power in a relationship are more likely to engage in violence.

Question 31

All of the following are powerless forms of speech EXCEPT

A) hesitations.
B) slang.
C) disqualifiers.
D) using "I."

Question 32

Candice argues with Phil and tells him "You can't be serious. You can't mean that." She is using which power play?

A) "nobody upstairs"
B) "you owe me"
C) "you've got to be kidding"
D) "I got you now"

Question 33

All of the following are ways to empower others EXCEPT

A) Share skills and decision making.
B) Raise the person's self-esteem.
C) Relinquish your personal power.
D) Be open, empathic, and positive.

Question 34

"I am very, very glad to meet you" lacks power because it contains

A) a tag question.
B) a disqualifier.
C) hesitations.
D) intensifiers.

Question 35

Which of the following does NOT communicate power?

A) using self-critical statements
B) using a firm grip when you shake hands
C) avoiding vocalized pauses
D) maintaining eye contact with the other person

Question 36

Which cultures have a great power distance between men and women?

A) Asian
B) African
C) Arab
D) all of the above

Question 37

__________________ harassment refers to mistreatment of those with less power in organizations.

A) Affectional orientation
B) Subordinate
C) Status
D) Employee

Question 38

Ralph's coworkers believe he is honest, trustworthy, and sincere. This dimension of credibility is known as

A) coherence.
B) charisma.
C) competence.
D) character.

Question 39

Which of the following is NOT a way to speak powerfully?

A) avoiding self-critical statements
B) using slang and vulgar expressions
C) selectively using intensifiers
D) limiting disqualifiers

Question 40

Tag questions

A) show that you are listening.
B) increase a person's power.
C) decrease a person's power.
D) help empower others.

Question 41

"Tag questions" weaken your personal power.

Question 42

Men generally have more referent power while women have more expert and legitimate power.

Question 43

In the manipulation strategy, you influence someone by sucking up to him or her.

Question 44

Students who see their teachers using coercive and legitimate power learn more effectively and have better attitudes toward the instructor and the course content.

Question 45

The most common compliance-gaining strategy by both women and men is the direct request.

Question 46

You are trying to get your friend to help you move furniture this weekend. Choose three different compliance-gaining strategies and write out what you will say for each strategy. Which one do you think will be the most successful one? Why?

Question 47

Robin called to get the free trial of diet pills because "the first 100 to call would get them free." This is an example of the compliance-gaining strategy of scarcity.

Question 48

Describe three kinds of power you possess with your friends, family, and on the job. Give examples of how you use this power.

Question 49

What is credibility? Discuss the three dimensions of credibility and describe someone in your life whom you feel has all three attributes.

Question 50

Credibility consists of competence, character, and charisma.

Question 51

Telling "dirty jokes" in the workplace is considered quid pro quo harassment.

Question 52

The sentence, "I said so because I'm your mother" is an example of referent power.

Question 53

There are two general categories of sexual harassment: prima facie and the creation of a hostile environment.

Question 54

You go to the doctor when you are ill and follow advice because he or she has expert power.

Question 55

You have to give a presentation on sexual harassment at your workplace. In preparation for your speech, write out the two types of sexual harassment, examples of each as well as suggestions for employees to follow if they fall victim to sexual harassment.

Question 56

When you use coercive power, other bases of power are increased.

Question 57

While babysitting at Chris's house, Pat noticed that Chris's mom frequently used unfair power plays on Chris. Pat resented this, and planned to tell Chris about it. What could Chris's mom have been doing or saying? What advice can Pat give Chris about how to respond effectively?

Question 58

The strength of coercive power depends solely on the magnitude of the punishment that can be administered.

Question 59

People usually use only one base of power to influence others.

Question 60

The use of slang and vulgarity signal low social class and little power.