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

Question 1

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

Answer 1

TRUE

Question 2

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

Answer 2

TRUE

Question 3

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

Answer 3

FALSE

Question 4

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

Question 5

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

Question 6

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

Question 7

Consultation influencing tactic is also known as participative management.

Question 8

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

Question 9

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

Question 10

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

Question 11

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

Question 12

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

Question 13

Expert power is a form of position power.

Question 14

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

Question 15

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

Question 16

Coercion involves making rash threats.

Question 17

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

Question 18

To increase your legitimate power, you should be persistent.

Question 19

Referent power is a form of personal power.

Question 20

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

Question 21

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

Question 22

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

Question 23

Politics is a medium of exchange.

Question 24

Politics is the process of gaining and using power.

Question 25

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

Question 26

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

Question 27

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

Question 28

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

Question 29

Experts commonly use the inspirational appeals influencing tactic.

Question 30

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

Question 31

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

Question 32

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

Question 33

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

Question 34

Leaders use information power when making rational persuasion.

Question 35

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

Question 36

Gaining recognition is a good way to develop political skills.

Question 37

Organizational politics are not related to influencing tactics.

Question 38

Information power is a form of politics.

Question 39

Networking is a learned skill.

Question 40

Your self-assessment should focus on your accomplishments.

Question 41

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

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

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

Question 44

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 45

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 46

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 47

The consultation influencing tactic is also known as:

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

Question 48

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

Question 49

A networking interview should be kept under 15 minutes.

Question 50

Reward power is a form of ____ power.

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

Question 51

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 52

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 53

Negotiation skills can be developed.

Question 54

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

Question 55

Power can be ethical and unethical.

Question 56

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

Question 57

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 58

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 59

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

Question 60

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 61

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 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

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

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

Question 64

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 65

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 66

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

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

Question 67

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 68

"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 69

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

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

Question 70

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 71

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

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

Question 72

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 73

The process of gaining and using power is ____.

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

Question 74

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 75

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 76

Experts commonly use:

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

Question 77

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 78

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 79

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 80

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.