Question 1

To get the most out of rational persuasion, you must show evidence that the objective can be met.

Accepted Answer

Rational persuasion involves using logical arguments and factual evidence to convince someone of a particular point of view. Demonstrating that an objective can be met with evidence makes the persuasion more effective by appealing to the listener's reason and logic.

Question 2

Reward power involves punishment and withholding of rewards to influence compliance.

Accepted Answer

Reward power is based on the ability to distribute rewards that others view as valuable, not on punishment or withholding rewards.

Question 3

Rational persuasion is based on the rationing of information.

Accepted Answer

Rational persuasion involves the use of logical arguments and factual evidence to convince someone of a point, rather than withholding or rationing information.

Question 4

Leaders who use inspirational appeals are effective at gaining commitment of followers.

Accepted Answer

Leaders who use inspirational appeals effectively motivate their followers by connecting to their values, emotions, and beliefs, thereby gaining higher levels of commitment and performance.

Question 5

To be inspirational, you need to understand the values, hopes, fears, and goals of followers.

Accepted Answer

Understanding the values, hopes, fears, and goals of followers allows a leader to connect on a deeper level, making their guidance and vision more relevant and inspiring to those they lead.

Question 6

Cross-functional teams may be built on expert power.

Accepted Answer

Cross-functional teams often rely on the unique expertise and knowledge of their members, which is a form of expert power, to achieve their objectives.

Question 7

To use the coalition influencing tactic, you need to develop relationships with influential people.

Accepted Answer

The coalition influencing tactic involves collaborating with others to gain support or influence, which naturally requires developing relationships with influential people to be effective.

Question 8

Political skills are a part of power.

Accepted Answer

Political skills, such as networking ability, social astuteness, and the capacity to influence others, are crucial for effectively wielding and acquiring power within organizations.

Question 9

Money and politics have a similar use in that both are a medium of exchange for getting what we want.

Accepted Answer

Both money and politics can be used to influence decisions and outcomes, acting as mediums to achieve desired goals or objectives.

Question 10

Part of the networking process is marketing yourself.

Accepted Answer

Networking involves promoting your skills, knowledge, and experience to others in your industry, which is a form of self-marketing.

Question 11

Before you can network, you must understand your goals.

Accepted Answer

Understanding your goals is crucial before networking because it helps you identify the right people to connect with and the most relevant opportunities to pursue, making your networking efforts more focused and effective.

Question 12

Building your network includes helping others.

Accepted Answer

Building your network effectively involves not only seeking help and advice from others but also offering your support, knowledge, and resources to them, fostering a mutually beneficial relationship.

Question 13

Negotiating is about getting what you want, but at the same time developing ongoing relationships.

Accepted Answer

Negotiating often involves finding a balance between achieving one's own objectives and maintaining or enhancing the relationship between the parties involved, to ensure future interactions are positive.

Question 14

Ethically speaking, there is a difference between withholding information and lying.

Accepted Answer

Withholding information involves not sharing certain details, which can be ethically acceptable in some contexts, whereas lying involves deliberately making a false statement, which is generally considered ethically wrong.

Question 15

Power which is derived from top management and is delegated down the chain of command is called __________ power.

Accepted Answer

Position power is derived from the position a person holds in an organization's hierarchy and is delegated down the chain of command, granting them authority over others within the organization.

Question 16

__________ power involves punishment and withholding of rewards to influence compliance.

Accepted Answer

Coercive power is based on the ability to punish or withhold rewards to influence others and ensure compliance. This type of power relies on fear of the negative results from failing to comply.

Question 17

Knowing what is going on in the organization and providing service and information are examples of __________ power.

Accepted Answer

Information power is based on possessing knowledge that others need or want. Knowing what is going on in the organization and providing service and information are key aspects of leveraging information power.

Question 18

The __________ influencing tactic seeks the follower's input and the leader is willing to modify the objective and plans.

Accepted Answer

Consultation involves seeking the follower's input and showing a willingness to adjust plans or objectives based on that input, making it a collaborative approach to influence.

Question 19

To use rational persuasion, you must build a case based on:

Accepted Answer

The answer of To use rational persuasion, you must build...

Question 20

Rational persuasion includes:

Accepted Answer

Rational persuasion involves using logical arguments and factual evidence to convince others, which includes explaining objectives, providing evidence of future success, and pointing out potential problems.

Quiz 4: Influencing: Power, Politics, Networking, and Negotiation