Deck 9: Ethical Power, Politics, and Etiquette

Question 1

The relationship between a manager and an employee cannot be one of real friendship.

Answer 1

True

Question 2

The open-door policy is the practice of sharing workspace and equipment.

Answer 2

False

Question 3

Horizontal politics are your relations with your managers and with other senior members of the organization.

Answer 3

False

Question 4

One's management ability is inversely proportional to the amount of time one's door is open, both literally and figuratively.

Question 5

A person using connection power relies on personality and the relationship to gain compliance.

Question 6

Being the first one to bring up salary and benefits is job interview etiquette.

Question 7

Referent power is based on the user's ability to influence others with something of value to them.

Question 8

Power is a person's ability to influence others to do something they would not otherwise do.

Question 9

Staying away from routine tasks in favor of more complex, hard-to-evaluate tasks is a way of increasing expert power.

Question 10

One does not have to take power away from others to increase one's power base.

Question 11

When one first meets people, one should address them by their first names.

Question 12

Expert power is essential to people who have to work with people from other departments and organizations.

Question 13

An open-door policy is working from off the business premises, usually at home and on the road.

Question 14

Introducing people using proper etiquette includes presenting the lower-ranking person to the higher-ranking person, stating the higher-ranking person's name first.

Question 15

Reciprocity involves creating obligations and debts, developing alliances, and using them to accomplish objectives.

Question 16

An open-door policy does not mean that a supervisor must stop everything whenever an employee wants to see him.

Question 17

With the personal appeal tactic, you are friendly and give praise to get the person in a good mood before making your request.

Question 18

Hoteling is the sharing of workspace and equipment.

Question 19

The ingratiation tactic attempts to arouse people's enthusiasm through internalization to meet the objective.

Question 20

Reciprocity is primarily used to achieve a specific objective, whereas coalitions are developed for achieving ongoing objectives.

Question 21

"Brandon works out at the gym with the boss." Which of the following types of politics does the statement represent?

A) Administrative
B) Ethical
C) Comparative
D) Unethical

Question 22

"One of the employees has reported drunk to work." Which of the following bases of power is most appropriate for the manager to use in this situation?

A) Coercive Power
B) Connection Power
C) Reward Power
D) Legitimate Power

Question 23

"Mr. Hyde has assigned the Berkshire project to my team." Which of the following power bases has Mr. Hyde used in this situation?

A) Coercive Power
B) Connection Power
C) Reward Power
D) Legitimate Power

Question 24

A person using _____ power relies on personality and the relationship to gain compliance.

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

Question 25

The use of _____ power is appropriate when trying to maintain discipline or enforce rules.

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

Question 26

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

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

Question 27

"Kyle has shown great determination and strength under extremely challenging circumstances. I am going to have to send him and his family on a vacation on company expense to keep him going." Which of the following is being used as a way to influence Kyle?

A) Coercive Power
B) Connection Power
C) Reward Power
D) Legitimate Power

Question 28

"Kenneth has joined a club where he hopes to get acquainted with many top executives from various companies who are also members." Which of the following bases of power is Kenneth trying to improve?

A) Coercive Power
B) Connection Power
C) Reward Power
D) Legitimate Power

Question 29

"Julia has performed very well this month and her work is constantly improving." Which of the following power bases would be most appropriate in this situation?

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

Question 30

The use of _____ power is appropriate when asking people to do something that is within the scope of their jobs.

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

Question 31

_____ is a person's ability to influence others to do something they would not otherwise do.

A) Politics
B) Power
C) Distinction
D) Acumen

Question 32

Which of the following helps employees know the difference between ethical and unethical behavior in an organization?

A) Codes of conduct
B) Value added services
C) Moral police
D) Citizen's charter

Question 33

Harry has tremendous personality and charisma. He always stands up for his colleagues and although he does not have much position power, he is able to influence many people because he is so well liked. Harry has _____ power.

A) coercive
B) connection
C) referent
D) information

Question 34

"Hanna always makes the same mistake despite several warnings." Which of the following power bases would be most appropriate to use in this situation?

A) Expert
B) Connection
C) Referent
D) Coercive

Question 35

Dennis was able to get a job immediately after he got laid off by his previous employer, thanks to his colleague, Tom. Dennis is very grateful to Tom for helping him. Whenever Tom asks for help with some work, Dennis willingly obliges. Which of the following kinds of power does Tom possess?

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

Question 36

Most day-to-day business interactions are based on _____ power.

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

Question 37

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

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

Question 38

_____ power is based on the user's ability to influence others with something of value to them.

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

Question 39

The use of _____ power is particularly appropriate for people with weak, or no, position power.

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

Question 40

The use of _____ involves threats and/or punishment to influence compliance.

A) connection power
B) referent power
C) coercive power
D) legitimate Power

Question 41

Which of the following is a part of reading people?

A) Putting oneself in the place of the person one wants to persuade
B) Getting one's own expectations right
C) Careful preparation and proper presentation of arguments
D) Focusing on the larger goal when trying to persuade

Question 42

Karen, the manager of a production team, has to develop a plan along with her subordinates to change some aspects of a particular product. The changes recommended by the team need to be incorporated methodically. Which of the following influencing tactics is most appropriate for Karen to use?

A) Inspirational appeal
B) Rational persuasion
C) Ingratiation
D) Personal appeal

Question 43

"Did you finish the task I assigned to you yesterday?" Which of the following parties is being addressed in this statement?

A) Subordinates
B) Peers
C) Other departments
D) Superiors

Question 44

In using the ingratiation tactic, one must:

A) do the other person a favor first and then make the request.
B) offer compliments first and then make the request.
C) apologize for taking his time before making the request.
D) make the request first and then offer compliments.

Question 45

Which of the following should be utilized when developing an inspirational appeal?

A) Explain why your proposal is better than the competing ones.
B) Make your confidence and optimism that the objective can be met contagious.
C) Provide evidence that your objective can be met.
D) Explain how potential problems and concerns will be handled.

Question 46

Which of the following guidelines is most effective when using ingratiation?

A) Explaining how potential problems and concerns will be handled
B) Providing evidence that your objective can be met
C) Complimenting the person's past related achievements
D) Explaining the reason your objective needs to be met

Question 47

If one has done something that makes his boss look bad, which of the following should he do to reestablish good working relationship?

A) State how hard one has worked
B) Cover up your mistakes
C) Admit shortcomings and apologize
D) Become defensive of one's mistakes

Question 48

Dillon's team comprises a lot of talented individuals, yet they have not performed well. Dillon wants his team to know that they can be the best. Which of the following influencing tactics is most appropriate for Dillon to use in this situation?

A) Inspirational appeal
B) Legitimization
C) Ingratiation
D) Personal appeal

Question 49

Which of the following involves creating obligations and debts, developing alliances, and using them to accomplish ongoing objectives?

A) Reciprocity
B) Networking
C) Coalition building
D) Ingratiation

Question 50

Helen is working on a project that needs technical knowledge of automobiles. Her friend Brad is an automobile engineer but works for another company. Which of the following influencing tactics is most appropriate for Helen to use?

A) Inspirational appeal
B) Legitimization
C) Ingratiation
D) Personal appeal

Question 51

"Brad wants the files in his office right away." Which of the following parties has been mentioned in the statement?

A) Subordinates
B) Peers
C) Other departments
D) Superiors

Question 52

The _____ tactic includes logical arguments with factual evidence to persuade the person that the behavior will result in meeting the objective.

A) ingratiation
B) inspirational appeal
C) personal appeal
D) rational persuasion

Question 53

_____ is the process of developing relationship alliances with key people for the purpose of politicking.

A) Reciprocity
B) Networking
C) Coalition building
D) Ingratiation

Question 54

Sam, a supervisor, needs an extra pair of hands to complete an urgent task. George, in accounts, has worked as part of his team before and knows the job. However, George is a moody man and always has his hands full. Which of the following influencing tactics can Sam use to persuade George?

A) Inspirational appeal
B) Legitimization
C) Ingratiation
D) Rational persuasion

Question 55

Which of the following should be followed when developing personal appeals?

A) Refer to precedent
B) Link the request to a clear, appealing vision
C) Begin by stating that you need a favor and why it is important
D) Explain how potential problems and concerns will be handled

Question 56

Which of the following should be followed when using legitimization tactic?

A) Tell the person that you are counting on him or her
B) Use nonverbal communication to bring emotions to the verbal message
C) Link the request to a clear, appealing vision
D) Refer to written document

Question 57

Which of the following should be followed when developing rational persuasion?

A) Explain how potential problems and concerns will be handled.
B) Link the appeal to the person's self-concept.
C) State why the person was selected for the task.
D) Acknowledge inconvenience posed by your request.

Question 58

Neil needs to take a week-long leave to appear for his degree examinations. Which of the following influencing tactics can he use to make the request?

A) Inspirational appeal
B) Legitimization
C) Ingratiation
D) Personal appeal

Question 59

"I have to file the report and send it to accounts." Which of the following parties has been mentioned in the statement?

A) Subordinates
B) Superiors
C) Other departments
D) Peers

Question 60

_____ takes careful preparation and proper presentation of arguments and supporting evidence in an appropriate and compelling way.

A) Projection
B) Manipulation
C) Coercion
D) Persuasion

Question 61

_____ is working from off the business premises.

A) Social networking
B) Outsourcing
C) Transmuting
D) Telecommuting

Question 62

"Joe, the team leaders' meeting is scheduled for five in the evening." Which of the following parties is being addressed in this statement?

A) Subordinates
B) Peers
C) Other departments
D) Superiors

Question 63

Which of the following is proper etiquette when introducing people?

A) Presenting the higher-ranking person to the lower-ranking person
B) Stating the higher-ranking person's name first
C) Presenting the person to the group
D) Stating the lower-ranking person's name first

Question 64

Give an example, preferably from an organization for which you work or have worked, of a situation in which you had good human relations with your peers. Describe how you cooperated with, competed with, and/or criticized your peers.

Question 65

Of the five common expectations of bosses, which is your strongest area? Your weakest area? Explain your answers.

Question 66

The code of behavior expected in work situations is known as _____.

A) work ethics
B) employee charter
C) behavioral rules
D) business etiquette

Question 67

Give two examples, preferably from an organization for which you work or worked, of people using power. Identify the power base and describe the behavior and how it affected human relations and performance.

Question 68

Of the many suggestions for increasing your power bases, which two are your highest priorities for using on the job? Explain.

Question 69

Which of the following should one use to address people one meets for the first time, especially those at a higher level in the organization?

A) With titles, such as Mr. or Ms., followed by last names
B) With their first names or last names
C) With titles, such as Mr. or Ms., accompanied by first names
D) With titles, such as Mr. or Ms.

Question 70

"Denise and I always take our coffee to our desks." Which of the following parties is represented in this statement?

A) Subordinates
B) Other departments
C) Superiors
D) Peers

Question 71

Of the 10 political behaviors in Self-Assessment Exercise 9-2, which two need the most effort on your part? Which two need the least? Explain your answers.

Question 72

Assume you are hired for or promoted to a management position. Will you develop a relationship with your employees based on friendship? Describe the relationship you plan to develop.

Question 73

_____ is the sharing of workspace and equipment.

A) Dividing
B) Partaking
C) Hoteling
D) According

Question 74

Give an example of ethical and unethical politics, preferably from an organization for which you work or have worked. Describe the behavior and the consequences for all parties involved.

Question 75

Give an example of reciprocity, preferably from an organization for which you work or have worked. Explain the trade-off.

Question 76

Give an example of when you or someone else in an organization for which you work or have worked used one of the five influencing tactics to achieve an objective. Be sure to state the tactic used.

Question 77

"Nora wants me to proofread the article and send it out by eleven." Which of the following parties is being referred to in this statement?

A) Subordinates
B) Peers
C) Superiors
D) Other departments

Question 78

Does/did your present/past boss use the open-door policy? Explain.

Question 79

Which of the following is characteristic of a high power-distance organization?

A) Employees believe management should have the power and make the decisions
B) Employees want power and want to be involved with management in decision making
C) Power is expected to be shared with employees through empowerment
D) Less emphasis on social class distinction and hierarchical rank

Question 80

Which of the following is the first step in handling customer complaints?

A) Ask the customer to recommend a solution and agree on a solution
B) Prevent future complaints and follow up
C) Implement the solution quickly
D) Paraphrase the complaint and apologize