Deck 13: Leadership: Power and Negotiation

Question 1

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

Answer 1

False

Question 2

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

Answer 2

True

Question 3

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

Answer 3

True

Question 4

Referent power operates primarily on the principle of fear.

Question 5

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

Question 6

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 7

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

Question 8

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

Question 9

Influence most frequently occurs downward in organizations.

Question 10

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

Question 11

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

Question 12

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

Question 13

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

Question 14

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

Question 15

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

Question 16

Social astuteness refers to an adeptness at identifying and developing diverse contacts.

Question 17

For a leader,compliance is the best 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 18

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

Question 19

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

Question 20

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

Question 21

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 22

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

Question 23

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 24

_____ 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 25

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

Question 26

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

Question 27

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

Question 28

Power and influence have a moderate negative effect on organizational commitment.

Question 29

All the statements below are true about legitimate power EXCEPT:

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 30

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

Question 31

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 32

Martin George is the vice president (Finance)of Rutherford Inc.His position and title in the company gives him _____ power.

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

Question 33

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

Question 34

Joanne is the store manager at Glitter,a jewelry store.New merchandise has arrived which needs to be priced and displayed soon,before the festive season.She asks all the sales staff to stay back after 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 35

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 36

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

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

Question 37

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

Question 38

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 39

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

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

Question 40

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 41

_____ 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 42

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 43

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

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

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

_____ 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 46

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 47

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 48

Andrew,the Student Body 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 sportsman.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 49

_____ 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 50

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 Jake _____ power in the hospital.

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

Question 51

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

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

Question 52

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 53

Leaders that 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 54

Rebecca is the head of the primary department at La Perouse 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 and 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 55

Roger Federer is an icon in tennis.Many aspiring tennis players try to emulate him.Federer's iconic status gives him _____ power.

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

Question 56

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

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

Question 57

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

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

Question 58

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 team in the company.Which contingency factor gives Richard the power to influence the members of the marketing team?

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

Question 59

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 60

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 61

"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 62

"Sucking up" refers to which of the following influence tactics?

A)Apprising
B)Ingratiation
C)Coalition
D)Personal appeals
E)Exchange

Question 63

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 64

"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 65

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.

Question 66

_____ is the use of favors,compliments,or friendly behavior to make the target feel better about the influencer.

A)Centrality
B)Personal appeal
C)Consultation
D)Ingratiation
E)Internalization

Question 67

_____ is the use of logical arguments and hard facts to show the target that a request is a worthwhile one.

A)Rational persuasion
B)Internalization
C)Consultation
D)Ingratiation
E)Visibility

Question 68

Gregory is a manager in an insurance company and heads a team of 30 agents.In order to meet the company's target,every agent needs to increase his or her target for the month by 15 percent.Gregory promises his agents a bonus if the company's target is met.Which influence tactic is Gregory using?

A)Pressure
B)Ingratiation
C)Coalition
D)Personal appeal
E)Exchange

Question 69

The dean of a reputed B-school has decided to pursue a coveted accreditation for the college.To get the faculty's buy-in and support,he has created a faculty-driven process whereby members of the faculty participate and carry out the accreditation process under his guidance.This approach has increased the commitment of the faculty,who now have a stake in seeing the process succeed and the goal of accreditation accomplished.Identify the influence tactic used by the dean.

A)Rational persuasion
B)Personal appeals
C)Consultation
D)Ingratiation
E)Exchange

Question 70

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

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

Question 71

To influence others using _____,leaders must have insight into the kinds of things are important to the target.

A)rational persuasion
B)inspirational appeals
C)consultation
D)internalization
E)pressure tactics

Question 72

Which of the following influence tactics increases commitment from the target who has a stake in seeing that his or her opinions were right?

A)Rational persuasion
B)Personal appeals
C)Consultation
D)Ingratiation
E)Exchange

Question 73

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 74

Just before the final football game of the season,the captain of the team made an emotional appeal to all his teammates to win the last game for their coach,who passed away recently.Which of the following influence tactics did the captain use?

A)Rational appeal
B)Inspirational appeal
C)Consultation
D)Collaboration
E)Coalition

Question 75

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 76

_____ is the use of an actual behavior that causes behavioral or attitudinal changes in others.

A)Influence
B)Discretion
C)Power
D)Internalization
E)Visibility

Question 77

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 78

"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 79

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

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

Question 80

_____ involves the leader helping complete the task,providing required resources,or removing obstacles that make task completion difficult.

A)Rational persuasion
B)Personal appeal
C)Collaboration
D)Ingratiation
E)Internalization