Question 1

You are buying a house.The seller recently lowered the asking price,but the price is still higher than your initial offer.The broker states,"The seller lowered his price,and I think you should raise your offer." What type of influence strategy is being utilized?
A) Retribution
B) Reciprocity
C) Reason
D) Coercion

Accepted Answer

The broker is using the principle of reciprocity, which suggests that if someone does something for you, you should do something for them in return. In this case, because the seller lowered the asking price, the broker suggests you should reciprocate by raising your offer.

Question 2

Your boss is discussing power and influence and states,"Power is a necessary precondition for influence." Should you agree or disagree?
A) You should agree.
B) You should disagree.
C) There is not enough information to decide.

Accepted Answer

Power is often considered a necessary precondition for influence because it provides the capacity to affect others' behaviors, beliefs, or attitudes, which is essential for exerting influence.

Question 3

Strategy(ies)that neutralize reciprocity strategies include (1)confront the exploiting individual directly,(2)examine the intent of any favor-giving activity,and (3)confront the individual who is using manipulative bargaining tactics.Which statements are correct?
A) All three statements are correct.
B) Only statement 3 is correct.
C) Statements 2 and 3 are correct.
D) Statements 1 and 3 are correct.
E) Only statement 1 is correct.

Accepted Answer

The answer of Strategy(ies)that neutralize reciprocity strategies include (1)confront the...

Question 4

Your boss asks,"I've talked to others in your group and they have agreed to work this weekend.Can I count on you?" To offset this influence,what should you say?
A) "Normally, I could, but I have a meeting with our client this weekend to assess the problems we have with shipping. If you give me more warning next time, maybe I can help out. Maybe you should hire a temp this time."
B) "Why can't you do it?"
C) "I understand the problem. However, I also have a meeting scheduled with our major client to discuss some problems they had with our last shipment. Do you suppose we could employ a temp or should I cancel my meeting?"
D) "I can't do it. Get someone else."

Accepted Answer

This response acknowledges the request and offers a potential solution while also highlighting the importance of a meeting with a major client. It shows a willingness to help but also prioritizes important business relationships. Option A mentions a meeting with a client but also hints that it could be rescheduled if given more notice, which may not be the case. Option B is confrontational and unhelpful. Option D is dismissive and uncooperative.

Question 5

The strength of one's personal powers would impact which influence strategy the most?
A) Retribution
B) Reciprocity
C) Reason

Accepted Answer

Reason as an influence strategy relies heavily on the ability to present logical arguments and evidence, which is significantly enhanced by one's personal knowledge, expertise, and persuasive skills. These are all aspects of an individual's personal powers.

Question 6

If you increased your influence with your boss by drawing her attention to problems that concern you,what have you done?
A) Utilized the concept of "benefiting the boss"
B) Utilized the concept of "issue selling"
C) Utilized the concept of "relevance"
D) Utilized the concept of "visibility"

Accepted Answer

By drawing attention to problems that concern you, you are utilizing the concept of "issue selling." This means that you are persuading your boss to pay attention to an issue that you feel is important, in order to bring about a positive change or resolution. This can increase your influence with your boss, as it shows that you are engaged and proactive in addressing issues that affect the team or organization.

Question 7

Management is looking for someone to work the holidays.You believe that management would think better of you if you worked the holidays.If you work the holidays,which influence strategy was utilized?
A) Retribution
B) Reciprocity
C) Reason
D) Expert

Accepted Answer

The influence strategy utilized in this situation is reciprocity. By working during the holidays, the individual expects that management will think better of them, and this could lead to potential favors or benefits in the future through the principle of reciprocity - the belief that individuals should help those who have helped them.

Question 8

You have received a letter from North American Family Publishers sweepstakes with pictures of Dick McMahon and Ed Clark that states,"You are our newest $10 million winner!* However,you must act in 24 hours by buying numerous magazine subscriptions to secure your prize." You read further to find the fine print that says,"*Only if you have the winning number." What influence strategy is being utilized?
A) Retribution
B) Reciprocity
C) Reason
D) Expert

Accepted Answer

The answer of You have received a letter from North...

Question 9

If you use an influence strategy that makes others want to do what you say,which influence strategy are you using?
A) Retribution approach
B) Reciprocity approach
C) Reason approach
D) Relevance approach

Accepted Answer

The reason approach seeks to influence others by using logic, facts, and rational arguments to persuade them to do what you want. It aims to convince others that your proposal is the best option based on the information provided. Thus, this approach makes others want to do what you say by appealing to their rational side rather than emotional or coercive means.

Question 10

A friend came to you and stated,"I am flunking my management class.I need to pass or I won't graduate.Will you please help me?" Your friend is using which influence strategy?
A) Retribution
B) Reciprocity
C) Reason
D) Legitimacy
E) Centrality

Accepted Answer

The friend is using the influence strategy of reason by explaining their situation and asking for help in a logical and persuasive manner.

Question 11

If you use the influence strategy that helps others to see why they should do what you say,which influence strategy are you using?
A) Retribution approach
B) Reciprocity approach
C) Reason approach
D) Positional approach

Accepted Answer

The reason approach involves providing logical and rational reasons why others should comply with your request or suggestion. It appeals to their sense of logic and helps them understand why it is beneficial to do what you are asking. The retribution approach involves the use of threats or punishment, the reciprocity approach involves offering something in return, and the positional approach involves relying on your position or authority to get others to comply.

Question 12

What is included in strategies that neutralize retribution?
A) Confronting the person who is trying to intimidate you
B) Refusing to bargain with the person
C) Confronting the logic of the person's request

Accepted Answer

The answer of What is included in strategies that neutralize...

Question 13

Which of the following influence strategies are the most egalitarian in nature?
A) Retribution
B) Reciprocity
C) Reason
D) Relevance

Accepted Answer

Reasoning is based on logical arguments and appeals to the other person's rationality. It does not rely on hierarchy or status and treats individuals as equals, making it a more egalitarian influence strategy. Retribution, on the other hand, involves punishment or threat of punishment, which is not egalitarian. Reciprocity and relevance may or may not be egalitarian depending on the context in which they are used.

Question 14

Which influence strategy respects the rights of others,honors the concept of fairness,and attempts to strengthen the ongoing relationships between parties?
A) Retribution
B) Reciprocity
C) Reason
D) Positional
E) Centrality

Accepted Answer

Reciprocity is the influence strategy that respects the rights of others, honors the concept of fairness, and attempts to strengthen the ongoing relationship between parties. It involves giving something to someone and expecting something of equal value in return. This creates a sense of obligation on the part of the recipient to reciprocate the gesture, and the relationship is strengthened as a result. Retribution, on the other hand, involves punishing someone for their actions and does not necessarily honor the concept of fairness. Reason and Positional strategies may or may not respect the rights of others and honor fairness, and Centrality is not a recognized influence strategy.

Question 15

One should use reciprocity when (1)there is sufficient time to reach satisfactory agreements,(2)no other alternatives exist,and (3)quality and innovation are not important.Which statements are correct?
A) All three statements are correct.
B) Statements 2 and 3 are correct.
C) Only statement 2 is correct.
D) Only statement 1 is correct.
E) Statements 1 and 3 are correct.

Accepted Answer

Reciprocity, a principle often used in negotiations, is most effective when there is sufficient time to reach satisfactory agreements. The other statements are incorrect because having no alternatives is not a prerequisite for using reciprocity, and quality and innovation can still be important in negotiations where reciprocity is applied.

Question 16

A co-worker tells you that an effective strategy for capturing managers' attention is to make it clear the issue can be resolved.Is this good advice?
A) Yes
B) No
C) Who knows? Not enough information is provided.

Accepted Answer

Making it clear that an issue can be resolved can help managers prioritize it and take action, as they are more likely to allocate resources towards a problem that has a potential solution. Therefore, this can be an effective strategy for capturing their attention.

Question 17

Which of the following is true about neutralizing retribution strategies?
A) You should avoid directly confronting exploitative people because they will use their power to seek retribution against you.
B) If necessary, you should actively resist, and "fight fire with fire."
C) You should move away from mutual dependence.
D) You should examine the intent of your superior's gift-giving

Accepted Answer

The answer of Which of the following is true about...

Question 18

Disadvantage(s)to using reciprocity are (1)considerable time required to build trust,(2)engenders resentment,and (3)encourages people to feel the terms of assignments are open for negotiation.Which statements are correct?
A) All three statements are correct.
B) Only statement 3 is correct.
C) Statements 2 and 3 are correct.
D) Statements 1 and 3 are correct.
E) Only statement 1 is correct.

Accepted Answer

The answer of Disadvantage(s)to using reciprocity are (1)considerable time required...

Question 19

If you are trying to influence the agenda of your boss,which influence strategy is most appropriate?
A) Retribution
B) Reciprocity
C) Reason
D) Positional power

Accepted Answer

Using reason is the most appropriate influence strategy when trying to influence the agenda of your boss. It involves presenting logical and evidence-based arguments that support your desired outcome. This approach is more likely to be successful as it shows a willingness to collaborate and find mutually-beneficial solutions rather than using coercive or aggressive methods such as retribution, and relying on positional power. Reciprocity could also be used, but it relies on the expectation of receiving something in return, which may not always be feasible in a boss-subordinate relationship.

Question 20

One should use reason when (1)adequate time for extensive discussion exists,(2)parties share mutual respect and credibility,and (3)needs are specific and short term.Which statements are correct?
A) All three statements are correct.
B) Statements 1 and 2 are correct.
C) Only statement 2 is correct.
D) Only statement 1 is correct.
E) Statements 1 and 3 are correct.

Accepted Answer

Statement 1 is only partially correct because while it is important to have adequate time for extensive discussion, reason can still be used in situations where time is limited. 
Statement 2 is important because mutual respect and credibility establish a conducive environment for reasoning and discussion. 
Statement 3 is not entirely accurate because reason can be used for both specific and long-term needs, but the specificity of needs does make the reasoning process more efficient.

Quiz 5: Gaining Power and Influence

You are buying a house.The seller recently lowered the asking price,but the price is still higher than your initial offer.The broker states,"The seller lowered his price,and I think you should raise your offer." What type of influence strategy is being utilized?

Your boss is discussing power and influence and states,"Power is a necessary precondition for influence." Should you agree or disagree?

Strategy(ies) that neutralize reciprocity strategies include (1) confront the exploiting individual directly,(2) examine the intent of any favor-giving activity,and (3) confront the individual who is using manipulative bargaining tactics.Which statements are correct?

Your boss asks,"I've talked to others in your group and they have agreed to work this weekend.Can I count on you?" To offset this influence,what should you say?

The strength of one's personal powers would impact which influence strategy the most?

If you increased your influence with your boss by drawing her attention to problems that concern you,what have you done?

Management is looking for someone to work the holidays.You believe that management would think better of you if you worked the holidays.If you work the holidays,which influence strategy was utilized?

If you use an influence strategy that makes others want to do what you say,which influence strategy are you using?

A friend came to you and stated,"I am flunking my management class.I need to pass or I won't graduate.Will you please help me?" Your friend is using which influence strategy?

If you use the influence strategy that helps others to see why they should do what you say,which influence strategy are you using?

What is included in strategies that neutralize retribution?

Which of the following influence strategies are the most egalitarian in nature?

Which influence strategy respects the rights of others,honors the concept of fairness,and attempts to strengthen the ongoing relationships between parties?

One should use reciprocity when (1) there is sufficient time to reach satisfactory agreements,(2) no other alternatives exist,and (3) quality and innovation are not important.Which statements are correct?

A co-worker tells you that an effective strategy for capturing managers' attention is to make it clear the issue can be resolved.Is this good advice?

Which of the following is true about neutralizing retribution strategies?

Disadvantage(s) to using reciprocity are (1) considerable time required to build trust,(2) engenders resentment,and (3) encourages people to feel the terms of assignments are open for negotiation.Which statements are correct?

If you are trying to influence the agenda of your boss,which influence strategy is most appropriate?

One should use reason when (1) adequate time for extensive discussion exists,(2) parties share mutual respect and credibility,and (3) needs are specific and short term.Which statements are correct?