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

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

Part of the networking process is marketing yourself.

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

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

The incentive for exchange when using reward power can be:

Do you believe that networking is really all that important?

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

To use the coalition influencing tactic, you can enlist the help of __________.

Success or failure in negotiating is often based on:

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

Inspirational appeals work best when:

Which of the following is best used for maintaining discipline?

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

Rational persuasion includes:

Building your network includes helping others.

The key to networking is good __________.

Which one or two suggestions for developing political skills are the most relevant to you? Explain.

Cross-functional teams may be built on expert power.

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

Which one of the following is NOT a political behavior?