Exam 8: Using Power and Influence

Frieda,who reports to Shauna,questions the overtime schedule for the weekend.At the end of the discussion,Frieda says,"OK.I'll do it.Thanks for the opportunity to meet the head office representative that recommended you for promotion.You know,I want to be just like you! If I can follow in your career steps here,I'll be happy to work every weekend." Which part of Shauna's power base did Frieda acknowledge?

Over-promising and over-delivering is a good strategy for creating positive relationships.

Should managers try to build their coercive power base?

Anna,who reports to Cynthia,questions the overtime schedule for the weekend.At the end of the discussion,Anna says,"OK.I'll do it.You are the boss." Which part of Cynthia's power base did Anna acknowledge?

In introductions,when positive information is given first,people are more likely to ignore later information.

You have just started on your new,high-profile job in Seattle.You landed the job mostly because of your expertise in a niche area of technology.Soon after joining,your boss gives you the responsibility of undertaking a project in your area of expertise.You start enthusiastically,but soon realize that the project will require substantial help and inputs from many of your new co-workers and their bosses.Your problem is that you do not know anyone in your workplace and you do not have any authority over the colleagues whose help you need.Which French and Raven's power bases will you be able to use? How do you plan to use them?

Identify a few myths of power and influence.

Compliance is characterized by doing only what is required by a request-and nothing more.

Having a positive outlook on needing help and about soliciting support is important for building a good social network.

Jacob,while hiring a college placement counselor for his son,asked himself,"Is this authority truly an expert?" How did this question provide a defense against the social influence weapon of appeals to authority?

_____ is a social influence weapon.

Madge,who reports to Yvonne,questions the overtime schedule for the weekend.At the end of the discussion,Madge says,"Sorry I bothered you.Of course I'll do it.I was just asking about the schedule.Please don't write me up for insubordination." Which part of Yvonne's power base did Madge acknowledge?

James,Daniel,and Frank own an electronics shop,one-third each.James likes merchandise with snob appeal.Daniel wants to stock old,traditional items.Frank orders anything that is new.Which of the following weapons of social influence are the three trying to use?

Discuss the three possible outcomes of influence tactics.What are the most likely outcomes of the nine influence tactics?

Don owns and operates Don's House,a suburban restaurant in a large metropolitan area.He took Coogie,his assistant manager,to the monthly dinner meeting of the local restaurant owner's association.The restaurant owners take turns hosting the event,providing dinner for each other.Each restaurant shares a taste of some agreed upon menu item.Last month,Don's chicken salad was voted "the best chicken salad in town." So,tonight Don is supposed to share the recipe with the group at Harry's Harmony Palace.Next week,all member restaurants will feature "Don's chicken salad" as a menu special,with a footnote about Don's House.The free publicity practically guaranteed Don new visitors from all over town.Don and Coogie arrived early,going around the room.Other owners greeted Don warmly and congratulated him for the chicken salad and admired the picture of his new grandson,Don Jr.Don introduced Coogie to each one in turn,saying,"Coogie,this is [owner's name] from [owner's restaurant].They have the best [something] in town.Coogie here perfected my chicken salad recipe!" Coogie did not remember any of the names,and had forgotten all his chicken salad stories by the time they finally sat down.Ray from "The Place in the Shade" won the onion soup competition.On the way home,Coogie commented,"That was terrific! You know everyone in town! How did this start? Whoever heard of sharing favorite recipes? They really liked my chicken salad,didn't they? Thanks,Don.I feel like I made some new friends tonight." Don commented,"Thank yourself,kid.It was your recipe.It was my pleasure to help you show it off.They are a great bunch of guys.Me and Ray started this,I guess,about 15 years ago,him on the east side and me out on the west.We'd run into each other at that little market downtown on Thursday mornings.Pedro,the market owner,introduced us one day.We started talking about business and stuff.Our kids were the same age,liked the same sports,that kind of stuff.People here don't try new places on their own.So,we hit on the idea of mentioning each other's restaurant to our steady customers,telling them to try something different once in a while.Pretty soon,the other guys started hanging out with us and we decided to do the dinner routine.We formed the association to put that little decal doodad in our front windows.Customers like that kind of stuff,you know.Want to come again next month? Maybe we can work on the names a little bit beforehand.I almost died laughing when you called Tubby Jones 'Sir.' That was terrific." Please refer to this scenario for the following question. Help Don grow his business.Make your suggestions in the context of the six social influence weapons.Tell him how to guard against misusing them.

Chad watched as his friend,Ned,learned the hard way that some influence tactics generate resistance.The employees pay little or no attention to what Ned has requested of them.Chad has a major project for his team.It needs to be completed on time,on budget.Ned suggests using pressure tactics,but which influence tactic do you think Chad should use?

Greg wants his mechanics and material handlers to work double shifts for two weeks without extra pay to fulfill contract requirements.If Greg's firm does not make the deadline,Greg anticipates a major layoff and possible plant closing.Greg prepares a 100-page report full of charts,data,deadlines,etc.He has all the information needed to explain the situation to his employees.Irwin,a consultant,advises Greg to combine an inspirational appeal with the solid rational persuasion he has prepared.Was Irwin right?

Cialdini's social influence weapons include reciprocity and social proof.

Behavioral norms influence individual behavior through the imposition,or threat of imposition,of sanctions.

Whenever George meets someone new at an investor's meeting,he immediately introduces (or tries to introduce)that person to three others.Which of Levy's name principles does George use?