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

Question 1

To get the most out of rational persuasion, you must show evidence that the objective can be met.

Answer 1

True

Question 2

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

Answer 2

False

Question 3

Rational persuasion is based on the rationing of information.

Answer 3

False

Question 4

Leaders who use inspirational appeals are effective at gaining commitment of followers.

Question 5

To be inspirational, you need to understand the values, hopes, fears, and goals of followers.

Question 6

Cross-functional teams may be built on expert power.

Question 7

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

Question 8

Political skills are a part of power.

Question 9

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

Question 10

Part of the networking process is marketing yourself.

Question 11

Before you can network, you must understand your goals.

Question 12

Building your network includes helping others.

Question 13

Negotiating is about getting what you want, but at the same time developing ongoing relationships.

Question 14

Ethically speaking, there is a difference between withholding information and lying.

Question 15

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

A) personal
B) position
C) political
D) coercive

Question 16

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

A) Reward
B) Coercive
C) Personal
D) Position

Question 17

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

A) reward
B) information
C) personal
D) position

Question 18

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

A) coaching
B) consultation
C) persuasive
D) inspirational

Question 19

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

A) the facts
B) your desired outcome
C) the other party's needs
D) the organizational objectives

Question 20

Rational persuasion includes:

A) explaining objectives
B) providing evidence of future success
C) pointing out potential problems
D) all of the answers are correct

Question 21

The incentive for exchange when using reward power can be:

A) new information
B) assistance
C) career development opportunities
D) all of the answers are correct

Question 22

Which of the following is best used for maintaining discipline?

A) coercive power
B) legitimate power
C) consultative power
D) participative management

Question 23

Inspirational appeals work best when:

A) they are based on objectives
B) they focus on what the follower wants
C) they form coalitions
D) they are based on emotions

Question 24

To be inspirational, you need to understand the follower's:

A) hopes
B) fears
C) goals
D) all of the answers are correct

Question 25

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

A) superiors
B) peers
C) subordinates
D) outsiders
E) all of the answers are correct

Question 26

Which one of the following is NOT a political behavior?

A) gain recognition
B) be loyal
C) develop good working relationships
D) focus on performance solely

Question 27

Of the activities that managers engage, __________ has the most relative contribution to management advancement success.

A) communication
B) human resource management
C) networking
D) traditional management

Question 28

The networking process includes which of the following?

A) setting goals
B) conducting interviews
C) helping others
D) all of the answers are correct

Question 29

The key to networking is good __________.

A) leadership
B) experience
C) personality
D) communication

Question 30

In the networking interview, you should:

A) build rapport
B) ask questions
C) ask for more contacts
D) offer help
E) all of the answers are correct

Question 31

Success or failure in negotiating is often based on:

A) preparation
B) tradeoffs
C) responses to questions
D) rapport

Question 32

Should people be judged based on their social skills?

Question 33

Do you believe that networking is really all that important?

Question 34

Do people really need a written networking list?

Question 35

APPLYING THE CONCEPT

-A sales rep is trying to close a big sale with a new corporate customer. The sales rep states a few other major corporate customers and says that the potential customer may call them for a reference, to influence the customer to buy the product. These current customers have agreed to give a good recommendation if potential customers call them. Which individual tactic is the sales rep using in this situation to make the sale?

A) rational persuasion
B) inspirational appeals
C) consultation
D) ingratiation
E) personal appeals
F) exchange
G) coalition
H)legitimization
I)pressure

Question 36

APPLYING THE CONCEPT

-An employee talks negatively about his boss to coworkers on a regular basis. Which type of political behavior is this?

A) effective
B) ineffective

Question 37

Select a job. Who did (or do) you usually go to for expertise and information? Give an example of when you went to someone for expertise and when you went to someone for information.

Question 38

Think of a present or past manager. Which type of power does (or did) the manager use most often? Explain. Which one or two suggestions for increasing your power base are the most relevant to you? Explain.

Question 39

Give three different influencing tactics you or someone else used to achieve an objective in an organization you have worked for.

Question 40

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