Deck 7: Exercising Ethical Influence

Question 1

According to Hunter and Boster, ______ highlights the way in which leaders must balance the cost of using a tactic against the goal they seek.

A) emotional-ethical threshold
B) rational persuasion
C) consultation
D) radical-ethical threshold

Answer 1

A

Question 2

______ is a proactive managerial influence tactic that offers factual evidence, explanations, and logical arguments to illustrate that a proposal or request will attain task and organization objectives.

A) Appraising
B) Rational persuasion
C) Inspirational appeals
D) Consultation

Answer 2

B

Question 3

According to Toulmin's model for developing arguments, ______ makes the link from the grounds to the claim.

A) vaping
B) warrant
C) backing
D) qualifiers

Answer 3

B

Question 4

All of the following are strategies for improving organization-wide performance through self-efficacy EXCEPT:

A) verbal persuasion
B) modeling skills as well as positive thinking and how to deal with failure
C) delivering constructive suggestions
D) improving emotional intelligence

Question 5

According to Kassing's five strategies, ______ describes consistent attempts to draw attention to a problem over an extended period of time.

A) threatening resignation
B) repetition
C) direct-factual appeals
D) solution presentations

Question 6

______ are the verbal tactics that leaders and others use to get their way.

A) Compliance-gaining strategies
B) Solution presentations
C) Feedback loops
D) Legitimizing tactics

Question 7

______ describes the social and emotional atmosphere leaders create for followers.

A) Feedback
B) Climate
C) Input
D) Output

Question 8

According to Toulmin's model for developing arguments, ______ is additional evidence that supports the warrant.

A) vaping
B) grounds
C) backing
D) qualifiers

Question 9

The ______ principle is based on the notion that when opportunities are less available, they appear more valuable.

A) liking
B) social proof
C) scarcity
D) reciprocity

Question 10

The ______ refers to negative expectations lowering performance.

A) Pygmalion effect
B) self-fulfilling prophecy
C) disadvantaged syndrome
D) Golem effect

Question 11

All of the following are suggestions from Infante to respond to those who verbally attack you EXCEPT:

A) do not reciprocate the attack
B) hold firm in your position
C) threaten to leave if the attacks don't cease
D) refute the verbally aggressive claim underlying a personal attack

Question 12

Leaders generally rely on ______ when they want to influence others who take a different side on controversial issues like immigration reform or tax increases.

A) persuasion
B) arguments
C) communication
D) direct tactics

Question 13

According to Kassing's five strategies, ______ is vowing to quit in order to get the management to respond.

A) threatening resignation
B) repetition
C) direct-factual appeals
D) solution presentations

Question 14

______ is a proactive managerial influence tactic that is meant to generate enthusiasm by appealing to values and ideas, arousing emotions.

A) Appraising
B) Rational persuasion
C) Inspirational appeals
D) Consultation

Question 15

Leadership is based on the exercise of ______.

A) power
B) control
C) influence
D) liking

Question 16

Using small commitments to leverage bigger ones is called the ______ strategy.

A) "one for the road"
B) "catching bigger fish"
C) "foot in the door"
D) "killing two birds with one stone"

Question 17

______ is hostile communication that attacks the self-concepts of others instead of (or in addition to) their stands on the issues.

A) Verbal aggressiveness
B) Communication sabotage
C) Self-confidence tactics
D) Arguments

Question 18

______ refers to the attention and focus given to followers.

A) Feedback
B) Climate
C) Input
D) Output

Question 19

The ______ refers to the fact that high self-expectation leads to high performance.

A) Galatea effect
B) Pygmalion effect
C) Goleta effect
D) Golem effect

Question 20

______, the obligation to repay others, is a universal norm of human society that encourages cooperation.

A) Obedience
B) Compliance
C) Reciprocation
D) Influence

Question 21

Bystander effect is an example of ______.

A) cognitive reasoning
B) social proof
C) social isolation
D) social reasoning

Question 22

______ are based on physical evidence, organizational policies and procedures, and personal experience.

A) Repetition
B) Direct-factual appeals
C) Solution presentations
D) Threatening resignation

Question 23

Argument is constructive, while ______ aggression is destructive.

A) verbal
B) open
C) hidden
D) nonverbal

Question 24

______ describes consistent attempts to draw attention to a problem over an extended period of time.

A) Repetition
B) Direct-factual appeals
C) Solution presentations
D) Threatening resignation

Question 25

According to Kassing's five strategies, ______ offer ideas for resolving the issue.

A) compliance-gaining strategies
B) solution presentations
C) feedback loops
D) legitimating tactics

Question 26

______ is vowing to quit in order to get the management to respond.

A) Repetition
B) Direct-factual appeals
C) Solution presentations
D) Threatening resignation

Question 27

With the proactive managerial influence tactic of apprising, there is an appeal to feelings of loyalty and friendship.

Question 28

______ is a phrase that means assuming without evidence that one event will inevitably lead to a bad result.

A) Squeaky wheel
B) Cat's meow
C) Slippery slope
D) Against a wall

Question 29

According to Toulmin's model for developing arguments, a ______ is a conclusion based on facts.

A) claim
B) backing
C) jargon
D) bargaining strategy

Question 30

______ typically adopt either a distributive or integrative approach to negotiation.

A) Bargainers
B) Leaders
C) Consumers
D) Partners

Question 31

The Watergate scandal is an example of

A) cognitive reasoning
B) social proof
C) social isolation
D) reciprocity norm

Question 32

According to Toulmin's model for developing arguments, ______ is the proof that supports it.

A) a claim
B) grounds
C) jargon
D) bargaining

Question 33

______ must exert upward influence to shape the actions, attitudes, and behaviors of their leaders if they are to function as effective, ethical followers.

A) Subordinates
B) Leaders
C) Consumers
D) Partners

Question 34

Leaders give more frequent positive ______ when they have high expectations of followers.

A) expectations
B) feedback
C) reinforcement
D) outcomes

Question 35

______ claim the right or authority to make a request; aligning the request with the organization's rules, policies, and traditions.

A) Compliance-gaining strategies
B) Solution presentations
C) Feedback loops
D) Legitimating tactics

Question 36

Communicating high ______ to everyone in the group or organization is an ethical alternative to deception and ability grouping.

A) expectations
B) feedback
C) reinforcement
D) outcomes

Question 37

______ is when onlookers fail to intervene to help shooting victims or those suffering from strokes or other health emergencies.

A) Hawthorne effect
B) Golem effect
C) Bystander effect
D) Pygmalion effect

Question 38

Ethical argument is based on the recognition of the difference between ______ and verbal aggression.

A) expression
B) negotiation
C) conflict
D) argumentation

Question 39

______ means attacking the person instead of the argument.

A) Ad hoc
B) Ad hominem
C) Verbal aggression
D) Conflict

Question 40

The ______ is the tendency to live up to the expectations others place on us.

A) Hawthorne effect
B) Golem effect
C) bystander effect
D) Pygmalion effect

Question 41

Profanity is an example of aggressive tactics.

Question 42

According to Kassing's research, of all the five strategies, threatening resignation does the most relational damage.

Question 43

Verbal aggressiveness has been linked to spousal abuse and family violence and has been found to reduce student learning and instructor credibility.

Question 44

Leaders of all kinds engage in negotiation.

Question 45

According to the four steps of principled negotiation, combining the people from the problem is the first step.

Question 46

Discuss the four channels that signal high/low expectations.

Question 47

"The United States imprisons too many of its citizens," is a form of grounds, according to Toulmin's model.

Question 48

Plagiarism is a form of faulty evidence in a position.

Question 49

Often we comply with the appearance of authority, not real authority.

Question 50

A straw argument is failing to offer evidence that supports the position.

Question 51

The principle of reciprocity is based on the idea that most of us recognize that we are more likely to comply with the requests of people we like.

Question 52

What did you learn about the Pygmalion effect that could be helpful to know in light of the expectations of leaders on their followers?

Question 53

Briefly discuss the common proactive managerial influence tactics according to Yukl.

Question 54

There are no nonverbal indicators that would classify as an aggressive tactic.

Question 55

According to Kassing's five strategies, threatening resignation means taking dissent to someone above the immediate supervisor.

Question 56

Supervisors and instructors signal positive expectations by giving adequate time to employees and students, holding appointments in pleasant surroundings, sitting or standing close to workers or class members, nodding and smiling, making frequent eye contact, and using a warm tone of voice.

Question 57

Inaccurate or incomplete citation of sources and quotations is an example of faculty reasoning in your position.

Question 58

Those tagged as low performers are given more opportunities to speak, to offer their opinions, and to disagree.

Question 59

Meeting and exceeding standards encourages leaders to raise their expectations of us.

Question 60

Discuss Kassing's five strategies that workers use to express dissent to the organizational leaders. How can leaders be aware of these strategies?

Question 61

Discuss a minimum of four questions posed by Lax and Sebenius and argue for or against using these tactics.

Question 62

Discuss the significance of communicating high expectations in regard to the leader/follower relationship.

Question 63

Discuss the elements from Toulmin's model that can help you in developing an argument.

Question 64

Discuss two significant elements of Principle U.

Question 65

Discuss Fisher, Ury, and Patton's four steps of principled negotiation.

Question 66

What are some of the ethical issues/concerns in negotiation when used in the workplace?

Question 67

Discuss Infante's five skills that make up argumentative competence. How could you apply this skills in the workplace?