Question 1

Rational persuasion is based on the rationing of information.

Accepted Answer

A) True 
 B)False  False

Question 2

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

Accepted Answer

A) True 
 B)False  True

Question 3

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

Accepted Answer

1. Rational persuasion: This tactic involves using logical arguments and factual evidence to convince others to support your ideas or objectives. For example, I used rational persuasion to gain buy-in for a new project by presenting data on potential cost savings and improved efficiency.

2. Coalition building: This tactic involves enlisting the support of others to help influence decision-makers. I have seen colleagues form alliances with key stakeholders to build support for a new initiative or change in strategy.

3. Ingratiation: This tactic involves using flattery or building rapport with others to gain their support. I have observed individuals complimenting and befriending influential colleagues in order to gain their favor and support for their objectives.

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

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.

Accepted Answer

The answer of Think of a present or past manager....

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

Do people really need a written networking list?

Accepted Answer

The answer of Do people really need a written networking...

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

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

Question 10

Should people be judged based on their social skills?

Accepted Answer

The answer of Should people be judged based on their...

Question 11

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.

Accepted Answer

The answer of Select a job. Who did (or do)...

Question 12

Political skills are a part of power.

Accepted Answer

A) True 
 B)False

Question 13

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

Accepted Answer

A) True 
 B)False

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

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

Accepted Answer

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

Question 16

The networking process includes which of the following?

Accepted Answer

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

Question 17

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

Accepted Answer

A)   effective
B)   ineffective

Question 18

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?

Accepted Answer

A)   rational persuasion
B)   inspirational appeals
C)   consultation
D)   ingratiation
E)   personal appealsF)  exchangeG)  coalitionH) legitimizationI) pressure

Question 19

In the networking interview, you should:

Accepted Answer

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

Question 20

Before you can network, you must understand your goals.

Accepted Answer

A) True 
 B)False

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

Rational persuasion is based on the rationing of information.

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

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

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

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.

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

Do people really need a written networking list?

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

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

Should people be judged based on their social skills?

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.

Political skills are a part of power.

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

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

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

The networking process includes which of the following?

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

In the networking interview, you should:

Before you can network, you must understand your goals.