Exam 5: Influencing: Politics, Power, Negotiation, and Networking

____ power is based on the user's relationship with influential people.

One of the guidelines for developing political skills is to learn the power players in your organization.

Politics is the process of gaining and using power.

A recent college graduate is trying to get a job with IBM. Her uncle works at IBM and she asked him to give her a recommendation for an open position. The college graduate is using which type of power to get the job?

Discuss the differences among legitimate, reward, coercive, and referent power.

Select a present or past manager who has or had coercive power. Give a specific example of how he or she uses or used reward and punishment to achieve an objective. Overall, how effective is (or was) this manager at using rewards and punishment?

Your one minute self-sell includes which of the following:

Explain the relationships among negotiation and conflict, influencing tactics, power, and politics.

Discuss how power and politics are related.

Can management order the end of power and politics in their organizations?

"It's not what you know, it's who you know" is an example of ____ power.

List the steps in the negotiation process.

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

Write a one-minute self-sell.

Explain the relationships among negotiation and conflict, influencing tactics, power, and politics.

____ is the process of getting a person whose support you need to join your coalition rather than compete.

What are the steps in negotiations?

Networking is a learned skill.

Because, as a manager, you can decide who receives what pay raises, bonuses, and promotions, you are using ____ power.

When you develop a rational persuasion, you should do all of the following EXCEPT: