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

Information power is a form of politics.

Influencing tactics. Your company is profitable and gives merit raises (between 0 to 7 percent). You met with your manager for your annual review and thought things went very well. Although the manager never stated a specific percentage pay increase, the way he talked, you were expecting a 6 percent pay raise starting next month. When you got your next paycheck, you realized that the raise was only 3 percent, so you contacted the payroll department. Payroll stated that your manager put in for a 3 percent pay raise. You know that some of your peers got 5 percent and they are not as productive as you. You believe you earned the 6 percent and have decided to talk to your manager to try to get it. A. What are some of the things that you should consider in planning your talk with the manager? B. Which influencing tactic(s) will you use to help persuade your manager to give you the 6 percent raise? C. What behavior will you use (what will you do and say)?

Experts commonly use the inspirational appeals influencing tactic.

What is ingratiation influencing?

To increase connection power, follow the guidelines for using rational persuasion.

To persuade another person whose behavior is influenced more by thinking than emotion, you would use the tactic of

The manager likes to use employee participation and does not like to have to give direct instructions. However, there are times when it is necessary to give direct assignments. When the manager has to give directives, he tends to be very polite. He usually asks if the employee will take the assignment and gives personal thanks. The manager is using which type of power to get the job done?

The negotiation process has three, and possibly four, steps: plan, negotiations, possibly a postponement, and an agreement or no agreement.

Experts commonly use:

A positive self-concept is an important component of expert power.

Expert power is a form of position power.

Legitimate power is based on the person's seniority in the organization.

Which of the following statements regarding coercion is false?

During negotiations, which of the following should you do?

An important part of reward power is having control over resources.

In the planning stage of the negotiation process, the first step is to set objectives.

The use of referent power is appropriate for:

____ is commonly used to achieve a specific objective.

When negotiating, one thing to remember is that when the other party becomes resistant to making the agreement, a hard sale is generally the best tactic.

Describe how money and politics have a similar use.