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

Power can be ethical and unethical.

What are the nine influencing tactics?

Your one-minute self-sell should include hobbies and other outside interests.

How would you rate your negotiation skills? What will you do differently in the future to improve your negotiation skills?

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

Which influencing tactics do you tend to use most and least? How will you change and develop the ability to influence using influencing tactics?

Giving employees praise, recognition, pay raises or bonuses are examples of reward power.

Politics:

Write three questions to ask during a networking interview.

The process of gaining and using power is ____.

Personal power is derived from top management, and it is delegated down the chain of command.

Coercion involves making rash threats.

What is ingratiation influencing?

State two or three of your accomplishments and a networking goal.

The company has a monthly newsletter and asks employees to submit information about themselves and their accomplishments to be printed. Julio sends in information regularly. Which type of political behavior is this?

What are the three political behaviors and four guidelines for developing political skills?

A production manager has a machine that broke down. The production manager is calling the maintenance department about coming to fix the machine. Select the most appropriate individual tactic for this situation.

Negotiation skills can be developed.

Gaining recognition is a good way to develop political skills.

Referent power is based on the user's personal relationships with others.