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

Not giving information that is not asked for and lying to the other party is essentially considered to be the same thing during negotiations.

What is the difference between inspirational appeal and personal appeal influencing?

The manager uses her position as manager to get employees to do their jobs. The manager tells employees the tasks that need to be accomplished and expects the job to get done. Employee evaluations reflect their performance. The manager is using which type of power to get the job done?

Co-optation is the process of developing relationships for the purpose of socializing and politicking.

Organizational politics are not related to influencing tactics.

To increase your legitimate power, you should be persistent.

____ power is based on the user's skill and knowledge.

Write a networking goal.

Do you believe that most managers use influencing (power, politics, networking, and negotiating) for the good of the organization, or for their own personal benefit? What can be done to help managers be more ethical in influencing others?

What should a one-minute self-sell include?

How many interview questions should you bring to a networking interview?

To increase your coercive power:

Expert power is based on the user's skills and knowledge.

The ingratiation influencing tactic can be used by paying compliments to others.

Your self-assessment should focus on your accomplishments.

Your one-minute self-sell should do all of the following EXCEPT:

Under what circumstances is power ethical?

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?

The key to successful negotiations is for all parties to get:

To get people in a good mood, the ____ influencing tactic may be used by being friendly and praising others before you ask them for what you want.