Question 1

Consultation influencing tactic is also known as participative management.

Accepted Answer

A) True 
 B)False

Question 2

Reciprocity is the process of developing relationships for the purpose of socializing and politicking.

Accepted Answer

A) True 
 B)False

Question 3

What are the seven types of power?

Accepted Answer

The seven types of power are (

Question 4

Which step of "conduct networking interviews" involves getting additional contacts for your network?

Accepted Answer

Step 4 of "Conduct n

Question 5

Select a past or present job. Who did (or do) you usually go to for expertise and information? Give examples of when you went to someone for expertise and when you went to someone for information.

Accepted Answer

I used to work as a marketing manager at

Question 6

To increase your expert power:

Accepted Answer

A)  project a positive self-concept. 
B)  take all the training and educational programs your organization provides. 
C)  keep up with the latest technology. 
D)  all of the answers are correct 
A)  project a positive self-concept. 
B)  take all the training and educational programs your organization provides. 
C)  keep up with the latest technology. 
D)  all of the answers are correct

Question 7

Personal power is derived from the follower, based on the leader's behavior.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following statements regarding networking is NOT true?

Accepted Answer

A)  More people find jobs through networking than all the other methods combined. 
B)  Men are, generally, not as skilled at networking as women. 
C)  Networking is a learned skill. 
D)  Networking is about building relationships through effective communications. 
A)  More people find jobs through networking than all the other methods combined. 
B)  Men are, generally, not as skilled at networking as women. 
C)  Networking is a learned skill. 
D)  Networking is about building relationships through effective communications.

Question 9

Give a job example of how networking, reciprocity, or a coalition was used to achieve an organizational objective.

Accepted Answer

Netwroking is a process being more socia

Question 10

During the planning stage in the negotiation process, you should set four objectives: a minimum objective, a lower limit, a target objective, and an opening objective.

Accepted Answer

A) True 
 B)False

Question 11

Inspirational appeals generally work well with people whose behavior is more influenced by logical thinking.

Accepted Answer

A) True 
 B)False

Question 12

The first step of the networking process is to:

Accepted Answer

A)  develop your network. 
B)  perform a self-assessment and set goals. 
C)  create your one-minute self-sell. 
D)  conduct networking interviews. 
A)  develop your network. 
B)  perform a self-assessment and set goals. 
C)  create your one-minute self-sell. 
D)  conduct networking interviews.

Question 13

A sales rep is making a sales call to a potential corporate customer. The sales rep is explaining how the product will help the customer increase productivity using facts and figures from prior customers. Which individual tactic is the sales rep using in this situation?

Accepted Answer

A)  rational persuasion 
B)  inspirational appeals 
C)  consultation 
D)  ingratiation 
E)  personal appeals
F) exchange

G) coalition
H) legitimization
I) pressure 
A)  rational persuasion 
B)  inspirational appeals 
C)  consultation 
D)  ingratiation 
E)  personal appeals
F) exchange

G) coalition
H) legitimization
I) pressure

Question 14

How would you rate your relationship with your current or past boss? What will you do differently in the future to improve your relationship with your boss?

Accepted Answer

I would rate my relationship with my cur

Question 15

Your one-minute self-sell should end with a question to encourage two-way communication.

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

With inspirational appeal, the leader ap

Question 17

An employee goes to the tennis club around the same time as several of the mangers. Which type of political behavior is this?

Accepted Answer

A) effective 
B) ineffective 
A) effective 
B) ineffective

Question 18

The last step in the networking interview process is to:

Accepted Answer

A)  establish rapport. 
B)  ask prepared questions. 
C)  deliver your one-minute self-sell. 
D)  Follow up with a thank you note and status report 
A)  establish rapport. 
B)  ask prepared questions. 
C)  deliver your one-minute self-sell. 
D)  Follow up with a thank you note and status report

Question 19

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

Accepted Answer

The three political behaviors are (1) ne

Question 20

To increase your reward power:

Accepted Answer

A)  exercise your authority regularly. 
B)  develop your people skills. 
C)  let people know you control rewards. 
D)  use rewards for personal benefit. 
A)  exercise your authority regularly. 
B)  develop your people skills. 
C)  let people know you control rewards. 
D)  use rewards for personal benefit.

Consultation influencing tactic is also known as participative management.

Reciprocity is the process of developing relationships for the purpose of socializing and politicking.

What are the seven types of power?

Which step of "conduct networking interviews" involves getting additional contacts for your network?

Select a past or present job. Who did (or do) you usually go to for expertise and information? Give examples of when you went to someone for expertise and when you went to someone for information.

To increase your expert power:

Personal power is derived from the follower, based on the leader's behavior.

Which of the following statements regarding networking is NOT true?

Give a job example of how networking, reciprocity, or a coalition was used to achieve an organizational objective.

During the planning stage in the negotiation process, you should set four objectives: a minimum objective, a lower limit, a target objective, and an opening objective.

Inspirational appeals generally work well with people whose behavior is more influenced by logical thinking.

The first step of the networking process is to:

A sales rep is making a sales call to a potential corporate customer. The sales rep is explaining how the product will help the customer increase productivity using facts and figures from prior customers. Which individual tactic is the sales rep using in this situation?

How would you rate your relationship with your current or past boss? What will you do differently in the future to improve your relationship with your boss?

Your one-minute self-sell should end with a question to encourage two-way communication.

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

An employee goes to the tennis club around the same time as several of the mangers. Which type of political behavior is this?

The last step in the networking interview process is to:

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

To increase your reward power:

Who Is a Leader?

Who Is a Leader?

Leadership Ethics and Traits

Leadership Motivation and Behavior

Contingency Theories in Leadership

Coaching, Communication, and Conflict Skills

Followership and Leader-Member Exchange

Self-Managed Teams and Team Leadership

Transformational and Charismatic Leadership

Leadership of Ethics, Diversity, and Culture

Change Management and Strategic Leadership

The Learning Organization and Crisis Leadership

Filters

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

Consultation influencing tactic is also known as participative management.

Reciprocity is the process of developing relationships for the purpose of socializing and politicking.

What are the seven types of power?

Which step of "conduct networking interviews" involves getting additional contacts for your network?

Select a past or present job. Who did (or do) you usually go to for expertise and information? Give examples of when you went to someone for expertise and when you went to someone for information.

To increase your expert power:

Personal power is derived from the follower, based on the leader's behavior.

Which of the following statements regarding networking is NOT true?

Give a job example of how networking, reciprocity, or a coalition was used to achieve an organizational objective.

During the planning stage in the negotiation process, you should set four objectives: a minimum objective, a lower limit, a target objective, and an opening objective.

Inspirational appeals generally work well with people whose behavior is more influenced by logical thinking.

The first step of the networking process is to:

A sales rep is making a sales call to a potential corporate customer. The sales rep is explaining how the product will help the customer increase productivity using facts and figures from prior customers. Which individual tactic is the sales rep using in this situation?

How would you rate your relationship with your current or past boss? What will you do differently in the future to improve your relationship with your boss?

Your one-minute self-sell should end with a question to encourage two-way communication.

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

An employee goes to the tennis club around the same time as several of the mangers. Which type of political behavior is this?

The last step in the networking interview process is to:

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

To increase your reward power:

Who Is a Leader?

Who Is a Leader?

Leadership Ethics and Traits

Leadership Motivation and Behavior

Contingency Theories in Leadership

Coaching, Communication, and Conflict Skills

Followership and Leader-Member Exchange

Self-Managed Teams and Team Leadership

Transformational and Charismatic Leadership

Leadership of Ethics, Diversity, and Culture

Change Management and Strategic Leadership

The Learning Organization and Crisis Leadership

Filters