Question 1

Distortion of information includes:

Accepted Answer

A)  giving a biased interpretation of data. 
B)  presenting false information. 
C)  selective editing. 
D)  all of the answers are correct 
A)  giving a biased interpretation of data. 
B)  presenting false information. 
C)  selective editing. 
D)  all of the answers are correct

Question 2

In contrast to a job interview, you are the interviewer in a networking interview.

Accepted Answer

A) True 
 B)False

Question 3

Under what circumstances is power ethical?

Accepted Answer

A)  Under no circumstances 
B)  When you use it to promote your self-interests 
C)  when you manipulate others at their expense for the greater good 
D)  When it is used to meet organizational objectives and those of its members 
A)  Under no circumstances 
B)  When you use it to promote your self-interests 
C)  when you manipulate others at their expense for the greater good 
D)  When it is used to meet organizational objectives and those of its members

Question 4

The new product development team is getting close to finishing a new product and the deadline is coming closer. The manager has decided to give the team a pep talk to get them to finish. Which individual tactic is the manager 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 5

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

Accepted Answer

A) True 
 B)False

Question 6

Politics is the process of gaining and using power.

Accepted Answer

A) True 
 B)False

Question 7

What are the steps in planning a negotiation?

Accepted Answer

The steps to planning a negotiation are

Question 8

When there doesn't seem to be any progress, it may be wise to ____ the negotiations.

Accepted Answer

A)  cease 
B)  concede 
C)  comply 
D)  postpone 
A)  cease 
B)  concede 
C)  comply 
D)  postpone

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

A)  Expert 
B)  Information 
C)  Referent 
D)  Legitimate 
A)  Expert 
B)  Information 
C)  Referent 
D)  Legitimate

Question 11

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?

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 12

Based on Skill-Development Exercise 2-Influencing, Power, and Politics-write your plan for one of the skill areas.

Accepted Answer

The answer of Based on Skill-Development Exercise 2-Influencing, Power, and...

Question 13

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

Accepted Answer

Step 4 of "Conduct n

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

What type of situation (win/lose) is the goal of negotiation?

Accepted Answer

Because negotiation is often a zero-sum

Question 16

Most day-to-day manager-employee interactions are based on ____ power.

Accepted Answer

A)  legitimate 
B)  reward 
C)  coercive 
D)  referent 
A)  legitimate 
B)  reward 
C)  coercive 
D)  referent

Question 17

Describe how money and power have a similar use.

Accepted Answer

Money and politics have a simi

Question 18

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

Accepted Answer

Legitimate, reward, and coercive power a

Question 19

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

Accepted Answer

Step 4 of "Conduct n

Question 20

List the steps in the negotiation process.

Accepted Answer

The first step in the negotiat

Distortion of information includes:

In contrast to a job interview, you are the interviewer in a networking interview.

Under what circumstances is power ethical?

The new product development team is getting close to finishing a new product and the deadline is coming closer. The manager has decided to give the team a pep talk to get them to finish. Which individual tactic is the manager using in this situation?

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

Politics is the process of gaining and using power.

What are the steps in planning a negotiation?

When there doesn't seem to be any progress, it may be wise to ____ the negotiations.

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

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

Based on Skill-Development Exercise 2-Influencing, Power, and Politics-write your plan for one of the skill areas.

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

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

What type of situation (win/lose) is the goal of negotiation?

Most day-to-day manager-employee interactions are based on ____ power.

Describe how money and power have a similar use.

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

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

List the steps in the negotiation process.

Who Is a Leader

Leadership Ethics and Traits

Leadership Motivation and Behavior

Contingency Theories in Leadership

Coaching, Communication, and Conflict Skills

Follower-ship 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

Distortion of information includes:

In contrast to a job interview, you are the interviewer in a networking interview.

Under what circumstances is power ethical?

The new product development team is getting close to finishing a new product and the deadline is coming closer. The manager has decided to give the team a pep talk to get them to finish. Which individual tactic is the manager using in this situation?

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

Politics is the process of gaining and using power.

What are the steps in planning a negotiation?

When there doesn't seem to be any progress, it may be wise to ____ the negotiations.

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

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

Based on Skill-Development Exercise 2-Influencing, Power, and Politics-write your plan for one of the skill areas.

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

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

What type of situation (win/lose) is the goal of negotiation?

Most day-to-day manager-employee interactions are based on ____ power.

Describe how money and power have a similar use.

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

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

List the steps in the negotiation process.

Who Is a Leader

Leadership Ethics and Traits

Leadership Motivation and Behavior

Contingency Theories in Leadership

Coaching, Communication, and Conflict Skills

Follower-ship 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