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

What is ingratiation influencing?

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

In terms of political behavior, successful managers spend twice as much time in ____ as average managers.

List and explain the steps in the networking process.

A networking interview should be kept under 15 minutes.

Select a present or past manager who has or had coercive power. Give a specific example of how he or she uses or used reward and punishment to achieve an objective. Overall, how effective is (or was) this manager at using rewards and punishment?

Explain the relationships among negotiation and conflict, influencing tactics, power, and politics.

Write a one-minute self-sell to achieve your networking goal from Work Application 7.

Write a one-minute self-sell.

Personal power is more easily gained and lost than position power.

To accomplish objectives, a manager who uses political behavior that creates obligations and develops alliances, often using the word "favor" in their requests is using

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

To increase your legitimate power, you should be persistent.

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

____ power is based on the user's relationship with influential people.

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

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

An important aspect of ____ power is to have control over resources, particularly scarce resources.

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?

Experts commonly use: