Question 1

What should a one-minute self-sell include?

Accepted Answer

A one-minute self-sell should include (1

Question 2

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

Accepted Answer

Legitimate, reward, and coercive power a

Question 3

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

Accepted Answer

A) True 
 B)False

Question 4

The manager likes to use employee participation and does not like to have to give direct instructions. However, there are times when it is necessary to give direct assignments. When the manager has to give directives, he tends to be very polite. He usually asks if the employee will take the assignment and gives personal thanks. The manager is using which type of power to get the job done?

Accepted Answer

A)  coercive 
B)  connection 
C)  reward or legitimate 
D)  referent 
E)  information or expert 
A)  coercive 
B)  connection 
C)  reward or legitimate 
D)  referent 
E)  information or expert

Question 5

Discuss how power and politics are related.

Accepted Answer

Power is the ability to influe

Question 6

What is ingratiation influencing?

Accepted Answer

Ingratiation influencing is be

Question 7

What are the nine influencing tactics?

Accepted Answer

The nine influencing tactics are (1) rat

Question 8

The process of developing relationships for the purpose of socializing and politicking is:

Accepted Answer

A)  politics. 
B)  reciprocity. 
C)  networking. 
D)  coalition building. 
A)  politics. 
B)  reciprocity. 
C)  networking. 
D)  coalition building.

Question 9

"It's not what you know, it's who you know" is an example of ____ power.

Accepted Answer

A)  reward 
B)  connection 
C)  referent 
D)  position 
A)  reward 
B)  connection 
C)  referent 
D)  position

Question 10

In the planning stage of the negotiation process, the first step is to set objectives.

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A)  their target objective. 
B)  their minimum objective. 
C)  their opening objective. 
D)  between their minimum and target objective. 
A)  their target objective. 
B)  their minimum objective. 
C)  their opening objective. 
D)  between their minimum and target objective.

Question 12

In negotiation, when the other party postpones a decision, this

Accepted Answer

A)  tends to diminish trust. 
B)  is used as a way to play mind games with the other party. 
C)  may be followed by your attempt to create urgency. 
D)  Is a signal for you to use the hard sell. 
E)  All of the answers are correct. 
A)  tends to diminish trust. 
B)  is used as a way to play mind games with the other party. 
C)  may be followed by your attempt to create urgency. 
D)  Is a signal for you to use the hard sell. 
E)  All of the answers are correct.

Question 13

Negotiation skills can be developed.

Accepted Answer

A) True 
 B)False

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

Discuss how power and politics are related.

Accepted Answer

Power is the ability to influe

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

Networking is a learned skill.

Accepted Answer

A) True 
 B)False

Question 18

The use of referent power is appropriate for:

Accepted Answer

A)  higher-level managers. 
B)  experts. 
C)  people with no position power. 
D)  people with no personal power. 
A)  higher-level managers. 
B)  experts. 
C)  people with no position power. 
D)  people with no personal power.

Question 19

What are the nine influencing tactics?

Accepted Answer

The nine influencing tactics are (1) rat

Question 20

The most appropriate time for developing options and trade-offs in the negotiation process is during:

Accepted Answer

A)  negotiations. 
B)  the planning stage. 
C)  postponement. 
D)  project closeout. 
A)  negotiations. 
B)  the planning stage. 
C)  postponement. 
D)  project closeout.

What should a one-minute self-sell include?

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

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

Discuss how power and politics are related.

What is ingratiation influencing?

What are the nine influencing tactics?

The process of developing relationships for the purpose of socializing and politicking is:

"It's not what you know, it's who you know" is an example of ____ power.

In the planning stage of the negotiation process, the first step is to set objectives.

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

In negotiation, when the other party postpones a decision, this

Negotiation skills can be developed.

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

Discuss how power and politics are related.

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

Networking is a learned skill.

The use of referent power is appropriate for:

What are the nine influencing tactics?

The most appropriate time for developing options and trade-offs in the negotiation process is during:

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

What should a one-minute self-sell include?

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

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

Discuss how power and politics are related.

What is ingratiation influencing?

What are the nine influencing tactics?

The process of developing relationships for the purpose of socializing and politicking is:

"It's not what you know, it's who you know" is an example of ____ power.

In the planning stage of the negotiation process, the first step is to set objectives.

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

In negotiation, when the other party postpones a decision, this

Negotiation skills can be developed.

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

Discuss how power and politics are related.

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

Networking is a learned skill.

The use of referent power is appropriate for:

What are the nine influencing tactics?

The most appropriate time for developing options and trade-offs in the negotiation process is during:

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