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

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

You believe you have accomplished things deserving a pay raise. So you decide to ask your manager for it. Select the most appropriate individual tactic that will enhance your chances of getting a desire outcome.

You are a production manager and heard rumors that the company will be purchasing some new high-tech manufacturing equipment.You would like to know if it is true,and, if so,are you getting it.You know a person in the purchasing department,so you decide to contact that person to try to find out. Select the most appropriate individual tactic that will enhance your chances of getting a desired outcome.

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?

Referent power is a form of personal power.

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

Influencing tactics.Your company is profitable and gives merit raises (between 0 to 7 percent).You met with your manager for your annual review and thought things went very well.Although the manager never stated a specific percentage pay increase,the way he talked,you were expecting a 6 percent pay raise starting next month.When you got your next paycheck,you realized that the raise was only 3 percent,so you contacted the payroll department.Payroll stated that your manager put in for a 3 percent pay raise.You know that some of your peers got 5 percent and they are not as productive as you.You believe you earned the 6 percent and have decided to talk to your manager to try to get it. A.What are some of the things that you should consider in planning your talk with the manager? B.Which influencing tactic(s)will you use to help persuade your manager to give you the 6 percent raise? C.What behavior will you use (what will you do and say)?

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

Information power is a form of politics.

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

The process of gaining and using power is ____.

Because of political behavior:

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

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

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

An appropriate amount of time for a networking interview is ____ minutes.

The negotiation process has three,and possibly four,steps: plan,negotiations,possibly a postponement,and an agreement or no agreement.

You have been working at your job for six months,and you are approaching the elevator. You see a powerful person who could potentially help you advance in your career waiting for the elevator. You have never met her,but you do know that her committee has recently completed a new five-year strategic plan for the company and that she plays tennis and is active at the same religious organization (church,synagogue,mosque)as you. Although you only have a couple of minutes,you decide to try to develop a connection. Which influencing tactic(s)would you use?  How would you strike up a conversation?  What topic(s)do you raise?

Write a one-minute self-sell.Include your history,career plan and questions.

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