Question 1

While negotiating,you should let the other party make the first offer.

Accepted Answer

A) True 
 B)False

Question 2

Shawn is not doing much work today. As occasionally happens,he claims that he does not feel well but cannot afford to take time off without pay. There is work that needs to be done today.
Identify the relevant type of power to use in this situation to get the best results.

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 3

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?

Accepted Answer

In my view, most of the managers use suc

Question 4

The first step in the networking process is to create your one-minute self-sell.

Accepted Answer

A) True 
 B)False

Question 5

One of your best workers,Carl,who needs little direction from you,is not performing to standard. You believe that a personal problem is affecting his work.
Identify the relevant type of power to use in this situation to get the best results.

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 6

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

Accepted Answer

A) True 
 B)False

Question 7

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

Accepted Answer

Because negotiation is often a zero-sum

Question 8

Successful managers spend more time _________ than average managers.

Accepted Answer

A) communicating 
B) performing human resources duties 
C) networking 
D) traditional management 
A) communicating 
B) performing human resources duties 
C) networking 
D) traditional management

Question 9

Is power good or bad for organizations?

Accepted Answer

Power is neither good nor bad;

Question 10

The first step of the planning stage in the negotiation process is to:

Accepted Answer

A) set objectives. 
B) research the other party(ies). 
C) develop a rapport. 
D) try to develop options and trade-offs. 
A) set objectives. 
B) research the other party(ies). 
C) develop a rapport. 
D) try to develop options and trade-offs.

Question 11

____ 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 12

Next week the committee you serve on will elect officers. Nominations and elections will be done at the same time. You are interested in being the president. But you don't want to nominate yourself and you don't want to run and lose.
Select the most appropriate individual tactic that will enhance your chances of getting a desired outcome.

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 13

Negotiation is often a zero-sum game in which one party's gain is the other party's loss.

Accepted Answer

A) True 
 B)False

Question 14

As a manager,you can influence people to do things that they normally would not have done through your use of ____ power,which is derived from top management.

Accepted Answer

A) personal 
B) position 
C) political 
D) coercive 
A) personal 
B) position 
C) political 
D) coercive

Question 15

To increase your legitimate power,you should be persistent.

Accepted Answer

A) True 
 B)False

Question 16

Your one minute self-sell includes which of the following:

Accepted Answer

A) a life history. 
B) career plans. 
C) statements, keeping communication one-way. 
D) hobbies. 
A) a life history. 
B) career plans. 
C) statements, keeping communication one-way. 
D) hobbies.

Question 17

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

Accepted Answer

A) Reward 
B) Legitimate 
C) Referent 
D) Connection 
A) Reward 
B) Legitimate 
C) Referent 
D) Connection

Question 18

The consultation influencing tactic is also known as:

Accepted Answer

A) participative management. 
B) coalition building. 
C) group influencing. 
D) consultant power. 
A) participative management. 
B) coalition building. 
C) group influencing. 
D) consultant power.

Question 19

Do people really need a written networking list?

Accepted Answer

Whether or not people really need a writ

Question 20

A committee,which is very political,allocates money for resources. You want a new larger truck to help your crew be more productive.
Identify the relevant type of power to use in this situation to get the best results.

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

While negotiating,you should let the other party make the first offer.

Shawn is not doing much work today. As occasionally happens,he claims that he does not feel well but cannot afford to take time off without pay. There is work that needs to be done today. Identify the relevant type of power to use in this situation to get the best results.

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?

The first step in the networking process is to create your one-minute self-sell.

One of your best workers,Carl,who needs little direction from you,is not performing to standard. You believe that a personal problem is affecting his work. Identify the relevant type of power to use in this situation to get the best results.

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

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

Successful managers spend more time _________ than average managers.

Is power good or bad for organizations?

The first step of the planning stage in the negotiation process is to:

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

Negotiation is often a zero-sum game in which one party's gain is the other party's loss.

As a manager,you can influence people to do things that they normally would not have done through your use of ____ power,which is derived from top management.

To increase your legitimate power,you should be persistent.

Your one minute self-sell includes which of the following:

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

The consultation influencing tactic is also known as:

Do people really need a written networking list?

A committee,which is very political,allocates money for resources. You want a new larger truck to help your crew be more productive. Identify the relevant type of power to use in this situation to get the best results.

Who Is a Leader and What Skills Do Leaders Need?

Leadership Traits and Ethics

Leadership Behavior and Motivation

Contingency Leadership Theories

Communication, Coaching, and Conflict Skills

Leader-Member Exchange and Followership

Team Leadership and Self-Managed Teams

Charismatic and Transformational Leadership

Leadership of Culture, Ethics, and Diversity

Strategic Leadership and Change Management

Crisis Leadership and the Learning Organization

Filters

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

While negotiating,you should let the other party make the first offer.

Shawn is not doing much work today. As occasionally happens,he claims that he does not feel well but cannot afford to take time off without pay. There is work that needs to be done today. Identify the relevant type of power to use in this situation to get the best results.

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?

The first step in the networking process is to create your one-minute self-sell.

One of your best workers,Carl,who needs little direction from you,is not performing to standard. You believe that a personal problem is affecting his work. Identify the relevant type of power to use in this situation to get the best results.

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

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

Successful managers spend more time _________ than average managers.

Is power good or bad for organizations?

The first step of the planning stage in the negotiation process is to:

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

Negotiation is often a zero-sum game in which one party's gain is the other party's loss.

As a manager,you can influence people to do things that they normally would not have done through your use of ____ power,which is derived from top management.

To increase your legitimate power,you should be persistent.

Your one minute self-sell includes which of the following:

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

The consultation influencing tactic is also known as:

Do people really need a written networking list?

A committee,which is very political,allocates money for resources. You want a new larger truck to help your crew be more productive. Identify the relevant type of power to use in this situation to get the best results.

Who Is a Leader and What Skills Do Leaders Need?

Leadership Traits and Ethics

Leadership Behavior and Motivation

Contingency Leadership Theories

Communication, Coaching, and Conflict Skills

Leader-Member Exchange and Followership

Team Leadership and Self-Managed Teams

Charismatic and Transformational Leadership

Leadership of Culture, Ethics, and Diversity

Strategic Leadership and Change Management

Crisis Leadership and the Learning Organization

Filters