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

You gave Helen an assignment specifying exactly how it had to be done. She ignored your directives and the assignment doesn't meet the customer's request. This is not the first time this has happened. Identify the relevant type of power to use it this situation to get the best results.

Politics is a medium of exchange.

You are the manager of the production department. Some of the sales staff has been scheduling deliveries for your product that your department can't meet. Customers are blaming you for late delivery. This is not good for the company,so you decide to talk to the sales staff manager about it over lunch. Which influencing tactic(s)would you use?  How would you handle the situation (behavior)?

Which of the following do you need to increase your legitimate power?

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

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

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

A networking interview should be kept under 15 minutes.

Referent power is appropriate for people who have no position power.

Give three different influencing tactics you or someone else used to achieve an objective in an organization you have worked for.

You,as an employee and not a manager in your organization,can only have ____ power.

Some of your workers did not come in to work today. You have a large order that a sales rep said would go out today. It will be tough for the small crew to meet the deadline. Select the most appropriate individual tactic that will enhance your chances of getting a desired outcome.

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

The last step in the networking interview process is to:

What is ingratiation influencing?

What are the seven types of power?

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

A manager made a poor decision,and Chris told his manager's boss about it. Identify the behavior in this situation as effective or ineffective political behavior.

The exchange influencing tactic should be used with people whom you have authority over.

What are the steps in planning a negotiation?