Question 1

Personal power is derived from the follower,based on the leader's behavior.

Accepted Answer

A) True 
 B)False

Question 2

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.

Question 3

Networking is a learned skill.

Accepted Answer

A) True 
 B)False

Question 4

Referent power is based on the user's personal relationships with others.

Accepted Answer

A) True 
 B)False

Question 5

Gaining recognition is a good way to develop political skills.

Accepted Answer

A) True 
 B)False

Question 6

How would you rate your political skills,and which political behavior do you use most often? How will you change and develop your political skills?

Accepted Answer

I would rate my political skills as mode

Question 7

What are the nine influencing tactics?

Accepted Answer

The nine influencing tactics a

Question 8

The manager,Breonna,has to drop off a daily report by noon. She delivers the report at around 11:00 a.m.on Friday,so that she can run into some executives who meet at that time. On the other days,Breonna drops the report off at around noon on her way to lunch.
Identify the behavior in each situation as effective or ineffective political behavior.

Accepted Answer

A) 	effective 
B) 	ineffective 
A) 	effective 
B) 	ineffective

Question 9

Which one or two suggestions for developing political skills are the most relevant to you? Explain.

Accepted Answer

The most relevant suggestions for develo

Question 10

Which of the following statements about politics is TRUE?

Accepted Answer

A) Politics is always to be avoided. 
B) Politics is a reality of organizational life. 
C) Politics becomes less important as the level of management increases. 
D) Politics is always used negatively. 
A) Politics is always to be avoided. 
B) Politics is a reality of organizational life. 
C) Politics becomes less important as the level of management increases. 
D) Politics is always used negatively.

Question 11

To persuade another person whose behavior is influenced more by thinking than emotion,you would use the tactic of:

Accepted Answer

A) rational persuasion. 
B) ingratiation. 
C) pressure. 
D) legitimization. 
A) rational persuasion. 
B) ingratiation. 
C) pressure. 
D) legitimization.

Question 12

Write a networking goal.
Write a one-minute self-sell to achieve your networking goal.

Accepted Answer

Networking Goal: 
My networking goal is

Question 13

Which of the following is one of the guidelines for developing political skills?

Accepted Answer

A) Learn the organizational culture. 
B) Focus on your goals, the team will follow. 
C) Tune out the grapevine. 
D) Secretly pursue your self-interests. 
A) Learn the organizational culture. 
B) Focus on your goals, the team will follow. 
C) Tune out the grapevine. 
D) Secretly pursue your self-interests.

Question 14

Explain the differences between position power and personal power.

Accepted Answer

Position power is derived from top manag

Question 15

Select a past or present job.Who did (or do)you usually go to for expertise and information? Give examples of when you went to someone for expertise and when you went to someone for information.

Accepted Answer

I used to work as a marketing manager at

Question 16

What are the steps in negotiations?

Accepted Answer

The steps to negotiations are (1)develop

Question 17

Because,as a manager,you can decide who receives what pay raises,bonuses,and promotions,you are using ____ power.

Accepted Answer

A) reward 
B) coercive 
C) referent 
D) expert 
A) reward 
B) coercive 
C) referent 
D) expert

Question 18

Written negotiations are generally preferred over face-to-face negotiations because you can articulate your objectives and objections better.

Accepted Answer

A) True 
 B)False

Question 19

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

Accepted Answer

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

Question 20

Describe how money and politics have a similar use.

Accepted Answer

Money and politics have a simi

Personal power is derived from the follower,based on the leader's behavior.

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

Networking is a learned skill.

Referent power is based on the user's personal relationships with others.

Gaining recognition is a good way to develop political skills.

How would you rate your political skills,and which political behavior do you use most often? How will you change and develop your political skills?

What are the nine influencing tactics?

Which one or two suggestions for developing political skills are the most relevant to you? Explain.

Which of the following statements about politics is TRUE?

To persuade another person whose behavior is influenced more by thinking than emotion,you would use the tactic of:

Write a networking goal. Write a one-minute self-sell to achieve your networking goal.

Which of the following is one of the guidelines for developing political skills?

Explain the differences between position power and personal power.

Select a past or present job.Who did (or do)you usually go to for expertise and information? Give examples of when you went to someone for expertise and when you went to someone for information.

What are the steps in negotiations?

Because,as a manager,you can decide who receives what pay raises,bonuses,and promotions,you are using ____ power.

Written negotiations are generally preferred over face-to-face negotiations because you can articulate your objectives and objections better.

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

Describe how money and politics have a similar use.

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

Personal power is derived from the follower,based on the leader's behavior.

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

Networking is a learned skill.

Referent power is based on the user's personal relationships with others.

Gaining recognition is a good way to develop political skills.

How would you rate your political skills,and which political behavior do you use most often? How will you change and develop your political skills?

What are the nine influencing tactics?

Which one or two suggestions for developing political skills are the most relevant to you? Explain.

Which of the following statements about politics is TRUE?

To persuade another person whose behavior is influenced more by thinking than emotion,you would use the tactic of:

Write a networking goal. Write a one-minute self-sell to achieve your networking goal.

Which of the following is one of the guidelines for developing political skills?

Explain the differences between position power and personal power.

Select a past or present job.Who did (or do)you usually go to for expertise and information? Give examples of when you went to someone for expertise and when you went to someone for information.

What are the steps in negotiations?

Because,as a manager,you can decide who receives what pay raises,bonuses,and promotions,you are using ____ power.

Written negotiations are generally preferred over face-to-face negotiations because you can articulate your objectives and objections better.

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

Describe how money and politics have a similar use.

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