Exam Questions | Chapter 13: Leadership: Power and Negotiation
Table of Contents
Exam Questions Chapter 1
Exam Questions Chapter 2
Exam Questions Chapter 3
Exam Questions Chapter 4
Exam Questions Chapter 5
Exam Questions Chapter 6
Exam Questions Chapter 7
Exam Questions Chapter 8
Exam Questions Chapter 9
Exam Questions Chapter 10
Exam Questions Chapter 11
Exam Questions Chapter 12
Exam Questions Chapter 13
Exam Questions Chapter 14
Exam Questions Chapter 15
Exam Questions Chapter 16
Key Exam Questions
Key Topics That May Appear in the Exam:
Avoiding style
Accommodating
Collaboration
Compromise
Power
Legitimate power
Coercive power
Position power
Referent power
Reward power
Personal power
Expert power
Substitutability
Social networks
Negotiation
Persuasion
Rational persuasion
Inspirational appeal
Ingratiation
Exchange tactic
Apprising
Coalition
Resistance
Organizational politics
Need for power
Machiavellianism
Learning Objectives
How do power and influence affect job performance and organizational commitment?
What are the different types of power that leaders possess, and when can they use those types most effectively?
What are the ways in which leaders negotiate in the workplace?
What behaviors do leaders exhibit when trying to influence others, and which of these is most effective?
What is leadership, and what role does power play in leadership?
What is organizational politics, and when is political behavior most likely to occur?
How do leaders use their power and influence to resolve conflicts in the workplace?
High assertiveness and low cooperation represent the style of conflict resolution known as
avoiding.
competing.
compromise.
collaboration.
accommodating.
Low assertiveness and low cooperation represent the style of conflict resolution known as
avoiding.
competing.
compromise.
collaboration.
accommodating.
Low assertiveness and high cooperation represent the style of conflict resolution known as
avoiding.
competing.
compromise.
collaboration.
accommodating.
High assertiveness and high cooperation represent the style of conflict resolution known as
avoiding.
competing.
compromise.
collaboration.
accommodating.
In a conflict situation, Pat attempts to get his needs met without any concern for the needs of the other party. He utilizes ________, a conflict resolution style.
avoiding
competing
compromise
collaboration
accommodating
The style of conflict resolution known as a win-lose approach to conflict management is
avoiding.
competing.
compromise.
collaboration.
accommodating.
The conflict resolution style that occurs most often when one party has high levels of organizational power and can use legitimate or coercive power to settle the conflict is
avoiding.
competing.
compromise.
collaboration.
accommodating.
The conflict resolution style that is best used in situations in which leaders know they are right and a quick decision needs to be made is
accommodating.
collaboration.
compromise.
competing.
avoiding.
The style of conflict resolution most likely to yield an unfavorable result for everyone is
accommodating.
collaboration.
compromise.
competing.
avoiding.
Though it is a style of conflict resolution, ________ can never really resolve a conflict.
avoiding
competing
compromise
collaboration
accommodating
Two styles of conflict resolution likely to result in negative feelings toward the leader are
competing and avoiding.
compromise and avoiding.
competing and compromise.
competing and accommodating.
compromise and accommodating.
Diane and Tia had two conflicting ideas regarding how to relaunch their restaurant to a new market. Tia favored a flashy, after-hours club atmosphere, whereas Diane proposed a more middle-class look and feel. At one point, the tension between them seemed about to escalate, but then Diane gave in and suggested that they go with Tia's plan. Diane used the ________ style of conflict resolution.
accommodating
collaborating
compromise
competing
avoiding
A conflict resolution style typically used by leaders when an issue is really not that important to them but is very important to the other party is
avoiding.
competing.
compromise.
collaboration.
accommodating.
The style of conflict resolution that is considered a win-win approach is
avoiding.
competing.
compromise.
collaboration.
accommodating.
________ happens when both parties work together to maximize outcomes, is a form of conflict resolution.
Accommodating
Collaboration
Compromise
Competing
Avoiding
The style of conflict resolution generally regarded as the most effective is
avoiding.
competing.
compromise.
collaboration.
accommodating.
The form of conflict resolution that requires the complete sharing of information by both parties, a full discussion of concerns, relatively equal power between parties, and a lot of time investment to arrive at a resolution is
accommodating.
collaboration.
compromise.
competing.
avoiding.
Moderate assertiveness and moderate cooperation occur when conflict is resolved through
accommodating.
collaboration.
compromise.
competing.
avoiding.
The most common form of conflict resolution is
avoiding.
competing.
compromise.
collaboration.
accommodating.
An accommodating conflict resolution style should be used
when quick decisive action is vital.
when a quick decision is really important.
if you are going to lose and want to preserve your dignity.
on important issues for which unpopular actions need implementation.
when someone will try to leverage your unwillingness to compete against you.
A competing style of conflict resolution should be used
upon realizing that an alternative is better.
when you believe you are right and there is no middle-ground.
if the issue is not as important as others from a timing perspective.
when arriving at a solution will cause more strife than a solution is worth.
in order to show that you are reasonable and to build up credit with others.
When confronted with a conflict at work or in other organizational aspects of her life, Millie tends to take an avoiding style. That is best used when she is in a situation where she
is willing to compromise on her terms.
cannot win and there is no acceptable alternative.
needs to reach a solution to the conflict as soon as possible.
has legitimate power over the people she is negotiating with.
wants people to make rash decisions as a result of high emotions.
Raj has a strongly collaborative style of conflict resolution, which will prove especially helpful for him in situation where
the issue is not as important as others from a timing perspective.
different perspectives might help arrive at a better alternative.
potential disruption outweighs the benefits of resolution.
he believes he is right and there is no middle-ground.
others can resolve the conflict more effectively.
In the mid-1800s, Senator Henry Clay was known as The Great Compromiser for his ability to strike compromises on the hot-button issues of the day, most notably slavery. In reaching such agreements as the Missouri Compromise, Clay and others of like mind most likely believed that
the potential for disruption outweighed the benefits of resolution.
the issue was not as important as others from a timing perspective.
different perspectives or learning might help arrive at a better alternative.
arriving at an interim solution would allow more time to study the problem.
others cared substantially more about the outcome, and the ongoing relationship mattered most.
Recent research shows that individuals most likely to choose constructive forms of conflict management score high in terms of
annual earnings.
corporate ranking.
emotional intelligence.
sheet intellectual capacity.
proven leadership capabilities.
A collaborative conflict resolution style should be used to build
indispensability.
commitment.
dominance.
safety.
power.
Under the autocratic government of his homeland, Gustav knew that he and other members of the student movement at the national university had little power and influence to use against the authorities. In such a situation, the ________ style of conflict resolution made the most sense.
accommodating
collaborating
compromise
competing
avoiding
The board was split over a fundamental question of the company's future direction, but Mr. Gillespie declared himself neutral in the conflict. As the oldest member of the board, he said, he should not take sides. His behavior exemplifies an approach to conflict resolution known as
accommodating.
collaboration.
compromise.
competing.
avoiding.
Sharelle has a conflict resolution style that works for her. Whenever she is involved in settling an issue, everybody comes away feeling that for anything they lost, they gained something else in return. Her efforts have helped save friendships and prevent interdepartmental rivalries from taking over, and along the way she has gotten positive evaluations from everyone who has ever worked for her. Sharelle is adept at the conflict resolution style known as
accommodating.
collaboration.
compromise.
competing.
avoiding.
Leaders will typically use an avoiding conflict resolution style when an issue is really not that important to them but is very important to the other party.
Collaboration is seen as a win-win form of conflict resolution.
Compromise is the most common form of conflict resolution, whereby each party's losses are offset by gains and vice versa.
How do power and influence affect job performance and organizational commitment?
Power and influence have a ________ effect on job performance and organizational commitment.
moderate negative
moderate positive
strong negative
strong positive
weak positive
________ is the process by which two parties resolve conflict through use of a specially trained third-party.
Alternative dispute resolution
Closing and commitment
Distributive bargaining
Integrative bargaining
Substitutability
When a third party determines a binding settlement to a dispute, this is known as
mediation.
arbitration.
integration.
distribution.
competition.
Armand runs a small company, and although he is generally happy with his staff, he would like to see them increase their productivity and develop a greater long-term sense of personal identification with the company. The best way for him to achieve that is to
establish a hierarchical environment, tell employees they have to improve, and emphasize the fact that he is boss.
create a structured environment and focus on teaching employees that improved skills will help them keep their jobs.
maintain a friendly environment, help them improve their work skills, and make sure they always remember who is boss.
work on making the office a fun place, take less of a direct approach to job skills, and make sure employees know that he cares.
construct an open environment, dedicate himself to helping his employees achieve their goals, and take the emphasis off hierarchy.
An attorney with a long and impressive track record, Tracey is helping to resolve a dispute between an inventor and a large corporation that he claims has stolen his idea. After a great deal of argument from both sides, Tracey receives offers from both sides. The inventor asks for damages of $3 million, royalties of 10 percent on the invention for the next 10 years, and a written apology, whereas the company offers to pay $1.25 million, with royalties of 7 percent for 5 years, as well as a written apology. After considering both offers and the arguments behind them, Tracey determines that the company's offer is fair, and an agreement is reached. This is an example of
convention arbitration.
distributive mediation.
integrative mediation.
final-offer arbitration.
binding arbitration.
When a leader draws on legitimate sources of power, a stronger emotional bond can be created with the employee, boosting affective commitment.
Repeated uses of coercive power or repeated reliance on hard influence tactics such as pressure or coalitions could actually decrease organizational commitment levels.
Power and influence can have a moderate positive effect on organizational commitment.
What are the different types of power that leaders possess, and when can they use those types most effectively?
Josh is a technological expert whose work with advanced broadband systems has made him one of the most high-profile figures at Takemodo Telecommunications, one of the world's leading technology companies. With his picture on the cover of magazines and his name popping up in blogs all over the Internet, Josh has a high degree of ________, which gives him influence over others.
charisma
visibility
centrality
discretion
substitutability
As executive vice president in charge of sales and marketing, Josephine heads a large international team. Her position gives her a great deal of ________ power.
legitimate
coercive
referent
reward
expert
Tyrell is widely known and liked throughout the company. His magnetic personality is obvious to anyone who meets him, and strangers can recognize his influence in an instant just by observing how many people gravitate to him wherever he goes. Tyrell possesses ________ power.
legitimate
coercive
referent
reward
expert
As head of the sales team, Kevin has the power to dispense sales leads to the members of the team. He gives the best leads to the personnel who impress him the most at any given moment, and therefore the members of the team are always trying to impress Kevin. He possesses ________ power.
legitimate
coercive
referent
reward
expert
When management brought Julie in to run the creative department, they told her that, within reason, she could reorganize and direct its operations as she saw fit. This illustrates the ________ contingency of power.
power
visibility
centrality
discretion
substitutability
It is impossible for a person to possess all of the forms of power at the same time.
The personal forms of power are more strongly related to organizational commitment and job performance than are the organizational forms.
If a person works alone and performs tasks that nobody sees, even when he or she has high levels of expert and referent power, that person's ability to influence others is greatly reduced.
Legitimate, reward, and coercive power are derived primarily from a person's position within the organization.
Legitimate power gives a person the right to ask employees to do something outside the scope of their jobs or roles within the organization.
Major types of power can be grouped along two dimensions:
inner and outer.
social and personal.
organizational and political.
organizational and personal.
professional and organizational.
The three types of organizational power are ________ power.
expert, reward, and referent
expert, reward, and coercive
legitimate, expert, and referent
legitimate, expert, and coercive
legitimate, reward, and coercive
The two types of personal power are ________ power.
expert and referent
reward and referent
expert and coercive
reward and coercive
expert and legitimate
Power derived from a position of authority inside the organization is ________ power.
structural
legitimate
political
reward
expert
The type of power sometimes referred to as formal authority is ________ power.
structural
legitimate
political
reward
expert
Michael Jordan is an icon in basketball. Many people buy shirts with his name on them. Jordan's iconic status gives him ________ power.
reward
referent
coercive
structural
collaborative
A brilliant designer of computer programs, Darren has often been compared to the late Apple Computers cofounder Steve Jobs not only because of his abilities in the digital realm, but also his charisma. Like Jobs, he is not a lone techie writing code in a windowless room; he serves in an executive role at DiaTech, the company he and his partners founded. But now he has a problem: there is a special project for which he needs the help of a few key subordinates. They will need to work extra hours, and because of the top-secret nature of his new design, they will need to keep the nature of their work to themselves. The best way for Darren to get these employees on board for the project is to tell each one of them that
working on this project may give them an opportunity to learn about the skills that helped create the company.
as the founder and one of the leading executives in the company, he has the power to demand their compliance.
they will get extra pay above their ordinary salary, as well as a strong recommendation for advancement in the company.
after the project is over, he will take them to lunch and give them a one-hour career planning and question and answer session.
he does, after all, have the power and the means to make life very difficult for them if they do not offer him their absolute loyalty.
By virtue of being vice president in charge of operations at Standard Plastics, Inc., Tom has ________ power.
collaborative
substitutable
diplomatic
legitimate
referent
As manager and team leader, Sandra calls her subordinates together and says, Okay, this week I'll need each of you to work a few extra hours because we need to get out those brochures that were back-ordered. She is exercising her ________ power.
legitimate
coercive
referent
reward
expert
As manager of a twelve-person team, Andre has legitimate power over his employees. But he would be abusing his legitimate power if he asked one of his employees to
take over somebody else's job while waiting for a replacement to be hired.
take a five-minute break while waiting for further instructions.
deliver a message to one of the other managers.
take out the trash and recycling at his house.
answer the phones at the front desk.
When someone has control over the resources another person wants, ________ power exists.
expert
reward
personal
referent
coercive
International Printers, a computer hardware firm, is looking for an employee to serve as field director at the company's Paris office. Reggie wants the position and has approached Meredith, who is in charge of interviewing for the position, to convince her that he is right for the position. In this situation, Meredith has ________ power.
expert
reward
personal
referent
coercive
When a person has control over punishments in an organization, they possess ________ power.
expert
reward
referent
personal
coercive
Coercive power operates primarily on the principle of
agreement.
reward.
hope.
fear.
hate.
Because it tends to result in negative feelings toward those that wield it, ________ power is generally regarded as a poor form of power to use regularly.
expert
reward
referent
coercive
legitimate
The type of power derived from a person's skill or knowledge on which others depend is ________ power.
expert
reward
referent
coercive
legitimate
As one of the most experienced medical doctors in the world when it comes to a particular rare but serious rheumatological condition, Serena possesses enormous ________ power within the medical community.
structural
reward
formal
expert
legal
When others have a desire to identify and be associated with a person, that person possesses ________ power.
expert
reward
referent
coercive
legitimate
Noted for his flamboyant ties and his outspoken opinions, Billy is no ordinary vice president within the gigantic Mulray Corporation. Top management has identified him as one of the rising stars, and he has an enormously loyal following among the company's youngest and most energetic executives. Everyone, it seems, wants to be around Billy, who possesses a great deal of ________ power within the organization
reward
referent
coercive
structural
collaborative
Bill Gates commands the respect and admiration of people around the world for his achievements in information technology as well as for his philanthropy. Many people who admire him try to emulate his actions. He clearly wields ________ power.
reward
referent
coercive
structural
legitimate
________ is the degree to which people have alternatives in accessing resources.
Centrality
Discretion
Substitutability
Accommodation
Integrative bargaining
Leaders who control resources to which no one else has access can use their power to gain greater influence. This is associated with the contingency factor known as
visibility.
centrality.
discretion.
ingratiation.
substitutability.
As the head of overseas operations for FoodCo., an international conglomerate supplying more than 60 countries, Devon has access to resources beyond the reach of most people-even the company president-and this in turn has made him very influential within the company. Devon holds the authority that is an example of the contingency factor
internalization.
substitutability.
ingratiation.
centrality.
visibility.
Discretion is the degree to which
a person's job has an impact on others.
others are aware a leader's power and position.
people have alternatives in accessing resources.
managers have the right to make decisions on their own.
favors, compliments, and friendly behavior can influence a situation.
The staff at company headquarters seemed to have a problem with motivation, so the organization's leadership brought in Herb Sewell, one of the most prominent motivational experts in the industry. Herb had what sounded at first like a lot of crazy ideas, but as it turned out, there was method to his madness, and after a week of doing his strange-sounding, sometimes downright comical team-building exercises, the staff had a renewed level of excitement and commitment. This happened in part because the company leadership gave Herb a high degree of ________ in doing his job.
visibility
centrality
discretion
ingratiation
substitutability
Leslie in as administrative manager with a number of exciting new ideas about how to change organizational procedures and run the company more efficiently. However, she soon ran into opposition from company leadership, who insisted that she stick with policies adopted several decades earlier. This indicates a low degree of ________, which limits Leslie's ability to influence others.
power
visibility
centrality
discretion
substitutability
How important a person's job is and how many people depend on that person to accomplish their tasks is represented by
power.
visibility.
centrality.
discretion.
substitutability.
Leaders who perform critical tasks and interact with others regularly have a greater ability to use their power to influence others. These leaders are exhibiting the contingency factor called
visibility.
centrality.
discretion.
ingratiation.
substitutability
Make sure you describe the purpose of your request is a suggested guideline for using ________ power.
legitimate
coercive
referent
reward
expert
Only offer what you can follow through on is a suggested guideline for using ________ power.
legitimate
coercive
referent
reward
expert
Follow through quickly and without discrimination or bias is a suggested guideline for using ________ power.
legitimate
coercive
referent
reward
expert
Communicate why the request is important and the justification for it is a suggested guideline for using ________ power.
legitimate
coercive
referent
reward
expert
Follow through on commitments is a suggested guideline for using ________ power.
legitimate
coercive
referent
reward
expert
One of the suggested guidelines for using coercive power is to
be consistent, thoughtful, and honest about requests.
make sure you describe the purpose of your request.
be clear on exactly what you are offering a reward for.
do things for others even when you are not required to do so.
make sure the punishment fits the nature of the lack of compliance.
A suggested guideline for using expert power is to
be consistent, thoughtful, and honest about requests.
make sure you describe the purpose of your request.
be clear on exactly what you are offering a reward for.
do things for others even when you are not required to do so.
make sure the punishment fits the nature of the lack of compliance.
Kenya heads the nurse's staff in the intensive care ward of Alston Memorial Hospital. Her job involves ensuring that work in the ward runs smoothly, which in part means maintaining the requisite standard in hospital hygiene and patient care. Her job naturally involves the use of coercive power, which also means remembering the guideline that she should
warn people prior to giving punishment.
make sure to describe the purpose of each request.
be consistent, thoughtful, and honest about requests.
do things for others even when not required to do so.
be clear on exactly what a reward is being offered for.
Companies such as Microsoft, Pfizer, and Google are increasingly using ________ to understand the power structures in their organizations and who holds and wields the most influence.
networking maps
performance reviews
organizational charts
social media tracking
Facebook, Twitter, and Instagram
How aware others are of a leader's power and position is a function of
skill.
visibility.
centrality.
discretion.
substitutability.
In the context of the contingency factor of visibility, a leader's ability to influence others increases when
the leader's role is important and interdependent with others in the organization.
the leader has the freedom to make decisions without being restrained by rules.
there are no substitutes for the rewards or resources the leader controls.
others know about the leader and the resources he or she can provide.
they can give and withhold rewards as they see fit.
What are the ways in which leaders negotiate in the workplace?
________ is a win-lose negotiation over a fixed pie of resources.
Alternative dispute resolution
Closing and commitment
Exchanging information
Distributive bargaining
Integrative bargaining
________ is a process in which two or more independent individuals discuss and attempt to come to an agreement about their different preferences.
Coalition
Ingratiation
Negotiation
Internalization
Substitutability
Wendy has developed a reputation in her industry for her key involvement in several high-profile negotiations where she has used a distributive framework. Now, she likely finds that
she has to use integrative techniques next time.
she has difficulty negotiating in any other way.
her level of emotional intelligence has increased.
it is impossible to use inspirational appeals with colleagues.
other managers in her company are shunning the same technique.
In distributive bargaining, when one person gains, the other person loses. This is also known as a ________ condition.
competing
negotiated
substitute
zero-sum
win-win
Distributive bargaining is similar in nature to the ________ approach to conflict resolution.
avoiding
competing
compromise
collaboration
accommodating
Involving the use of problem solving and mutual respect to achieve an outcome that's satisfying for both parties, ________ is aimed at accomplishing a win-win scenario.
exchanging information
distributive bargaining
integrative bargaining
substitutability
negotiation
Leaders who thoroughly understand the conflict resolution style of collaboration are likely to thrive in ________ negotiations.
alternative dispute resolution
closing and commitment
distributive bargaining
integrative bargaining
substitutability
The first-and arguably most important-step of the negotiation process is
adjourning.
bargaining.
preparation.
setting goals.
exchanging information.
The best alternative to a negotiated agreement (BATNA) is part of the ________ step of negotiation.
bargaining
preparation
goal-setting
deal-making
information-exchanging
Two parties are more likely to take on a more integrative approach to negotiations when
one party has significantly more power.
they are feeling negative emotions.
Machiavellian tendencies prevail.
their power is relatively equal.
emotional intelligence is low.
BATNA describes each negotiator's
wish list.
negatives.
bottom line.
bargaining style.
arbitration technique.
Erin has just concluded another case in which she lived up to the slogan posted on billboards all over the city: The number-one choice for women facing divorce! She followed textbook negotiation strategies and came fully prepared to the meeting with her client's soon-to-be ex-husband and his lawyer. At the meeting, Erin asked a number of questions, maintained a friendly atmosphere, and presented her client's list of demands. In the end, she got everything she wanted for her client-the house, one of the cars, custody of the children-and did so without acceding to a single one of the opposing side's demands. They finished off with a formalized agreement and then Erin and her client went out to celebrate their victory. However, Erin may have missed one thing, which is that she should have
sought to win over the other side, not simply in legal terms but also in personal terms, so as to maintain a friendly atmosphere.
taken a different tone from the beginning, dispensing with niceties and letting the other side know that she intended to win.
let the other side win on some small point, so they would walk away feeling they had won at least something.
spent more time researching the husband's net worth to see if she could extract more money for her client.
asked her client if there were any point at which she would rather walk away than give up anything more.
Chris is an attorney working with a married couple seeking damages from a builder who failed to complete their home according to contract and left them with several structural and cosmetic issues. The couple are demanding $250,000, as well as an apology. In order to best help them, Chris needs to
explain that he will do the best job he can for them.
help his clients understand that the apology is unnecessary.
ask his clients the least amount they would be willing to accept from the builder.
look into the builder's financial assets to see if he can afford to pay more than $250,000.
give them a detailed accounting of everything that could possibly go wrong in the negotiations.
Distributive bargaining is aimed at accomplishing a win-win scenario.
The most important step of negotiation is preparation.
What behaviors do leaders exhibit when trying to influence others, and which of these is most effective?
________ is the use of an actual behavior that causes behavioral or attitudinal changes in others.
Power
Visibility
Influence
Discretion
Internalization
________ is the use of logical arguments and hard facts to show the target that a request is a worthwhile one.
Consultation
Collaboration
Legitimate power
Rational persuasion
Inspirational appeal
A few minutes before the grand opening of the newest store in the chain, Chanel from the corporate office gave the whole team a rousing speech in which she told them that they had the power to make things better for the entire community. This is an example of
consultation.
collaboration.
legitimate power.
rational persuasion.
inspirational appeal.
To influence others using ________, leaders must have insight into the kinds of things that are important to the target.
consultation
collaboration
legitimate power
rational persuasion
inspirational appeal
The target's stake in seeing that his or her opinions are proven right serves to increase commitment under the influence tactic known as
consultation.
collaboration.
legitimate power.
rational persuasion.
inspirational appeal.
A leader helps complete a task, provides required resources, or removes obstacles that make task completion difficult under the influence tactic known as
consultation.
collaboration.
legitimate power.
rational persuasion.
inspirational appeal.
The up-and-coming presidential candidate has an ability to make voters feel that they are helping decide the future. One of his slogans is Come shape tomorrow with me, a message he has driven home at town hall meetings across the country. Often he invites ordinary Americans from the audience to come down front and share their concerns with him-concerns which he then fits into his platform. The candidate is adept at using the influence tactic known as
rational persuasion.
collaboration.
consultation.
ingratiation.
exchange.
________ is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer.
Rational persuasion
Collaboration
Consultation
Ingratiation
Exchange
Sucking up is an expression often used to describe the influence tactic otherwise known as
coalition.
exchange.
apprising.
ingratiation.
personal appeals.
Kent is on the rise in the corporate hierarchy, and he is building a personal following along the way. Those who are loyal to him, he says, will benefit significantly in the future, when he is in a position to decide salaries and benefits. Kent is using the influence tactic known as
coalition.
exchange.
apprising.
ingratiation.
personal appeals.
When the requestor clearly explains why performing a request will benefit the target personally, this is the influence tactic known as
coalition.
exchange.
apprising.
ingratiation.
personal appeals.
The use of coercive power through threats and demands is an influence tactic known as
ingratiation.
coalitions.
apprising.
visibility.
pressure.
Raul has a plan to completely reorganize the workflow in his department, but before presenting it to Gordon, his supervisor, he recruits the support of his colleagues Natalie and Andre. This is an example of the influence tactic known as
ingratiation.
coalitions.
apprising.
visibility.
pressure.
________ occurs when the target of influence agrees with and becomes committed to the influence request.
Resistance
Ingratiation
Consultation
Collaboration
Internalization
The best response to influence tactics, from the standpoint of the leader, is when a shift in both the behaviors and the attitudes of employees occurs-otherwise known as
accommodating.
substitutability.
internalization.
collaboration.
compliance.
A shift in the behaviors of employees, but not their attitudes, occurs with a response to influence tactics known as
accommodating.
internalization.
collaboration.
compliance.
resistance.
________ manifests when the target refuses to perform the influence request and puts forth an effort to avoid having to do it.
Internalization.
Collaboration.
Compliance.
Resistance.
Conflict.
________ happens when the targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence.
Accommodating
Internalization
Collaboration
Compliance
Resistance
Tanya is making a presentation for a new building design, and she hopes the rest of the team will support her proposal. In the days leading up to the meeting, she has lunch or coffee with several different colleagues. In each case, at some point she says something like, Look, we've been friends for a long time. Can I count on you to back my play? This is an example of the influence tactic known as
exchange.
apprising.
ingratiation.
personal appeal.
organizational politics.
Hayden has a plan to launch what he believes is an exciting new product line, but he knows that if he is going to get his boss's support, he needs to appeal to facts rather than emotion. Therefore he puts together a detailed proposal showing sales, marketing research, cost-benefit analyses of potential product launch strategies, and other support data. Hayden is using an influence tactic known as
consultation.
collaboration.
legitimate power.
rational persuasion.
inspirational appeal.
Matthew won the race for student council president partly due to a pledge that he would get the school to put in a swimming pool. It was a big thing to promise, but he knew that the school system had recently had a large influx of tax dollars and that the money is there; he just needs to win over the powers that be. First, he has to get his school principal on his side, and together they will go to the board of education. The principal, Ms. Wetherby, is new to the school system, and other than simply meeting her, he has had few interactions with her. In his meeting with Ms. Wetherby, the best approach for Matthew is to
talk to her about how exciting it would be to be to have a pool.
let her know about all the coaches, teachers, and students he has on his side.
compliment her leadership and let her know that he sees her as capable and competent.
present her with data showing that the pool is not only needed but also affordable and practical.
explain that the student body is motivated and could make things difficult if they do not get their way.
Consultation occurs when the target is allowed to participate in deciding how to carry out or implement a request.
Ingratiation has been shown to be more effective when used as a short-term strategy.
For a leader, internalization is the best outcome of influence tactics.
Rational persuasion is the only tactic that is consistently successful in the case of upward influence.
What is leadership, and what role does power play in leadership?
From time to time, leaders need to resist the influence of other leaders or higher-ups to do what is best for their own unit.
________ is the use of power and influence to direct the activities of followers toward goal achievement.
Inspirational appeal
Rational persuasion
Ingratiation
Leadership
Influence
Paolo calls in his sales team and says Okay, everybody, listen up: We're going to increase our sales across the board 30 percent next quarter. Here's how we're going to do it, and here's what I'm going to do to help us get there. Paolo is demonstrating
visibility.
centrality.
influence.
leadership.
ingratiation.
Lynette is the new head of operations for ShurWay, a nationwide corporation with offices in several major cities. Promoted to headquarters from an office in another city, she will be overseeing people who have long worked together and may feel some resistance to an outsider. Therefore, it is important for her to establish herself as a leader in their eyes. She will have an opportunity to do just that tomorrow, when she will be invited to make some remarks at a departmental get-together organized in her honor. The best way for Lynette to set the right tone is to let everyone know that she is ready to
take charge of the department, which means that she will not tolerate dissent and will deal as severely as possible with anyone who makes trouble for her.
create a fully open, non-hierarchical environment in which she is simply the first among equals, dedicated to ensuring a nurturing work situation for all employees.
do everything she can, both in terms of her position and her knowledge and other abilities, to help each employee do what they need to do to help the company meet its objectives.
work tirelessly on behalf of each employee, learning from them as she goes, in order to help them meet their personal objectives, which will most likely help the company in the end.
use every element of authority she has to ensure that all employees are doing their jobs as well as possible, and thus to create a department that will be the envy of all other departments.
________ is the ability to influence the behavior of others and to resist unwanted influence in return.
Force
Power
Centrality
Leadership
Ingratiation
What is organizational politics, and when is political behavior most likely to occur?
________ occurs when actions by individuals in an organization are directed toward the goal of furthering their own self-interests.
Leadership
Internalization
Substitutability
Organizational politics
Distributive bargaining
________ is the ability to effectively understand others at work and use that knowledge to influence others in ways that enhance personal and/or organizational objectives.
Negotiation
Ingratiation
Political skill
Organizational politics
Distributive bargaining
________ is the tendency to observe others and accurately interpret their behavior.
Social astuteness
Apparent sincerity
Networking ability
Organizational politics
Interpersonal influence
Individuals who exhibit the four dimensions of political skill-apparent sincerity, interpersonal influence, networking ability, and social astuteness-are likely to have high ratings on task performance when the ________ requirements of the job are high.
skill
social
mundane
leadership
administrative
A personal characteristic that fosters organizational politics is the
desire to help.
need for power.
drive to be a vision-holder.
requirement for participation.
tendency to need to socialize.
Employees are willing to manipulate and deceive others to acquire power are referred to as having ________ tendencies.
utopian
egoistic
Napoleonic
Machiavellian
Brobdingnagian
Organizational factors that are the most likely to increase politics are those that raise the level of ________ in the environment.
self-awareness
participation
uncertainty
energy
strife
Wherever he goes, Sammy develops contacts, only he calls it simply making friends. He asks the person about themselves, they chat a bit, and a few minutes later Sammy walks away having made a new friend-not to mention a business contact whose information he now has logged in on the address book of his cell phone. This illustrates ________, the dimension of political skill.
social astuteness
apparent sincerity
networking ability
organizational politics
interpersonal influence
There may be some formal, pompous people on the board at Mayweather Dairies, but the chairman and chief executive officer-Mr. Mayweather himself-is not one of them. He is as comfortable talking to dairy farmers or truck drivers as he is corporate executives. Mr. Mayweather's behavior illustrates the dimension of political skill known as
social astuteness.
apparent sincerity.
networking ability.
organizational politics.
interpersonal influence.
Of Joey it is often said, He's the real deal. Coworkers perceive him as a straight shooter whom they can trust to speak the truth. Therefore if Joey says something, people tend to put great store by it. Joey's behavior illustrates ________, a dimension of political skill.
social astuteness
apparent sincerity
networking ability
organizational politics
interpersonal influence