CHAPTER 13: Power

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Moderate assertiveness and moderate cooperation represent which style of conflict resolution? A. Competing B. Avoiding C. Collaboration D. Compromise E. Accommodating

Compromise (moderate assertiveness, moderate cooperation) occurs when conflict is resolved through give-and-take concessions.

Gregory is a manager in an insurance company and heads a team of 30 agents. In order to meet the company's target, every agent needs to increase his or her target for the month by 15 percent. Gregory promises his agents a bonus if the company's target is met. Which influence tactic is Gregory using? A. Pressure B. Ingratiation C. Coalition D. Personal appeal E. Exchange

An exchange tactic is used when the requestor offers a reward or resource to the target in return for performing a request. This type of request requires that the requestor have something of value to offer.

A collaborative conflict resolution style should be used during which of the following situations? A. When an issue is trivial B. To merge insights from people with different perspectives C. On issues vital to company welfare when you know you are right D. When goals are important but not worth the effort of potential disruption E. When others can resolve the conflict more effectively

A collaborative conflict resolution style should be used to merge insights from people with different perspectives. Collaboration (high assertiveness, high cooperation) occurs when both parties work together to maximize outcomes. It is seen as a win-win form of conflict resolution. Refer To: Table 13-4

_____ involves the leader helping complete the task, providing required resources, or removing obstacles that make task completion difficult. A. Rational persuasion B. Personal appeal C. Collaboration D. Ingratiation E. Internalization

A leader uses collaboration by attempting to make it easier for the target to complete a request. Collaboration could involve the leader helping complete the task, providing required resources, or removing obstacles that make task completion difficult.

Low assertiveness and high cooperation represent which style of conflict resolution? A. Competing B. Avoiding C. Collaboration D. Compromise E. Accommodating

Accommodating (low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way.

Meredith and Sally had a major argument while designing the interiors of a restaurant. The conflict was finally settled when Meredith gave in completely to Sally in an unselfish manner. In this situation, Meredith used the _____ style of conflict resolution. A. accommodating B. compromise C. collaborating D. competing E. avoiding

Accommodating (low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way.

An accommodating conflict resolution style should be used: A. when quick decisive action is vital. B. on important issues for which unpopular actions need implementation. C. on issues vital to company welfare when you know you are right. D. against people who take advantage of noncompetitive people. E. to build social credits for later issues.

Accommodating (low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way. It should be used to build social credits for later issues. Refer To: Table 13-4

Scenario: City Place, Inc. Samuel, Linda, Shirley, and Matt are part of the project team at Ltronix International, a company producing home appliances. They had been assigned the task of selecting two out of five new products to be introduced in the next quarter. The team is at conflict over the choice of products to be introduced. Samuel, who is uncomfortable with confrontations, chooses to remain neutral by staying away from the arguments. Linda and Shirley had a few arguments which were finally resolved when Linda gave in to Shirley's demands. Shirley who was the most experienced among the four continued to insist on her choice. Matt was equally adamant about his choice. Finally, to resolve the situation, Shirley agreed to one of Matt's choice of products in exchange for one of her choices. Linda used the _____ style to resolve the conflict between Shirley and her. A. competing B. compromising C. avoiding D. accommodating E. collaborating

Accommodating (low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way. It's also an important strategy to think about when the leader has less power than the other party.

Which conflict resolution style is typically used by leaders when an issue is really not that important to them but is very important to the other party? A. Accommodating B. Compromise C. Collaboration D. Competing E. Avoiding

Accommodating (low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way. Leaders will typically use an accommodating strategy when the issue is really not that important to them but is very important to the other party. It's also an important strategy to think about when the leader has less power than the other party.

Which of the following occurs when the requestor clearly explains why performing a request will benefit the target personally? A. Apprising B. Ingratiation C. Coalition D. Personal appeal E. Exchange

Apprising occurs when the requestor clearly explains why performing a request will benefit the target personally. It differs from rational persuasion in that it focuses solely on the benefit to the target as opposed to simple logic or benefits to the group or organization.

Low assertiveness and low cooperation represent which style of conflict resolution? A. Competing B. Avoiding C. Collaboration D. Compromise E. Accommodating

Avoiding (low assertiveness, low cooperation) occurs when one party wants to remain neutral, stay away from conflict, or postpone the conflict to gather information or let things cool down.

Scenario: City Place, Inc. Samuel, Linda, Shirley, and Matt are part of the project team at Ltronix International, a company producing home appliances. They had been assigned the task of selecting two out of five new products to be introduced in the next quarter. The team is at conflict over the choice of products to be introduced. Samuel, who is uncomfortable with confrontations, chooses to remain neutral by staying away from the arguments. Linda and Shirley had a few arguments which were finally resolved when Linda gave in to Shirley's demands. Shirley who was the most experienced among the four continued to insist on her choice. Matt was equally adamant about his choice. Finally, to resolve the situation, Shirley agreed to one of Matt's choice of products in exchange for one of her choices. Samuel, who chose to remain neutral, adopted which style of conflict resolution? A. Competing B. Avoiding C. Collaboration D. Compromise E. Accommodating

Avoiding (low assertiveness, low cooperation) occurs when one party wants to remain neutral, stay away from conflict, or postpone the conflict to gather information or let things cool down.

_____ occurs when one party wants to remain neutral or stay away from conflict to let things cool down. A. Accommodating B. Compromise C. Collaboration D. Competing E. Avoiding

Avoiding (low assertiveness, low cooperation) occurs when one party wants to remain neutral, stay away from conflict, or postpone the conflict to gather information or let things cool down.

Which style of conflict resolution is considered a lose-lose approach? A. Avoiding B. Compromise C. Collaboration D. Competing E. Accommodating

Avoiding (low assertiveness, low cooperation) occurs when one party wants to remain neutral, stay away from conflict, or postpone the conflict to gather information or let things cool down. Avoiding usually results in an unfavorable result for everyone.

Which of the following can never really resolve a conflict? A. Avoiding B. Compromise C. Collaboration D. Competing E. Accommodating

Avoiding (low assertiveness, low cooperation) occurs when one party wants to remain neutral, stay away from conflict, or postpone the conflict to gather information or let things cool down. Most important, avoiding never really resolves the conflict.

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 _____. A. centrality B. discretion C. substitutability D. ingratiation E. visibility

Centrality represents how important a person's job is and how many people depend on that person to accomplish their tasks. Leaders who perform critical tasks and interact with others regularly have a greater ability to use their power to influence others.

_____ represents how important a person's job is and how many people depend on that person to accomplish their tasks. A. Centrality B. Discretion C. Substitutability D. Ingratiation E. Visibility

In order to bring Steven, the marketing manager, on board with the idea of introducing a line of new products at Gold Coffee, Bree, the operations manager, enlisted the help of Natalie and Noah, the top two salespeople at the company. Bree is using which of the following influence tactics? A. Apprising B. Ingratiation C. Coalition D. Personal appeal E. Pressure

Coalitions occur when an influencer enlists other people to help influence the target. These people could be peers, subordinates, or one of the target's superiors. Coalitions are generally used in combination with one of the other tactics effort in accomplishing what they are asked to do.

Scenario: Palliative Care Home Andy, Ben, and Carl are employees at Palliative Care Home (PCH). They report to Lisa who is the department manager. Lisa has a tremendous amount of freedom to make decisions on how she manages her employees. She recently gave Andy the preferred shift for his outstanding service to the patients at PCH, along with an employee-of-the-month award. In his acceptance speech, Andy indicated he is simply trying to emulate Carl, who is liked by all the patients at PCH. He admires Carl and has learned several things about the job by just observing him. Ben, feeling left out, has started to enlist other employees in the department to help influence Lisa for next month's award. Ben is utilizing the _____ influence tactic on Lisa, to win the employee-of-the-month award for the following month. A. pressure B. ingratiation C. coalition D. personal appeal E. exchange

Coalitions occur when the influencer enlists other people to help influence the target. These people could be peers, subordinates, or one of the target's superiors. Ben has started to enlist other employees in the department to help influence Lisa for next month's award. This shows that Ben is utilizing coalition.

Which type of power exists when a person has control over punishments in an organization? A. Reward B. Legitimate C. Coercive D. Referent E. Expert

Coercive power exists when a person has control over punishments in an organization. Coercive power operates primarily on the principle of fear.

Which type of power operates primarily on the principle of fear? A. Legitimate B. Expert C. Reward D. Referent E. Coercive

Coercive power exists when a person has control over punishments in an organization. Coercive power operates primarily on the principle of fear.

_____ power is generally regarded as a poor form of power to use regularly, because it tends to result in negative feelings toward those that wield it. A. Referent B. Expert C. Reward D. Coercive E. Legitimate

Coercive power exists when a person has control over punishments in an organization. Coercive power operates primarily on the principle of fear. It is generally regarded as a poor form of power to use regularly, because it tends to result in negative feelings toward those that wield it.

High assertiveness and high cooperation represent which style of conflict resolution? A. Competing B. Avoiding C. Collaboration D. Compromise E. Accommodating

Collaboration (high assertiveness, high cooperation) occurs when both parties work together to maximize outcomes.

Which style of conflict resolution is generally regarded as the most effective? A. Accommodating B. Compromise C. Collaboration D. Competing E. Avoiding

Collaboration (high assertiveness, high cooperation) occurs when both parties work together to maximize outcomes. Collaboration is seen as a win-win form of conflict resolution. Collaboration is generally regarded as the most effective form of conflict resolution, especially in reference to task-oriented rather than personal conflicts.

Which form of conflict resolution 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? A. Accommodating B. Compromise C. Collaboration D. Competing E. Avoiding

Collaboration (high assertiveness, high cooperation) occurs when both parties work together to maximize outcomes. Collaboration is seen as a win-win form of conflict resolution. However, it's also the most difficult to come by because it requires full 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.

Which style of conflict resolution is considered a win-win approach? A. Avoiding B. Compromise C. Collaboration D. Competing E. Accommodating

Collaboration (high assertiveness, high cooperation) occurs when both parties work together to maximize outcomes. Collaboration is seen as a win-win form of conflict.

Which style of conflict resolution occurs when both parties work together to maximize outcomes? A. Accommodating B. Compromise C. Collaboration D. Competing E. Avoiding

Collaboration (high assertiveness, high cooperation) occurs when both parties work together to maximize outcomes. Collaboration is seen as a win-win form of conflict.

A competing style of conflict resolution should be used: A. when an issue is trivial. B. when potential disruption outweighs the benefits of resolution. C. for issues vital to company welfare when you know you are right. D. to let people cool down and regain perspective. E. when others can resolve the conflict more effectively.

Competing (high assertiveness, low cooperation) occurs when one party attempts to get his or her own goals met without concern for the other party's results. A competing style of conflict resolution should be used for issues vital to company welfare when you know you are right. Refer To: Table 13-4

High assertiveness and low cooperation represent which style of conflict resolution? A. Competing B. Avoiding C. Collaboration D. Compromise E. Accommodating

In a conflict situation, when John attempts to get his own goals met without concern for the other party, he is utilizing which of the following conflict resolution styles? A. Competing B. Avoiding C. Collaboration D. Compromise E. Accommodating

Which style of conflict resolution is considered as a win-lose approach? A. Avoiding B. Compromise C. Collaboration D. Competing E. Accommodating

Which conflict resolution style occurs most often when one party has high levels of organizational power and can use legitimate or coercive power to settle the conflict? A. Avoiding B. Compromise C. Collaboration D. Competing E. Accommodating

Competing (high assertiveness, low cooperation) occurs when one party attempts to get his or her own goals met without concern for the other party's results. It could be considered a win-lose approach to conflict management. Competing occurs most often when one party has high levels of organizational power and can use legitimate or coercive power to settle the conflict.

Which conflict resolution style is best used in situations in which the leader knows he or she is right and a quick decision needs to be made? A. Avoiding B. Compromise C. Collaboration D. Competing E. Accommodating

Competing (high assertiveness, low cooperation) occurs when one party attempts to get his or her own goals met without concern for the other party's results. It could be considered a win-lose approach to conflict management. It's best used in situations in which the leader knows he or she is right and a quick decision needs to be made.

_____ occurs when the targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence. A. Resistance B. Ingratiation C. Compliance D. Internalization E. Engagement

Compliance occurs when targets of influence are willing to do to what the leader asks, but they do it with a degree of ambivalence. Compliance reflects a shift in the behaviors of employees but not their attitudes.

_____ reflects a shift in the behaviors of employees but not their attitudes. A. Resistance B. Ingratiation C. Compliance D. Internalization E. Engagement

Scenario: City Place, Inc. Samuel, Linda, Shirley, and Matt are part of the project team at Ltronix International, a company producing home appliances. They had been assigned the task of selecting two out of five new products to be introduced in the next quarter. The team is at conflict over the choice of products to be introduced. Samuel, who is uncomfortable with confrontations, chooses to remain neutral by staying away from the arguments. Linda and Shirley had a few arguments which were finally resolved when Linda gave in to Shirley's demands. Shirley who was the most experienced among the four continued to insist on her choice. Matt was equally adamant about his choice. Finally, to resolve the situation, Shirley agreed to one of Matt's choice of products in exchange for one of her choices. Which style did Shirley use to resolve her conflict with Matt? A. Competing B. Avoiding C. Collaboration D. Compromise E. Accommodating

Compromise (moderate assertiveness, moderate cooperation) occurs when conflict is resolved through give-and-take concessions. Compromise is perhaps the most common form of conflict resolution, whereby each party's losses are offset by gains and vice versa. It is seen as an easy form of resolution, maintains relations between parties, and generally results in favorable evaluations for the leader.

Which form of conflict resolution is the most common? A. Accommodating B. Compromise C. Collaboration D. Competing E. Avoiding

The dean of a reputed B-school has decided to pursue a coveted accreditation for the college. To get the faculty's buy-in and support, he has created a faculty-driven process whereby members of the faculty participate and carry out the accreditation process under his guidance. This approach has increased the commitment of the faculty, who now have a stake in seeing the process succeed and the goal of accreditation accomplished. Identify the influence tactic used by the dean. A. Rational persuasion B. Personal appeals C. Consultation D. Ingratiation E. Exchange

Consultation occurs when the target is allowed to participate in deciding how to carry out or implement a request. This tactic increases commitment from the target, who now has a stake in seeing that his or her opinions were right.

Which of the following influence tactics increases commitment from the target who has a stake in seeing that his or her opinions were right? A. Rational persuasion B. Personal appeals C. Consultation D. Ingratiation E. Exchange

Discretion is defined as: A. the degree to which people have alternatives in accessing resources. B. the degree to which managers have the right to make decisions on their own. C. the use of favors, compliments, or friendly behavior to make the target feel better about the influencer. D. the degree of importance of a person's job and how many people depend on that person to accomplish their tasks. E. the level of awareness others have of a leader's power and position.

Nathan is the administrative manager at Woodlands, Inc. The organizational procedures and policies of the company prevent Nathan from implementing many of his ideas to increase efficiency. This indicates a low degree of _____, which reduces Nathan's ability to influence others. A. centrality B. discretion C. substitutability D. ingratiation E. visibility

Rebecca is the head of the primary department at La Perouse High School. She believes that children will absorb and retain more information if they are taken on educational tours and field trips. But the school's rules and policies do not encourage such activities and Rebecca feels her endeavor to improve the children's education is being stifled. This low degree of _____ is reducing Rebecca's ability to influence others. A. centrality B. discretion C. substitutability D. ingratiation E. visibility

Scenario: Palliative Care Home Andy, Ben, and Carl are employees at Palliative Care Home (PCH). They report to Lisa who is the department manager. Lisa has a tremendous amount of freedom to make decisions on how she manages her employees. She recently gave Andy the preferred shift for his outstanding service to the patients at PCH, along with an employee-of-the-month award. In his acceptance speech, Andy indicated he is simply trying to emulate Carl, who is liked by all the patients at PCH. He admires Carl and has learned several things about the job by just observing him. Ben, feeling left out, has started to enlist other employees in the department to help influence Lisa for next month's award. Lisa's freedom to make her own decisions is indicative of the _____ contingency factor of power. A. centrality B. discretion C. substitutability D. ingratiation E. visibility

Discretion is the degree to which managers have the right to make decisions on their own. If managers are forced to follow organizational policies and rules, their ability to influence others is reduced. Lisa is given absolute freedom in running her department. This shows that Lisa has a high degree of discretion.

In distributive bargaining, when one person gains, the other person loses. This is also known as a: A. total-sum condition. B. partial-sum condition. C. positive-sum condition. D. zero-sum condition. E. negative-sum condition.

Distributive bargaining involves win-lose negotiating over a "fixed-pie" of resources. That is, when one person gains, the other person loses (also known as a "zero-sum" condition).

Which of the following involves a win-lose negotiation over a "fixed-pie" of resources? A. Substitutability B. Ingratiation C. Distributive bargaining D. Coalition building E. Integrative bargaining

Distributive bargaining involves win-lose negotiating over a "fixed-pie" of resources. That is, when one person gains, the other person loses (also known as a "zero-sum" condition).

Distributive bargaining is similar in nature to which of the following approaches to conflict resolution? A. Avoiding B. Compromise C. Competing D. Collaboration E. Accommodating

Distributive bargaining involves win-lose negotiating over a "fixed-pie" of resources. That is, when one person gains, the other person loses (also known as a "zero-sum" condition). Distributive bargaining is similar in nature to a competing approach to conflict resolution.

Jake is well-known for his excellent diagnoses of skin-related problems. The other dermatologists in the hospital where he works often consult him when dealing with difficult cases. This gives Jake _____ power in the hospital. A. coercive B. structural C. reward D. referent E. expert

Expert power derives from a person's expertise, skill, or knowledge on which others depend. When people have a track record of high performance, the ability to solve problems, or specific knowledge that is necessary to accomplish tasks, they are more likely to be able to influence other people who need that expertise.

Which type of power is derived from a person's skill or knowledge on which others depend? A. Referent B. Expert C. Reward D. Coercive E. Legitimate

_____ is the use of an actual behavior that causes behavioral or attitudinal changes in others. A. Influence B. Discretion C. Power D. Internalization E. Visibility

Influence is the use of an actual behavior that causes behavioral or attitudinal changes in others. Influence can be seen as directional. It most frequently occurs downward. Influence is all relative. The absolute power of the "influencer" and "influencee" isn't as important as the disparity between them.

_____ is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer. A. Centrality B. Personal appeal C. Consultation D. Ingratiation E. Internalization

Ingratiation is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer. Ingratiation has been shown to be more effective when used as a long-term strategy and not nearly as effective when used immediately prior to making an influence attempt.

"Sucking up" refers to which of the following influence tactics? A. Apprising B. Ingratiation C. Coalition D. Personal appeals E. Exchange

Ingratiation is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer. You might more commonly hear this referred to as "sucking up," especially when used in an upward influence sense.

Just before the final football game of the season, the captain of the team made an emotional appeal to all his teammates to win the last game for their coach, who passed away recently. Which of the following influence tactics did the captain use? A. Rational appeal B. Inspirational appeal C. Consultation D. Collaboration E. Coalition

Inspirational appeal is a tactic designed to appeal to a target's values and ideals, thereby creating an emotional or attitudinal reaction. To use this tactic effectively, leaders must have insight into what kinds of things are important to the target.

To influence others using _____, leaders must have insight into the kinds of things are important to the target. A. rational persuasion B. inspirational appeals C. consultation D. internalization E. pressure tactics

Inspirational appeal is a tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudinal reaction. To use this tactic effectively, leaders must have insight into what kinds of things are important to the target.

_____ is aimed at accomplishing a win-win scenario by using problem solving and mutual respect to achieve an outcome that is satisfying to both parties. A. Substitutability B. Ingratiation C. Distributive bargaining D. Coalition building E. Integrative bargaining

Integrative bargaining is aimed at accomplishing a win-win scenario. It involves the use of problem solving and mutual respect to achieve an outcome that is satisfying for both parties.

Which of the following occurs when the target of influence agrees with and becomes committed to the influence request? A. Resistance B. Ingratiation C. Compliance D. Collaboration E. Internalization

Internalization occurs when the target of influence agrees with and becomes committed to the influence request. For a leader, this is the best outcome, because it results in employees putting forth the greatest level of effort in accomplishing what they are asked to do. Internalization reflects a shift in both the behaviors and the attitudes of employees.

_____ reflects a shift in both the behaviors and the attitudes of employees. For a leader, this is the best outcome, because it results in employees putting forth the greatest level of effort in accomplishing what they are asked to do. A. Resistance B. Ingratiation C. Compliance D. Collaboration E. Internalization

Which type of power is sometimes referred to as "formal authority?" A. Structural B. Personal C. Legitimate D. Referent E. Expert

Legitimate power derives from a position of authority inside the organization and is sometimes referred to as "formal authority." People with legitimate power have some title—some term on an organizational chart or on their door.

Which of the following refers to the use of power and influence to direct the activities of followers toward goal achievement? A. Pressure B. Administration C. Ingratiation D. Leadership E. Sustainability

Leadership can be defined as the use of power and influence to direct the activities of followers toward goal achievement. That direction can affect followers' interpretation of events, the organization of their work activities, their commitment to key goals, their relationships with other followers, and their access to cooperation and support from other work units.

Scenario: Palliative Care Home Andy, Ben, and Carl are employees at Palliative Care Home (PCH). They report to Lisa who is the department manager. Lisa has a tremendous amount of freedom to make decisions on how she manages her employees. She recently gave Andy the preferred shift for his outstanding service to the patients at PCH, along with an employee-of-the-month award. In his acceptance speech, Andy indicated he is simply trying to emulate Carl, who is liked by all the patients at PCH. He admires Carl and has learned several things about the job by just observing him. Ben, feeling left out, has started to enlist other employees in the department to help influence Lisa for next month's award. Given her position as the department manager, Lisa has _____ power. A. personal B. legitimate C. coercive D. referent E. expert

Legitimate power derives from a position of authority inside the organization and is sometimes referred to as "formal authority." People with legitimate power have some title. Lisa is the department manager and this shows that she possess legitimate powers.

Joanne is the store manager at Glitter, a jewelry store. New merchandise has arrived which needs to be priced and displayed soon, before the festive season. She asks all the sales staff to stay back after work hours to get this task done. Joanne is exercising her _____ power that she gets from her position of authority. A. reward B. legitimate C. coercive D. referent E. expert

Martin George is the vice president (Finance) of Rutherford Inc. His position and title in the company gives him _____ power. A. collaborative B. diplomatic C. substitutable D. referent E. legitimate

_____ power is derived from a position of authority inside the organization. A. Legitimate B. Structural C. Personal D. Expert E. Referent

A process in which two or more independent individuals discuss and attempt to come to an agreement about their different preferences refers to: A. ingratiation. B. negotiation. C. substitutability. D. coalition. E. internalization.

Negotiation is a process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences. Negotiations can take place inside the organization or when dealing with organizational outsiders. Negotiations can involve settling a contract dispute between labor and management.

When actions by individuals in an organization are directed toward the goal of furthering their own self-interests, it is termed as _____. A. leadership B. internalization C. negotiation D. organizational politics E. substitutability

Organizational politics can be seen as actions by individuals that are directed toward the goal of furthering their own self-interests. A leader needs to be able to push his or her ideas and influence others through the use of organizational politics.

Some employees are willing to manipulate and deceive others to acquire power. Which of the following tendencies do such employees have? A. Ingratiating tendencies B. Egoistic tendencies C. Machiavellian tendencies D. Central tendencies E. Narcissistic tendencies

People with "Machiavellian" tendencies manipulate and deceive others to acquire power.

Which of the following refers to the ability to effectively understand others at work and to use that knowledge to influence others in ways that enhance personal and/or organizational objectives? A. Conceptual skill B. Ingratiation C. Political skill D. Negotiation E. Technical skill

Political skill 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. Two aspects of political skill are networking ability, or an adeptness at identifying and developing diverse contacts, and social astuteness, or the tendency to observe others and accurately interpret their behavior.

Power and influence have a _____ effect on job performance and organizational commitment. A. moderate positive B. strong negative C. moderate negative D. strong positive E. weak positive

Power and influence have a moderate positive effect on performance. When used effectively, they can increase engagement and compliance, which facilitates task performance. Power and influence can have a moderate positive effect on commitment. The use of personal forms of power, such as expert and referent, is associated with increased affective commitment. Refer To: Figure 13-7

_____ can be defined as the ability to influence the behavior of others and to resist unwanted influence in return. A. Pressure B. Power C. Ingratiation D. Leadership E. Force

Power can be defined as the ability to influence the behavior of others and resist unwanted influence in return. Just because a person has the ability to influence others does not mean he or she will actually choose to do so. In many organizations, the most powerful employees don't even realize how influential they could be.

Major types of power can be grouped along two dimensions: A. internal and external. B. personal and social. C. organizational and personal. D. professional and organizational. E. upward and downward.

Power in organizations can come from a number of different sources. There are five major types of power that can be grouped along two dimensions: organizational power and personal power.

Which of the following is the use of coercive power through threats and demands? A. Apprising B. Ingratiation C. Coalition D. Centrality E. Pressure

Pressure is the use of coercive power through threats and demands. Such coercion is a poor way to influence others and may only bring benefits over the short term.

_____ is the use of logical arguments and hard facts to show the target that a request is a worthwhile one. A. Rational persuasion B. Internalization C. Consultation D. Ingratiation E. Visibility

Rational persuasion is the use of logical arguments and hard facts to show the target that the request is a worthwhile one.

Scenario: City Place, Inc. Samuel, Linda, Shirley, and Matt are part of the project team at Ltronix International, a company producing home appliances. They had been assigned the task of selecting two out of five new products to be introduced in the next quarter. The team is at conflict over the choice of products to be introduced. Samuel, who is uncomfortable with confrontations, chooses to remain neutral by staying away from the arguments. Linda and Shirley had a few arguments which were finally resolved when Linda gave in to Shirley's demands. Shirley who was the most experienced among the four continued to insist on her choice. Matt was equally adamant about his choice. Finally, to resolve the situation, Shirley agreed to one of Matt's choice of products in exchange for one of her choices. Which influence tactic could Shirley, who is the most experienced in the team, have used to convince the others of her choice? A. Rational persuasion B. Ingratiation C. Personal appeals D. Pressure E. Exchange

Rational persuasion is the use of logical arguments and hard facts to show the target that the request is a worthwhile one. Research shows that rational persuasion is most effective when it helps show that the proposal is important and feasible. Shirley could have used her experience and knowledge to support her choice and convince other members in the team.

All the statements below are true about legitimate power EXCEPT: A. people with legitimate power have an organizational title. B. people with legitimate power have the right to ask others to do things that are within the scope of their authority. C. the higher up in an organization a person is, the more legitimate power he or she generally possesses. D. people with legitimate power have a desire to identify and be associated with a specific individual. E. it can be a very weak form of power if it used ineffectively.