Chapter 12 Power, Influence & Politics

Which of the following are some of the tactics interviewers use to impress job candidates?

-Appearance of promotional items -Nonverbal cues -Administrative follow-up

Which of the following are practical and effective ways for managers to use their power?

-Apply a larger variety of influence and political tactics. -Develop sources of personal power. -Use your power only when necessary.

When working in a virtual environment, how can people reduce ambiguity?

-Create accountability. -Provide examples. -Share information.

Robert Cialdini's research identified six principles for influencing people. What ideas were these principles based on?

-If your efforts align with the fundamental responses, your influence increases. -People have fundamental responses to influence attempts.

What are some of the perceptions that people have about organizational politics?

-It increases job stress. -It decreases job satisfaction. -It decreases organizational commitment.

What techniques can individuals use to develop power and influence?

-Match influence and political tactics to suit the situation. -Use position and personal power. -Develop referent power.

Which of the following are reasons why it is important to assign blame correctly?

-To influence your behavior in the future -To keep your influence intact

In which of the following situations, are apologies required?

-When you need to influence the offended party in the future -When it is important to restore trust -When someone has been harmed by your actions

The characteristics of an effective apology include:

-acceptance of responsibility -acknowledgment of wrongdoing -expression of regret -promise not to repeat the offense

Which of the following are ways to make a good first impression?

-be in a good mood -watch your body language -have goals

The three blaming styles researchers found in people from a large variety of industries include

-denying blame -blaming others -blaming oneself

Benefits of empowerment for organizations include:

-improved performance -positive citizenship behavior -job satisfaction

Which of the core influence tactics are most effective at building commitment?

-inspirational appeals -consultation -rational persuasion

Apologizing can reduce which of the following?

-negative uses of power -bad impressions -poor performance

Research has shown that empowerment is important because it positively influences the performance of which of the following?

-organizations -individuals -teams

Empowerment tends to improve an employee's

-performance. -job satisfaction. -organizational commitment.

Which of the following bases of power have a positive effect on the organizing framework?

-referent -expert -reward

List the steps in a plan to influence others, starting with the first step at the top.

1. Set a goal and know what you want to achieve 2. Identify the person or persons who can help you achieve that goal 3. Determine whether you need compliance or commitment from the person 4. Decide on a base of power and influence tactic that will realistically be available to you 5. Describe how you will apply the bases of power and tactics you chose

Inspirational appeals/

Appealing to emotions, ideals, or values

Artifactual/

Appearance, manner of dress, visual items presented

Which of the following are ways to increase the relative effectiveness of influence tactics?

Being credible Being trustworthy

Meaning/

Belief that your goals align with your team and management

Network level/

Cooperative pursuit of general self-interests

Coalition level matches/

Cooperative pursuit of group interests in specific issues

How can managers use their power to supercharge the performance of those they manage?

Empower employees to make sound decisions.

Impact at work/

Feeling that your efforts make a difference to your organization

Coalition tactics/

Getting others to support your efforts to persuade

Individual level

Individual pursuit of general self-interests

Consultation/

Involving others in planning and making decisions about changes

You own your own management consulting firm. At a recent seminar, the owner of a local supermarket chain asks you to help him differentiate between a coalition and a network. Which of the following would be a correct response?

Networks are people-oriented.

Competence/

Personal evaluation of your ability to do your job

Personal appeals/

Referring to friendship or loyalty when making a request

Self-determination/

Sense that you have control over your work and its outcomes

Nonverbal/

Smiling, laughing, leaning in

Which of the following helps transfer authority and responsibilities from management to employees?

Structural empowerment

When you use power or influence, how might others respond to your wishes?

They may comply. They may commit. They may resist.

Administrative/

Timing of communication, feedback, and follow-up

Exchange/

Trading favors, making or implying promises

Pressure/

Using intimidation or threats

Rational persuasion/

Using logic, reason, or facts to convince another

Legitimating tactics/

Using one's authority or organizational rules or policies; support from superiors

Ingratiation/

Using praise, flattery, humor, or helpfulness before making a request

Verbal/

What interviewers say and how they say it

Position power, which includes legitimate, reward, and coercive power, is power that is connected with what?

a job within an organization

When psychologically empowered, an employee feels all of the following except

agreeableness

When meeting people for the first time, how can you project that you are interested?

ask them questions about themselves

How do virtual teams overcome the ambiguity created by a lack of face-to-face interaction?

by sharing information

George has persuaded most of his department to support a cancer run this spring. He really wants to get Nathan on board since Nathan frequently runs in marathons. George asks Terry, Sandy, and Marvin to "work on Nathan." This is using ________ to get others to support your efforts to persuade someone.

coalition tactics

Which of the following bases of power has a negative effect on the organizing framework?

coercive

Fiona used an influence tactic on Gerald and got him to enthusiastically agree to her proposal. Gerald demonstrated initiative and persistence while completing the assignment. This is an example of

commitment

Step 3 in the creation of an influence plan involves deciding what you want or need from the person you hope to influence. What are the two possible choices?

commitment compliance

_____ is your personal evaluation of your ability to do your job

competence

Alexis, a customer service supervisor at ABC Airlines, typically seeks the full participation of her team members when planning, making important decisions, and implementing changes. Which one of the nine generic influence tactics is she using?

consultation

using _____ is a way of getting others to participate in planning, making decisions, and changes.

consultation

Diego is a housekeeper at Hotel 365 and has a guest approach him about the TV not working in his room. Diego immediately calls the maintenance department and the TV gets fixed within 10 minutes. Diego even brings the guest a bottle of wine for the trouble. What style of empowerment does Diego's manager appear to exhibit?

delegation

The management practice that enhances employee performance, well-being, and positive attitudes is

empowerment

The transfer of authority and responsibilities from management to employees is called structural

empowerment

Jeff has been a project assistant for XYZ Corporation for five years. Recently he was asked to train Harriet, a new employee. He suggests to her that she use an Excel worksheet to lay out the projects she is currently working on, and she complies. He is using _______ power

expert

What type of political action is pursued at the individual level?

general self-interests

Any attempt to control or manipulate the images related to a person, organization, or idea is

impression management

Dressing for success is the political tactic also known as ______.

impression management

which of the following statements about impression management is false

impression management is generally damaging to careers

According to Cialdini's research on influencing people, how should the six principles he found be used?

in combination

Conscious efforts to affect and change a specific behavior in others are:

influence tactics

______ is when you try to build enthuiasm by appealing to others emotions

ingratiation

Organizational politics is defined as

intentional actions to improve individual or organizational interests.

Dewey, a manager at the Busy Bee Restaurant, gives Alice her schedule for the next week. Alice knows she must follow that schedule. What kind of power is Dewey exercising?

legitimate

using ____ basing a request on explicit or implied support from superiors

legitimating tactics

Noreen is extremely happy to be working at QBiz. They are a socially conscious, community-focused company. Noreen knows that her goals align with those of her manager, team, and employer. Noreen has ___ in relation to her company.

meaning

______ power is the type of influence a person exercises independent of his or her job or position.

personal

Intentional acts of influence to enhance or protect the self-interest of individuals or groups that are not endorsed or aligned with those of the organization are known as organizational

politics

What type of power tends to produce commitment

positive legitimate, expert, and referent

The ability to marshal human, informational, and other resources to get something done is:

power

The discretion and the means to enforce one's will over others is called

power

Sharing power, via empowerment, is a means for increasing your own

power.

When employees feel a sense of meaning, competence, and impact at work, it is because they are _________ empowered

psychologically

Therese is a charismatic person who is often able to get other employees to work late on special projects by being very friendly and fun to be around. She is exercising her ______ power.

refferent

Individuals or organizations that obtain compliance by promising or granting rewards use which base of power?

reward power

When Jen received a bonus for reaching her sales goal, her employer was using which form of power?

reward power

the critical aspect of organizational politics is the emphasis on

self-interest

A commonly used political tactic in organizations is blowing your own horn while not recognizing the accomplishments of others. This is known as:

self-promotion

Research has shown that empowerment reduces what for individuals and teams?

stress

True or false: Perceptions of politics (POP) have been linked to undesirable outcomes such as increased stress and decreased job satisfaction.

true

Apologies are important and are effective to the extent that they restore what in a relationship?

trust

What are ill-defined decision processes likely to trigger in organizations?

uncertainty

which of the following will not be effective for an apology

waiting until there has been time to heal