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Laura, who reports to Leona, questions the overtime schedule for the weekend. At the end of the discussion Laura says, "OK. I will do it. Thanks for explaining the process to me. You really know how to meet deadlines! I guess that's why everyone calls you 'The Genius.'" Which part of Leona's power base did Laura acknowledge?

A. Expert

Dana found out that John wanted to go to an out of town ball game in three weeks when he was scheduled to work. Dana offered to work for him that weekend if he would work her shifts next weekend. Dana used the influence tactic of:

A. exchange.

Laura, who reports to Leona, questions the overtime schedule for the weekend. At the end of the discussion Laura says, "OK. I will do it. Thanks for the opportunity. I can really use the triple time pay!" Which part of Leona's power base did Laura acknowledge?

B. Reward

Peter, an aspiring artist, wants to do grocery art in a fashionable metropolitan area to create name awareness. His uncle Vincent has been a friend since childhood of Sal, the owner of "Salad+," a fresh, organic, and healthy market in the art gallery section of midtown. Peter is reluctant to ask Vincent to introduce him to Sal. You are an expert on social networking. Advise him.

B. This introduction is not an unwanted imposition. Sal and Vincent have been friends for years. It is a small enough reques

Tramer, Kenny, and Norton own an electronics shop, a third each. Tramer likes merchandise with snob appeal. Kenny wants to stock old, traditional standard items. Norton orders anything that is new. Are they susceptible to the use of social influence weapons by vendors?

B. Yes. All three of them are susceptible to appeals to authority.

Nadine taught a consumer awareness workshop titled, "Lowballing, foot-in-the-door, and bait-and-switch." She prepared her students to guard against the social influence weapon of:

B. commitment and consistency.

Dana complimented John's new suit, listened to him talk about the ball game, and fixed him a double latte before she asked for the weekend off. Dana used the influence tactic of:

B. ingratiation

Maynard stacked some old tires at the end of his driveway with a red sign, "Free tires. Some good tread left." The tires remained there for months. He replaced the sign with a black sign, "Last set of original Model QZ tires - Available for only $100 through month end. Knock on first green door on the right for details or to leave your number." The next morning the tires had been stolen. Maynard understood and used the social influence weapon of:

B. scarcity.

Laura, who reports to Leona, questions the overtime schedule for the weekend. At the end of the discussion Laura says, "Sorry I bothered you. Of course I will do it. I was just asking about the schedule. Please don't write me up for insubordination." Which part of Leona's power base did Laura acknowledge?

C. Coercive

Steve is learning to manage his boss, Khalid. Which of these questions will NOT help Steve understand Khalid's mindset?

C. Does Khalid prefer to communicate via email or phone?

Bobby's basketball team is down twenty points at halftime. If they lose this game, they lose the regional championship to a longtime rival. If they go above and beyond their regular level of play and come back during the last half, they have a chance to break all the school and conference records. What kind of influence tactic should Bobby use in the locker room?

C. Inspirational appeal

Tony watched as his friend, Tim, learned the hard way that some influence tactics generate resistance. People go out of their way to not do what Tim has requested. Tony has a major project for his team. It needs to be completed on time, on budget. Tim suggests pressure, but which influence tactic do you think Tony should use?

C. Inspirational appeal

Scott, a computer system technician, relaxes with some friends after a tough week. Tony, one of the friends, suggests, "You really need to get that tech certification in networks and firewalls." Will Tony's suggestion help increase Scott's power base at work?

C. Yes. It will increase Scott's expert power, or at least validate it.

Mike, an expert social networker, spends most of an afternoon emailing his friends about the performance of their favorite athletic team during the previous week. He commiserates with a big loss, raves about a big win, whatever is appropriate for each person. Mike is:

C. keeping his network fresh

Carole was generally regarded as the worst manager in the division. She never let anyone say anything except, "Yes" or "I agree" or "I understand" in her staff meetings. She read from a prepared document (after distributing this script to attendees), a paragraph or so at a time, then demanded, "Do you all agree?" or "None of you have a problem with this, right?" Which relationship mistake did Carole exhibit?

D. Carole needed to convey complete control.

Dave, while hiring a college placement counselor for his son, asked himself, "Is this authority truly an expert?" How did this question provide a defense against the social influence weapon of appeals to authority?

D. It directed Dave's attention to the reality of the authority status

Laura, who reports to Leona, questions the overtime schedule for the weekend. At the end of the discussion Laura says, "OK. I will do it. You are the boss." Which part of Leona's power base did Laura acknowledge?

D. Legitimate

Chalonda received a call from a mobile phone marketer. The marketer started with, "Don't you want to switch to Crown Networks? Your friends Doni and Jemma did. They both said you would be interested in our options." Which social influence weapon was the marketer attempting to use on Chalonda?

D. Social proof

Frank is frustrated by his lack of legitimate power at work. He confides, "I have been passed over twice for promotion. I don't know what else to do to get more authority." Give Frank good advice.

D. Volunteer to lead that high profile project you were assigned.

Mark, a high school senior, had three options for a summer job: lawn work with a landscape architect who was a friend of the family; working in a law office (Mark wanted to be an attorney); or, selling cutlery door to door. At dinner, his father said, "Son, have you decided on summer work? You graduate next week." Mark declared, "Yes, Dad, I have. I will sell cutlery!" Mark's father chewed deliberately, jaw clenched. Mark continued, "The head of that office drives the coolest, most expensive car I have ever seen. He said I'd be awesome as a knife salesman! How could someone with a car like that be wrong?" Mark succumbed to the social influence weapon of:

D. appeals to authority

Dana wanted to switch weekend work assignment with John for the next month. She sat next to him in the break room one morning and asked, "John, could you help me figure something out?" John replied, "Sure, Dana, I'll try. What's up?" She explained that she needed to go out of town the weekend she was scheduled to work, and she was afraid she would be fired if she asked the boss for additional time off. John smiled, "That one is easy. I will work for you. Can you work the weekend before for me?" Dana used the influence tactic of:

D. consultation.

Martin, a college registrar, has scheduled a meeting with Maizie, his supervisor, to talk about low course enrollments for the next semester. Which one of these is the best opener for that meeting?

E. I know we need to maintain an enrollment minimum of twelve students per section, and I have a preliminary schedule to address the enrollment shortage for next semester.

Laura, who reports to Leona, questions the overtime schedule for the weekend. At the end of the discussion Laura says, "OK. I will do it. Thanks for the opportunity to meet the head office representative that recommended you for promotion. You know I want to be just like you! If I can follow in your career steps here, I'll be happy to work every weekend." Which part of Leona's power base did Laura acknowledge?

E. Referent

Brandon wanted his mechanics and material handlers to work double shifts for two weeks without extra pay to fulfill contract requirements. If Brandon's firm did not make the deadline, Brandon foresaw a major lay off and possible plant closing. Brandon prepared charts, data, deadlines. He had all the information needed to explain the situation to his employees. Ted, a consultant, advised Brandon to combine an inspirational appeal with the solid rational persuasion he prepared. Was Ted right?

E. Yes. Impacting emotions often brings rational elements into line.

Dana cornered John in the break room. She whispered, "Look, I know you said you would not switch scheduled work weekends with me next month. If you don't, I will tell the manager what really happened in Denver. Understand?" Dana used the influence tactic of:

E. pressure.

Nadine taught a consumer awareness workshop titled, "Door-in-the-face, That's not all, and Foot-in-mouth." She prepared her students to guard against the social influence weapon of:

E. reciprocity.