Professional Documents
Culture Documents
Student: ___________________________________________________________________________
1. Today's effective leaders are relying more on position power and less on personal power to influence others.
True False
2. Position power is power is derived from top management, and it is delegated down the chain of command.
True False
3. Personal power is derived from the follower, based on the leader's behavior.
True False
4. Personal power is derived from top management, and it is delegated down the chain of command.
True False
5. Expert power is a form of position power.
True False
9. When you use rational persuasion, you should develop a persuasive case based on your needs.
True False
10. The ingratiation influencing tactic can be used by paying compliments to others.
True False
13. Giving employees praise, recognition, pay raises or bonuses are examples of reward power.
True False
14. The exchange influencing tactic should be used with people whom you have authority over.
True False
15. To maintain discipline or enforce rules, you should use coercive power.
True False
17. Referent power is based on the user's personal relationships with others.
True False
18. Inspirational appeals generally work well with people whose behavior is more influenced by logical
thinking.
True False
19. Referent power is appropriate for people who have no position power.
True False
26. Personal power is more easily gained and lost than position power.
True False
30. Reciprocity is the process of developing relationships for the purpose of socializing and politicking.
True False
31. Reciprocity and networking are commonly used to achieve ongoing objectives, whereas coalitions are
developed for achieving a specific objective.
True False
32. Co-optation is the process of developing relationships for the purpose of socializing and politicking.
True False
33. One of the guidelines for developing political skills is to learn the power players in your organization.
True False
36. The first step in the networking process is to create your one-minute self-sell.
True False
38. Your one-minute self-sell should include hobbies and other outside interests.
True False
39. Your one-minute self-sell should end with a question to encourage two-way communication.
True False
40. In contrast to a job interview, you are the interviewer in a networking interview.
True False
42. Negotiation is often a zero-sum game in which one party's gain is the other party's loss.
True False
44. The negotiation process has three, and possibly four, steps: plan, negotiations, possibly a postponement, and
an agreement or no agreement.
True False
45. In the planning stage of the negotiation process, the first step is to set objectives.
True False
46. During the planning stage in the negotiation process, you should set four objectives: a minimum objective, a
lower limit, a target objective, and an opening objective.
True False
47. Written negotiations are generally preferred over face-to-face negotiations because you can articulate your
objectives and objections better.
True False
48. While negotiating, you should let the other party make the first offer.
True False
49. When negotiating, one thing to remember is that when the other party becomes resistant to making the
agreement, a hard sale is generally the best tactic.
True False
51. Not giving information that is not asked for and lying to the other party is essentially considered to be the
same thing during negotiations.
True False
52. As a manager, you can influence people to do things that they normally would not have done through your
use of ____ power, which is derived from top management.
A. Personal
B. Position
C. Political
D. Coercive
53. You, as an employee and not a manager in your organization, can have ____ power while your manager can
potentially have both types of power.
A. Position
B. Personal
C. Organizational
D. Earned
56. Because, as a manager, you can decide who receives what pay raises, bonuses, and promotions, you are
using ____ power.
A. Reward
B. Position
C. Referent
D. a and b
58. To persuade another person whose behavior is influenced more by thinking than emotion, you would use the
tactic of
A. Rational persuasion
B. ingratiation.
C. consultation
D. legitimization
59. To get people in a good mood, the ____ influencing tactic may be used by being friendly and praising others
before you ask them for what you want.
A. personal appeals
B. ingratiation
C. consultation
D. inspirational appeals
60. When you develop a rational persuasion, you should do all of the following EXCEPT:
A. focus on how you and the organization benefit by achieving the objective.
B. offer a detailed step-by-step plan.
C. explain how potential problems and concerns will be handled.
D. demonstrate how to do a task, when possible.
62. An important aspect of ____ power is to have control over resources, particularly scarce resources.
A. Reward
B. Coercive
C. Personal
D. Position
63. Because you have taken a leadership course, you know that, being a manager, coercive power is effective
when
A. Applied to a small percentage of employees.
B. Under conditions considered legitimate by upper management.
C. Applied to a large percentage of employees.
D. It is applied to a "good" employee.
72. "It's not what you know, it's who you know" is an example of ____ power.
A. reward
B. connection
C. referent
D. position
74. Which of the following do you need to increase your legitimate power?
A. Work at gaining people's perception that you have power.
B. Exercise authority regularly
C. Use rational persuasion especially when your authority is questioned.
D. Back up your authority with rewards and punishments.
E. All of the above
78. Money and power have a similar use in that both are used:
A. to obtain desires.
B. as a medium of exchange.
C. to accomplish objectives.
D. to exert control.
79. The process of developing relationships for the purpose of socializing and politicking is:
A. politics.
B. reciprocity.
C. networking.
D. coalition building.
80. In terms of political behavior, successful managers spend twice as much time in ____ as average managers.
A. communication
B. human resource management
C. networking
D. traditional management
81. To accomplish objectives, a manager who uses political behavior that creates obligations and develops
alliances, often using the word "favor" in their requests is using
A. politics.
B. reciprocity.
C. networking.
D. coalition building.
85. The number one indicator of job satisfaction today is the relationship you have with your:
A. manager(s).
B. peers.
C. clients.
D. all of the answers are correct
86. Which of the following is (are) guidelines for developing political skills?
A. learn the organizational culture
B. gain recognition
C. tune out the grapevine
D. Secretly pursue your self-interests
E. A and c
93. ____ is a process in which two or more parties are in conflict and attempt to come to an agreement.
A. Problem solving
B. Decision making
C. Negotiating
D. Influencing
94. The first step of the planning stage in the negotiation process is to:
A. set objectives.
B. research the other party(ies).
C. develop rapport.
D. try to develop options and trade-offs.
95. The most appropriate time for developing options and trade-offs in the negotiation process is during:
A. negotiations.
B. the planning stage.
C. postponement.
D. project closeout.
98. When there doesn't seem to be any progress, it may be wise to ____ the negotiations.
A. cease
B. concede
C. comply
D. postpone
100. Once an agreement has been made, you should do which of the following?
A. put it in writing.
B. follow up with a letter of thanks.
C. Restate agreement in a letter of thanks
D. Change to a personal subject and/or leave, depending on the other person's preferred negotiations.
E. All of the above
101. Under what circumstances is power ethical?
A. Under no circumstances
B. When you use it to promote your self-interests
C. when you manipulate others at their expense for the greater good
D. When it is used to meet organizational objectives and those of its members
102. Explain the differences between position power and personal power.
103. Discuss the differences among legitimate, reward, coercive, and referent power.
Language: Finnish
Kirj.
Joh. Mustakallio
Nuorusella käy winha tuuli, kylmä kuin talwen wihuri, waikka oli
lämmin päiwä, piti ottaa päällystakkia päälleen taretakseen olla
jonkun hetken kerrallaan kalliolla ja sitte piti kyyristyä kallion taa,
johon aurinko helteästi paistoi. Kukkulalta lähtee wankka polku
alaspäin. Outo luulisi siitä, että täällä käy wäkeä, kuin Aawasaksalla.
Mutta se onkin porojen polku, jonka owat tehneet, kun räkän-
(itikan-) aikana nousewat tuulen henkeen saadakseen lewähtää
rauhassa. Semmoista wiisautta käyttämät porot suurella hyödyllä
kaikkialla pohjoismaissa, jossa syöpäläisten paljous on mahdoton.
Lewättyänsä lähtewät he peräkanaa ja hywällä mielin alas.
Oulangansuun
Niskan
Kuntijärwen
Kuukasjärwen
Mossan