106. What is the difference between inspirational appeal and personal appeal influencing?
107. What are the three political behaviors and four guidelines for developing political skills?
108. How many interview questions should you bring to a networking interview?
109. Which step of “conduct networking interviews” involves getting additional contacts for your network?
110. What type of situation (win/lose) is the goal of negotiation?
111. What are the steps in negotiations?
112. What are the steps in planning a negotiation?
Moderate
p. 166 – 168
MGMT.LUSS.16.R.5.10 – Review Question 5–10
United States – BUSPROG – Analytic – Business knowledge and analytic skills
Conceptual
BLOOMS: Knowledge
113. What should a one-minute self-sell include?
Moderate
p. 161
MGMT.LUSS.16.05-05 – LO: 05–05
United States – BUSPROG – Analytic – Business knowledge and analytic skills
Conceptual
BLOOMS: Knowledge
114. You are a production manager and heard rumors that the company will be purchasing some new high-tech
manufacturing equipment. You would like to know if it is true, and, if so, are you getting it. You know a person in the
purchasing department, so you decide to contact that person to try to find out.
Select the most appropriate individual tactic that will enhance your chances of getting a desired outcome. Explain your
answer.
a.
rational persuasion
d.
ingratiation
g.
coalition
MGMT.LUSS.16.R.5.9 – Review Question 5-9
United States – BUSPROG – Analytic – Business knowledge and analytic skills
Conceptual
BLOOMS: Knowledge
b.
inspirational appeals
e.
personal appeals
h.
legitimization
c.
consultation
f.
exchange
i.
pressure
115. Next week the committee you serve on will elect officers. Nominations and elections will be done at the same time.
You are interested in being the president. But you don’t want to nominate yourself and you don’t want to run and lose.
Select the most appropriate individual tactic that will enhance your chances of getting a desired outcome. Explain your
answer.
a.
rational persuasion
d.
ingratiation
g.
coalition
b.
inspirational appeals
e.
personal appeals
h.
legitimization
c.
consultation
f.
exchange
i.
pressure
Moderate
p. 146 – 151
MGMT.LUSS.16.CA.5.1 – Concept Application 5-1
United States – BUSPROG – Analytic – Business knowledge and analytic skills
Application
BLOOMS: Application
116. Some of your workers did not come in to work today. You have a large order that a sales rep said would go out
today. It will be tough for the small crew to meet the deadline.
Select the most appropriate individual tactic that will enhance your chances of getting a desired outcome. Explain your
answer.
a.
rational persuasion
d.
ingratiation
g.
coalition
b.
inspirational appeals
e.
personal appeals
h.
legitimization
c.
consultation
f.
exchange
i.
pressure
The answer is b, inspirational appeals. A pep talk may motivate the employees to push to
department.
Moderate
p. 146 – 151
MGMT.LUSS.16.CA.5.1 – Concept Application 5-1
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Communication – Communication Abilities
Application
BLOOMS: Application
117. Your employee Nikki regularly passes in assignments late. The assignment you are giving her now is very important
and must be done on time.
Select the most appropriate individual tactic that will enhance your chances of getting a desired outcome. Explain your
answer.
a.
rational persuasion
d.
ingratiation
g.
coalition
b.
inspirational appeals
e.
personal appeals
h.
legitimization
c.
consultation
f.
exchange
i.
pressure
Moderate
p. 146 – 151
MGMT.LUSS.16.CA.5.1 – Concept Application 5-1
United States – BUSPROG – Analytic – Business knowledge and analytic skills
Application
BLOOMS: Application
118. You believe you have accomplished things deserving a pay raise. So you decide to ask your manager for it.
Select the most appropriate individual tactic that will enhance your chances of getting a desire outcome. Explain your
answer.
a.
rational persuasion
d.
ingratiation
g.
coalition
b.
inspirational appeals
e.
personal appeals
h.
legitimization
c.
consultation
f.
exchange
i.
pressure
p. 146 – 151
MGMT.LUSS.16.CA.5.1 – Concept Application 5-1
United States – BUSPROG – Analytic – Business knowledge and analytic skills
Moderate
p. 146 – 151
MGMT.LUSS.16.CA.5.1 – Concept Application 5-1
United States – BUSPROG – Analytic – Business knowledge and analytic skills
Application
BLOOMS: Application
119. Shawn is not doing much work today. As occasionally happens, he claims that he does not feel well but cannot
afford to take time off without pay. There is work that needs to be done today.
Identify the relevant type of power to use in this situation to get the best results. Explain your answer.
a.
coercive
b.
connection
c.
reward or legitimate
d.
referent
e.
information or expert
Moderate
p. 146 – 151
MGMT.LUSS.16.CA.5.2 – Concept Application 5-2
United States – BUSPROG – Analytic – Business knowledge and analytic skills
Application
BLOOMS: Application
120. One of your best workers, Carl, who needs little direction from you, is not performing to standard. You believe that
a personal problem is affecting his work.
Identify the relevant type of power to use in this situation to get the best results. Explain your answer.
a.
coercive
b.
connection
c.
reward or legitimate
d.
referent
e.
information or expert
Moderate
p. 146 – 151
United States – BUSPROG – Analytic – Business knowledge and analytic skills
and abilities
Application
BLOOMS: Application
121. A committee, which is very political, allocates money for resources. You want a new larger truck to help your crew
be more productive.
Identify the relevant type of power to use in this situation to get the best results. Explain your answer.
a.
coercive
b.
connection
c.
reward or legitimate
d.
referent
e.
information or expert
Moderate
p. 146 – 151
MGMT.LUSS.16.CA.5.2 – Concept Application 5-2
United States – BUSPROG – Analytic – Business knowledge and analytic skills
Application
BLOOMS: Application
122. You gave Helen an assignment specifying exactly how it had to be done. She ignored your directives and the
assignment doesn’t meet the customer’s request. This is not the first time this has happened.
Identify the relevant type of power to use it this situation to get the best results. Explain your answer.
a.
coercive
b.
connection
c.
reward or legitimate
d.
referent
e.
information or expert
Moderate
p. 146 – 151
MGMT.LUSS.16.CA.5.2 – Concept Application 5-2
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Communication – Communication Abilities
Application
BLOOMS: Application
Application
BLOOMS: Application
123. The manager, Breonna, has to drop off a daily report by noon. She delivers the report at around 11:00 a.m. on
Friday, so that she can run into some executives who meet at that time. On the other days, Breonna drops the report off at
around noon on her way to lunch.
Identify the behavior in each situation as effective or ineffective political behavior. Explain your answer.
a.
effective
b.
ineffective
124. A manager made a poor decision, and Chris told his manager’s boss about it.
Identify the behavior in this situation as effective or ineffective political behavior. Explain your answer.
a.
effective
b.
ineffective
Moderate
p. 153 – 158
Application
125. Select a present or past manager who has or had coercive power. Give a specific example of how he or she uses or
used reward and punishment to achieve an objective. Overall, how effective is (or was) this manager at using rewards and
punishment?
Moderate
p. 148
Moderate
p. 153 – 158
Application
126. Select a past or present job. Who did (or do) you usually go to for expertise and information? Give examples of when
you went to someone for expertise and when you went to someone for information.
127. Think of a present or past manager. Which type of power does (or did) the manager use most often? Explain.
128. Give three different influencing tactics you or someone else used to achieve an objective in an organization you have
worked for.
129. Give a job example of how networking, reciprocity, or a coalition was used to achieve an organizational objective.
130. Which one or two suggestions for developing political skills are the most relevant to you? Explain.
131. Write a networking goal.
Write a one-minute self-sell to achieve your networking goal.
132. Is power good or bad for organizations?
133. Which influencing tactics do you tend to use most and least? How will you change and develop the ability to
influence using influencing tactics?
Students’ answers will vary.
MGMT.LUSS.16.CT.5.2 – Critical-Thinking Question 5-2
United States – BUSPROG: Analytic
BLOOMS: Evaluation
134. How would you rate your political skills, and which political behavior do you use most often? How will you change
and develop your political skills?
Students’ answers will vary.
MGMT.LUSS.16.CT.5.3 – Critical-Thinking Question 5-3
United States – BUSPROG: Analytic
and abilities
BLOOMS: Evaluation
135. How would you rate your relationship with your current or past boss? What will you do differently in the future to
improve your relationship with your boss?
MGMT.LUSS.16.CT.5.1 – Critical-Thinking Question 5-1
United States – BUSPROG – Analytic – Business knowledge and analytic skills
BLOOMS: Comprehension
136. Can management order the end of power and politics in their organizations?
137. Should people be judged based on their social skills?
138. How would you rate your networking skills? What will you do differently in the future to improve your networking
skills?
139. Do people really need a written networking list?
140. How would you rate your negotiation skills? What will you do differently in the future to improve your negotiation
skills?
141. Do you believe that most managers use influencing (power, politics, networking, and negotiating) for the good of the
organization, or for their own personal benefit? What can be done to help managers be more ethical in influencing others?
142. Influencing tactics. Your company is profitable and gives merit raises (between 0 to 7 percent). You met with your
manager for your annual review and thought things went very well. Although the manager never stated a specific
percentage pay increase, the way he talked, you were expecting a 6 percent pay raise starting next month. When you got
your next paycheck, you realized that the raise was only 3 percent, so you contacted the payroll department. Payroll stated
that your manager put in for a 3 percent pay raise. You know that some of your peers got 5 percent and they are not as
productive as you. You believe you earned the 6 percent and have decided to talk to your manager to try to get it.
A.
What are some of the things that you should consider in planning your talk with the
manager?
B.
Which influencing tactic(s) will you use to help persuade your manager to give you the 6
percent raise?
C.
What behavior will you use (what will you do and say)?
Challenging
MGMT.LUSS.16.DLS.5.1 – Developing Your Leadership Skills 5-1
United States – BUSPROG – Analytic – Business knowledge and analytic skills
United States – IL – DISC: Leadership Principles – Other management specific knowledge
AACSB: Analytic – Analytic skills
Skill Development
143. Based on Developing Your Leadership Skills 5-2 – Influencing, Power, and Politics – write your plan for one of the
skill areas.
Students’ answers will vary.
Challenging
MGMT.LUSS.16.DLS.5.2 – Developing Your Leadership Skills 5-2
United States – BUSPROG: Ethics
United States – IL – DISC: Ethical Responsibilities – Ethical responsibilities in
organizations and society
AACSB: Communication – Communication Abilities
Application
BLOOMS: Evaluation
144. State two or three of your accomplishments and set a goal.
145. Write a one-minute self-sell. Include your history, career plan and questions.
146. Write three questions to ask during a networking interview.
147. Which one or two suggestions for increasing your power base are the most relevant to you? Explain.
148. You are doing a college internship, which is going well. You would like to become a full-time employee in a few
weeks, after you graduate. Which influencing tactic(s) would you use? Who would you try to influence? How would
you do so (behavior)?
149. You have been working at your job for six months, and you are approaching the elevator. You see a powerful person
who could potentially help you advance in your career waiting for the elevator. You have never met her, but you do know
that her committee has recently completed a new five-year strategic plan for the company and that she plays tennis and is
active at the same religious organization (church, synagogue, mosque) as you. Although you only have a couple of
minutes, you decide to try to develop a connection. Which influencing tactic(s) would you use? How would you strike up
a conversation? What topic(s) do you raise?
150. You are the manager of the production department. Some of the sales staff has been scheduling deliveries for your
product that your department can’t meet. Customers are blaming you for late delivery. This is not good for the company,
so you decide to talk to the sales staff manager about it over lunch. Which influencing tactic(s) would you use? How
would you handle the situation (behavior)?