1.
(p. 268) Power is a person’s ability to influence others to do something they would not otherwise do.
2.
(p. 268) One does not have to take power away from others to increase one’s power base.
3.
(p. 268) It is advisable to maximize the use of coercive power because it increases productivity.
4.
(p. 268) Referent power is based on the user’s ability to influence others with something of value to them.
5.
(p. 269) A person using connection power relies on personality and the relationship to gain compliance.
6.
(p. 269) Expert power is essential to people who have to work with people from other departments and
organizations.
7.
(p. 269) Staying away from routine tasks in favor of more complex, hard–to-evaluate tasks is a way of increasing
expert power.
8.
(p. 271) With the personal appeal tactic of influencing, you are friendly and give praise to get the person in a
good mood before making your request.
9.
(p. 275) Reciprocity involves creating obligations and debts, developing alliances, and using them to accomplish
objectives.
10.
(p. 275) Reciprocity is primarily used to achieve a specific objective, whereas coalitions are developed for
achieving ongoing objectives.
11.
(p. 277) The relationship between a manager and an employee cannot be one of real friendship.
12.
(p. 277) The open-door policy is the practice of sharing workspace and equipment.
13.
(p. 278) Horizontal politics are your relations with your managers and with other senior members of the
organization.
14.
(p. 280) When one first meets people, one should address them by their first names.
15.
(p. 280) Introducing people using proper etiquette includes presenting the lower-ranking person to the higher–
ranking person, stating the higher-ranking person‘s name first.
16.
(p. 280) Hoteling is the sharing of workspace and equipment.
17.
(p. 281) An open-door policy is working from off the business premises, usually at home and on the road.
18.
(p. 283) Being the first one to bring up salary and benefits is job interview etiquette.
19.
(p. 284) Presentations today commonly use PowerPoint or Mac Keynote slides and are carried out by simply
reading the slides to them.
20.
(p. 284) Although the same human relations skills apply to both employees and customers, dealing with
customers is different than dealing with employees.
21.
(p. 266) Which of the following helps employees know the difference between ethical and unethical behavior in
an organization?
22.
(p. 266) “Brandon works out at the gym with his boss and takes on the same interests as those in power.”
Which of the following types of politics does the statement represent?
23.
(p. 268) _____ is a person’s ability to influence others to do something they would not otherwise do.
24.
(p. 268) The use of _____ involves threats and/or punishment to influence compliance.
25.
(p. 268) The use of _____ power is appropriate when trying to maintain discipline or enforce rules.
26.
(p. 268) _____ power is based on the user’s relationship with influential people.
27.
(p. 268) _____ power is based on the user’s ability to influence others with something of value to them.
28.
(p. 268) “One of the employees has reported to work drunk.” Which of the following bases of power is most
appropriate for the manager to use in this situation?
29.
(p. 268) “Kenneth has joined a club where he hopes to get acquainted with many top executives from various
companies.” Which of the following bases of power is Kenneth trying to improve?
30.
(p. 268) Kyle, an employee at Hercules Corp., has shown great determination and strength under extremely
challenging circumstances. His manager decides to send him and his family on a vacation on company expense
to keep him going. Which of the following is being used by Kyle’s manager as a way to influence Kyle?
31.
(p. 268) “Hanna always makes the same mistake despite several warnings.” Which of the following power
bases would be most appropriate to use in this situation?
32.
(p. 268) “Julia has performed very well this month and her work is constantly improving.” Which of the
following power bases would be most appropriate in this situation?
33.
(p. 269) “Mr. Hyde has assigned the Berkshire project to my team.” Which of the following power bases has
Mr. Hyde used in this situation?
34.
(p. 269) Which of the following bases of power would be most appropriate for asking people to do something
that is within the scope of their jobs?
35.
(p. 269) Most day-to-day business interactions are based on _____ power.
36.
(p. 269) _____ power is based on the user’s personal power; a person using this power base relies on
personality and the relationship to gain compliance.
37.
(p. 269) The use of _____ power is particularly appropriate for people with weak, or no, position power.
38.
(p. 269) _____ power is based on the user’s skill and knowledge.
39.
(p. 269) Dennis is very grateful to his friend, Tom, for helping Dennis get a job. Whenever Tom asks for help
with some work, Dennis willingly obliges. This scenario best illustrates Tom‘s _____ power.
40.
(p. 269) Harry has tremendous personality and charisma. He always stands up for his colleagues and although
he does not have much position power, he is able to influence many people because he is so well liked. From
the information given in this scenario, we can conclude that Harry has _____ power.
41.
(p. 270) _____ takes careful preparation and proper presentation of arguments and supporting evidence in an
appropriate and compelling way.
42.
(p. 270) As an interpersonal skill, which of the following is part of reading people?
43.
(p. 271) When using the ingratiation tactic, one should ideally:
44.
(p. 271) Which of the following guidelines is most effective when using ingratiation?
45.
(p. 271) The _____ tactic includes logical arguments with factual evidence to persuade the person that the
behavior will result in meeting the objective.
46.
(p. 271) Karen, the manager of a production team, has to develop a plan in order to change some aspects of a
particular product. The changes have to be adopted by her subordinates and the entire team, so they need to be
presented methodically. Which of the following influencing tactics would be most appropriate for Karen to use
in this scenario?
47.
(p. 271) Sam, a supervisor, needs an extra pair of hands to complete an urgent task. George, an employee in the
accounts team, has worked as part of his team before and knows the job. However, George is a moody man and
always has his hands full. Which of the following influencing tactics would be most appropriate for Sam to use
for persuading George?
48.
(p. 272) Which of the following is a guideline that should be followed when developing rational persuasion?
49.
(p. 272) Which of the following is a guideline that should be utilized when developing an inspirational appeal?
50.
(p. 272) Dillon’s team comprises a lot of talented individuals, yet it has not performed well. Dillon wants his
team to know that it can be the best. Which of the following influencing tactics would be most appropriate for
Dillon to use in this situation?
51.
(p. 273) Which of the following is a guideline that should be followed when developing personal appeals?
52.
(p. 273) Which of the following is a guideline that should be followed when using the legitimization tactic?
53.
(p. 272-273) Helen is working on a project that needs technical knowledge of automobiles. Her friend Brad
is an automobile engineer but works for another company. In this scenario, Helen should ideally use the _____
tactic for influencing Brad to help her.
54.
(p. 273) Neil needs to take a week-long leave from his job to appear for his college examinations. Which of the
following influencing tactics should he ideally use to make the leave request?
55.
(p. 275) _____ involves creating obligations and debts, developing alliances, and using them to accomplish
ongoing objectives.
56.
(p. 275) _____ is the process of developing relationship alliances with key people for the purpose of
politicking.
57.
(p. 277) If one has done something that makes his boss look bad, which of the following should he do to
reestablish good working relationship?
58.
(p. 278) “I have to file the report and send it to accounts.” Identify the other party being mentioned in the
statement.
59.
(p. 277) “Did you finish the task I assigned to you yesterday?” Identify the other party being addressed in this
statement.
60.
(p. 278) “Joe, the other team leaders are meeting at five this evening. Will you join us?” Identify the other party
that is being addressed in this statement.
61.
(p. 276) “I am a supervisor, and I report to a manager named Norah.” Identify the other party that has been
referred to in this statement.
62.
(p. 280) The code of behavior expected in work situations is known as _____.
63.
(p. 280) Which of the following should one use to address people one meets for the first time, especially those
at a higher level in the organization?