Leadership Theory Application And Skill Development 6th Edition Lussier - Test Bank Instant Download - Complete Test Bank With Answers Sample Questions Are Posted Below True / False 1. Position power is power is derived from top management, and it is delegated down the chain of command. a. True …
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Leadership Theory Application And Skill Development 6th Edition Lussier – Test Bank
Instant Download – Complete Test Bank With Answers
Sample Questions Are Posted Below
| True / False |
1. Position power is power is derived from top management, and it is delegated down the chain of command.
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2. Personal power is derived from the follower, based on the leader’s behavior.
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3. Personal power is derived from top management, and it is delegated down the chain of command.
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4. Expert power is a form of position power.
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5. Referent power is a form of personal power.
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6. Legitimate power is based on the person’s seniority in the organization.
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7. Consultation influencing tactic is also known as participative management.
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8. When you use rational persuasion, you should develop a persuasive case based on your needs.
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9. The ingratiation influencing tactic can be used by paying compliments to others.
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10. To increase your legitimate power, you should be persistent.
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11. An important part of reward power is having control over resources.
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12. Giving employees praise, recognition, pay raises or bonuses are examples of reward power.
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13. The exchange influencing tactic should be used with people whom you have authority over.
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14. To maintain discipline or enforce rules, you should use coercive power.
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15. Coercion involves making rash threats.
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16. Referent power is based on the user’s personal relationships with others.
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17. Inspirational appeals generally work well with people whose behavior is more influenced by logical thinking.
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18. Referent power is appropriate for people who have no position power.
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19. Expert power is based on the user’s skills and knowledge.
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20. Experts commonly use the inspirational appeals influencing tactic.
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21. A positive self-concept is an important component of expert power.
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22. Leaders use information power when making rational persuasion.
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23. Information power is a form of politics.
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24. To increase connection power, follow the guidelines for using rational persuasion.
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25. Organizational politics are not related to influencing tactics.
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26. Politics is the process of gaining and using power.
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27. Politics is a medium of exchange.
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28. Reciprocity is the process of developing relationships for the purpose of socializing and politicking.
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29. Reciprocity and networking are commonly used to achieve ongoing objectives, whereas coalitions are developed for achieving a specific objective.
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30. Co-optation is the process of developing relationships for the purpose of socializing and politicking.
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31. One of the guidelines for developing political skills is to learn the power players in your organization.
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32. Gaining recognition is a good way to develop political skills.
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33. Networking is a learned skill.
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34. The first step in the networking process is to create your one-minute self-sell.
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35. Your one-minute self-sell should include hobbies and other outside interests.
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36. Your one-minute self-sell should end with a question to encourage two-way communication.
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37. In contrast to a job interview, you are the interviewer in a networking interview.
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38. A networking interview should be kept under 15 minutes.
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39. Negotiation is often a zero-sum game in which one party’s gain is the other party’s loss.
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40. Negotiation skills can be developed.
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41. The negotiation process has three, and possibly four, steps: plan, negotiations, possibly a postponement, and an agreement or no agreement.
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42. In the planning stage of the negotiation process, the first step is to set objectives.
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43. 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.
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44. Written negotiations are generally preferred over face-to-face negotiations because you can articulate your objectives and objections better.
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45. While negotiating, you should let the other party make the first offer.
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46. 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.
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47. Power can be ethical and unethical.
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48. Not giving information that is not asked for and lying to the other party is essentially considered to be the same thing during negotiations.
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| Multiple Choice |
49. 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.
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50. You, as an employee and not a manager in your organization, can only have ____ power.
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51. Most day-to-day manager-employee interactions are based on ____ power.
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52. Reward power is a form of ____ power.
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53. Because, as a manager, you can decide who receives what pay raises, bonuses, and promotions, you are using ____ power.
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54. The consultation influencing tactic is also known as:
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55. To persuade another person whose behavior is influenced more by thinking than emotion, you would use the tactic of:
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56. 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.
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57. When you develop a rational persuasion, you should do all of the following EXCEPT:
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58. To increase your reward power:
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59. An important aspect of ____ power is to have control over resources, particularly scarce resources.
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60. Because you have taken a leadership course, you know that, being a manager, coercive power is only appropriate when:
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61. To increase your coercive power:
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62. The use of referent power is appropriate for:
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63. ____ power is based on the user’s skill and knowledge.
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64. Ways to increase your expert power include all of the following EXCEPT:
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65. Experts commonly use:
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66. ____ power is based on the user’s relationship with influential people.
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67. “It’s not what you know, it’s who you know” is an example of ____ power.
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68. To increase connection power:
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69. Which of the following do you need to increase your legitimate power?
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70. The process of gaining and using power is ____.
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71. Which of the following statements about politics is TRUE?
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72. All of the following statements are true EXCEPT:
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73. The process of developing relationships for the purpose of socializing and politicking is:
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74. 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
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75. ____ is commonly used to achieve a specific objective.
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76. ____ is the process of getting a person whose support you need to join your coalition rather than compete.
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77. Because of political behavior:
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78. The number one indicator of job satisfaction today is the relationship you have with your:
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79. Which of the following is one of the guidelines for developing political skills?
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80. Which of the following statements regarding networking is NOT true?
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81. The first step of the networking process is to:
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82. Your one minute self-sell includes which of the following:
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83. Your one-minute self-sell should do all of the following EXCEPT:
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84. The last step in the networking interview process is to:
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85. An appropriate amount of time for a networking interview is ____ minutes.
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86. ____ is a process in which two or more parties are in conflict and attempt to come to an agreement.
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87. The first step of the planning stage in the negotiation process is to:
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88. The most appropriate time for developing options and trade-offs in the negotiation process is during:
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89. The key to successful negotiations is for all parties to get:
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90. During negotiations, which of the following should you do?
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91. When there doesn’t seem to be any progress, it may be wise to ____ the negotiations.
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92. In negotiation, when the other party postpones a decision, this
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93. Once an agreement has been made, you should do which of the following?
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94. Under what circumstances is power ethical?
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95. Successful managers spend more time _________ than average managers.
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| Subjective Short Answer |
96. Explain the differences between position power and personal power.
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97. Discuss the differences among legitimate, reward, coercive, and referent power.
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98. Discuss how power and politics are related.
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99. Describe how money and politics have a similar use.
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100. List and explain the steps in the networking process.
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101. List the steps in the negotiation process.
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102. Explain the relationships among negotiation and conflict, influencing tactics, power, and politics.
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103. What are the seven types of power?
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104. What are the nine influencing tactics?
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105. What is ingratiation influencing?
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106. What is the difference between inspirational appeal and personal appeal influencing?
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107. What are the three political behaviors and four guidelines for developing political skills?
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108. How many interview questions should you bring to a networking interview?
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109. Which step of “conduct networking interviews” involves getting additional contacts for your network?
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110. What type of situation (win/lose) is the goal of negotiation?
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111. What are the steps in negotiations?
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112. What are the steps in planning a negotiation?
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113. What should a one-minute self-sell include?
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| 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.
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| 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.
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| 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.
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| 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.
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| 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.
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| 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.
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| 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.
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| 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.
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| 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.
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| 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.
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| 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.
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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?
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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.
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127. Think of a present or past manager. Which type of power does (or did) the manager use most often? Explain.
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128. Give three different influencing tactics you or someone else used to achieve an objective in an organization you have worked for.
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129. Give a job example of how networking, reciprocity, or a coalition was used to achieve an organizational objective.
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130. Which one or two suggestions for developing political skills are the most relevant to you? Explain.
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| 131. Write a networking goal.
Write a one-minute self-sell to achieve your networking goal.
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132. Is power good or bad for organizations?
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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?
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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?
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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?
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136. Can management order the end of power and politics in their organizations?
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137. Should people be judged based on their social skills?
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138. How would you rate your networking skills? What will you do differently in the future to improve your networking skills?
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139. Do people really need a written networking list?
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140. How would you rate your negotiation skills? What will you do differently in the future to improve your negotiation skills?
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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?
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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.
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143. Based on Developing Your Leadership Skills 5-2 – Influencing, Power, and Politics – write your plan for one of the skill areas.
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144. State two or three of your accomplishments and set a goal.
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145. Write a one-minute self-sell. Include your history, career plan and questions.
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146. Write three questions to ask during a networking interview.
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147. Which one or two suggestions for increasing your power base are the most relevant to you? Explain.
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| 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)?
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| 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?
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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)?
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Original price was: $30.00.$20.00Current price is: $20.00.
Original price was: $30.00.$20.00Current price is: $20.00.
Original price was: $30.00.$20.00Current price is: $20.00.
Original price was: $30.00.$20.00Current price is: $20.00.
Original price was: $30.00.$20.00Current price is: $20.00.
