Q&A Hero

Q: Power sharing occurs when followers are granted authority to make decisions.

Q: (p. 421) Reward power and coercive power are somewhat intertwined with referent power.

Q: Authoritarian power has a high degree of empowerment and is exhibited when a manager consults his followers when making decisions.

Q: (p. 420) Legitimate power gives a person the right to ask employees to do something outside the scope of their jobs or roles within the organization.

Q: The six major types of power are grouped along two dimensions.

Q: Managers should see empowerment as a matter of degree not as an either-or proposition.

Q: (p. 420) The three types of organizational power, that is, legitimate, reward, and coercive, are derived primarily from a person's position within the organization.

Q: Empowerment is recognizing and releasing into the organization the power that people already have in their wealth of useful knowledge, experience, and internal motivation.

Q: (p. 419) From time to time, leaders need to resist the influence of other leaders or higher-ups to do what's best for their own unit.

Q: Reward, coercive, and negative legitimate power tend to produce commitment.

Q: (p. 437) Differentiate between mediation and arbitration.

Q: Responsible managers strive for socialized power while amassing personalized power.

Q: (p. 434) Describe the various stages in the negotiation process.

Q: Expert and referent power appear to get the best combination of results and favorable reactions from lower-level employees.

Q: (p. 433-434) Distinguish between distributive bargaining and integrative bargaining.

Q: Rational power has been found to be a highly acceptable managerial influence tactic.

Q: Reward, coercive, and legitimate power tend to have a strong negative impact on job performance and job satisfaction.

Q: (p. 430-431) Distinguish between the accommodating and compromising styles of conflict resolution.

Q: According to a reanalysis of French and Raven's five bases of power, expert and referent power generally had a positive impact on job performance and job satisfaction.

Q: (p. 427-428) What is political skill? Explain the different aspects of political skill.

Q: According to French and Raven's typology, valued knowledge or information gives an individual referent power over those who need such knowledge or information.

Q: (p. 426) Distinguish between internalization and compliance.

Q: (p. 424-425) Differentiate between inspirational appeal and personal appeal.

Q: Legitimate power may express itself in either a positive or negative manner in managing people.

Q: (p. 422-423) Name the four contingencies of power and explain how they affect a leader's ability to influence others.

Q: According to French and Raven's typology, threats of punishment and actual punishments give an individual reward power.

Q: (p. 423) Describe the guidelines for using different types of power.

Q: According to French and Raven, there are five bases of power.

Q: (p. 419-421) Define power. Compare and contrast organizational powers and personal powers.

Q: Socialized power is exhibited when managers act like "the rules" others are expected to follow don't apply to them.

Q: (p. 431) Scenario: City Place, Inc. Shirley, Samuel, Linda, and Matt are part of the project team at Ltronix International, a company producing home appliances. They had been assigned the task of selecting two out of five new products to be introduced in the next quarter. The team is at conflict over the choice of products to be introduced. Samuel, who is uncomfortable with confrontations, chooses to remain neutral by staying away from the arguments. Linda and Shirley had a few arguments which were finally resolved when Linda gave in to Shirley's demands. Shirley who was the most experienced among the four continued to insist on her choice. Matt was equally adamant about his choice. Finally, to resolve the situation, Shirley agreed to one of Matt's choice of products in exchange for one of her choices. Which style did Shirley use to resolve her conflict with Matt? A. Competing B. Avoiding C. Collaboration D. Compromise E. Accommodating

Q: Socialized power is directed at helping others.

Q: Social power is defined as the ability to marshal the human, informational, and material resources to get something done.

Q: (p. 430) Scenario: City Place, Inc. Shirley, Linda, Samuel, and Matt are part of the project team at Ltronix International, a company producing home appliances. They had been assigned the task of selecting two out of five new products to be introduced in the next quarter. The team is at conflict over the choice of products to be introduced. Samuel, who is uncomfortable with confrontations, chooses to remain neutral by staying away from the arguments. Linda and Shirley had a few arguments which were finally resolved when Linda gave in to Shirley's demands. Shirley who was the most experienced among the four continued to insist on her choice. Matt was equally adamant about his choice. Finally, to resolve the situation, Shirley agreed to one of Matt's choice of products in exchange for one of her choices. Samuel, who chose to remain neutral, adopted which style of conflict resolution? A. Competing B. Avoiding C. Collaboration D. Compromise E. Accommodating

Q: Power is generally a negative force in organizations.

Q: (p. 430) Scenario: City Place, Inc. Linda, Samuel, Shirley, and Matt are part of the project team at Ltronix International, a company producing home appliances. They had been assigned the task of selecting two out of five new products to be introduced in the next quarter. The team is at conflict over the choice of products to be introduced. Samuel, who is uncomfortable with confrontations, chooses to remain neutral by staying away from the arguments. Linda and Shirley had a few arguments which were finally resolved when Linda gave in to Shirley's demands. Shirley who was the most experienced among the four continued to insist on her choice. Matt was equally adamant about his choice. Finally, to resolve the situation, Shirley agreed to one of Matt's choice of products in exchange for one of her choices. Linda used the _____ style to resolve the conflict between Shirley and her. A. competing B. compromising C. avoiding D. accommodating E. collaborating

Q: Interpersonal influence is not culture bound.

Q: (p. 424) Scenario: City Place, Inc. Samuel, Linda, Shirley, and Matt are part of the project team at Ltronix International, a company producing home appliances. They had been assigned the task of selecting two out of five new products to be introduced in the next quarter. The team is at conflict over the choice of products to be introduced. Samuel, who is uncomfortable with confrontations, chooses to remain neutral by staying away from the arguments. Linda and Shirley had a few arguments which were finally resolved when Linda gave in to Shirley's demands. Shirley who was the most experienced among the four continued to insist on her choice. Matt was equally adamant about his choice. Finally, to resolve the situation, Shirley agreed to one of Matt's choice of products in exchange for one of her choices. Which influence tactic could Shirley, who is the most experienced in the team, have used to convince the others of her choice? A. Rational persuasion B. Ingratiation C. Personal appeals D. Pressure E. Exchange

Q: Ingratiation is deemed to be a moderately effective tactic relied on by managers.

Q: (p. 425) Scenario: Palliative Care Home Andy, Carl, and Ben are employees at Palliative Care Home (PCH). They report to Lisa who is the department manager. Lisa has a tremendous amount of freedom to make decisions on how she manages her employees. She recently gave Andy the preferred shift for his outstanding service to the patients at PCH, along with an employee-of-the-month award. In his acceptance speech, Andy indicated he is simply trying to emulate Carl, who is liked by all the patients at PCH. He admires Carl and has learned several things about the job by just observing him. Ben, feeling left out, has started to enlist other employees in the department to help influence Lisa for next month's award. Ben is utilizing the _____ influence tactic on Lisa, to win the employee-of-the-month award for the following month. A. pressure B. ingratiation C. coalition D. personal appeal E. exchange

Q: In the context of possible influence outcomes, compliance means a failed influence attempt.

Q: (p. 422) Scenario: Palliative Care Home Carl, Andy, and Ben are employees at Palliative Care Home (PCH). They report to Lisa who is the department manager. Lisa has a tremendous amount of freedom to make decisions on how she manages her employees. She recently gave Andy the preferred shift for his outstanding service to the patients at PCH, along with an employee-of-the-month award. In his acceptance speech, Andy indicated he is simply trying to emulate Carl, who is liked by all the patients at PCH. He admires Carl and has learned several things about the job by just observing him. Ben, feeling left out, has started to enlist other employees in the department to help influence Lisa for next month's award. Lisa's freedom to make her own decisions is indicative of the _____ contingency factor of power. A. centrality B. discretion C. substitutability D. ingratiation E. visibility

Q: Exchange, coalition, and pressure tactics are examples of hard tactics.

Q: (p. 421) Scenario: Palliative Care Home Carl, Ben, and Andy are employees at Palliative Care Home (PCH). They report to Lisa who is the department manager. Lisa has a tremendous amount of freedom to make decisions on how she manages her employees. She recently gave Andy the preferred shift for his outstanding service to the patients at PCH, along with an employee-of-the-month award. In his acceptance speech, Andy indicated he is simply trying to emulate Carl, who is liked by all the patients at PCH. He admires Carl and has learned several things about the job by just observing him. Ben, feeling left out, has started to enlist other employees in the department to help influence Lisa for next month's award. When Lisa gives Andy his preferred shift, she is exhibiting _____ power. A. reward B. personal C. coercive D. referent E. expert

Q: The rational persuasion tactic involves trying to convince someone with reason, logic, or facts.

Q: (p. 421) Scenario: Palliative Care Home Ben, Andy, and Carl are employees at Palliative Care Home (PCH). They report to Lisa who is the department manager. Lisa has a tremendous amount of freedom to make decisions on how she manages her employees. She recently gave Andy the preferred shift for his outstanding service to the patients at PCH, along with an employee-of-the-month award. In his acceptance speech, Andy indicated he is simply trying to emulate Carl, who is liked by all the patients at PCH. He admires Carl and has learned several things about the job by just observing him. Ben, feeling left out, has started to enlist other employees in the department to help influence Lisa for next month's award. Carl commands _____ power. A. reward B. legitimate C. coercive D. referent E. expert

Q: The ingratiating influence tactic involves trying to getting others to participate in planning, making decisions, and changes.

Q: (p. 420) Scenario: Palliative Care Home Andy, Ben, and Carl are employees at Palliative Care Home (PCH). They report to Lisa who is the department manager. Lisa has a tremendous amount of freedom to make decisions on how she manages her employees. She recently gave Andy the preferred shift for his outstanding service to the patients at PCH, along with an employee-of-the-month award. In his acceptance speech, Andy indicated he is simply trying to emulate Carl, who is liked by all the patients at PCH. He admires Carl and has learned several things about the job by just observing him. Ben, feeling left out, has started to enlist other employees in the department to help influence Lisa for next month's award. Given her position as the department manager, Lisa has _____ power. A. personal B. legitimate C. coercive D. referent E. expert

Q: The inspirational appeal influence tactic involves trying to build enthusiasm by appealing to others' emotions, ideals, or values.

Q: (p. 437) Power and influence have a _____ effect on job performance and organizational commitment. A. moderate positive B. strong negative C. moderate negative D. strong positive E. weak positive

Q: Mutuality of interest involves win-win situations in which one's self-interest is served by cooperating actively and creatively with potential adversaries.

Q: BATNA describes ______. A. a negotiator's bottom line B. a negotiator's most hoped for outcome C. a negotiator's style of negotiating D. an approach used in mediation E. an approach used in arbitration

Q: What can a manager do to keep organizational politics within reasonable bounds?

Q: (p. 434) _____ is aimed at accomplishing a win-win scenario by using problem solving and mutual respect to achieve an outcome that is satisfying to both parties. A. Substitutability B. Ingratiation C. Distributive bargaining D. Coalition building E. Integrative bargaining

Q: Why would an employee want to make a poor impression at work? How would he or she go about accomplishing this goal?

Q: (p. 433) Distributive bargaining is similar in nature to which of the following approaches to conflict resolution? A. Avoiding B. Compromise C. Competing D. Collaboration E. Accommodating

Q: Compare and contrast coalitions and networks.

Q: (p. 433) In distributive bargaining, when one person gains, the other person loses. This is also known as a: A. total-sum condition. B. partial-sum condition. C. positive-sum condition. D. zero-sum condition. E. negative-sum condition.

Q: What are the five bases of power proposed by French and Raven?Describe them.

Q: Over the last three years, Carla has been involved in several high-profile negotiations where she has used a distributive framework. Now, she finds _____. A. it is difficult to attempt to negotiate in any other way. B. it is expected that she will use integrative techniques next time. C. the rest of the managers in her company are using the same technique D. her level of emotional intelligence has increased E. it is impossible to use inspirational appeals with colleagues

Q: Identify the nine generic influence tactics.

Q: (p. 433) Which of the following involves a win-lose negotiation over a "fixed-pie" of resources? A. Substitutability B. Ingratiation C. Distributive bargaining D. Coalition building E. Integrative bargaining

Q: What can managers do to keep organizational politics within reasonable bounds?A. Create a closed-book management systemB. Screen out overly political individuals at hiring timeC. Make sure that the lower-level employees have the least idea about how the business worksD. Rarely involve nonfinancial people in interpreting periodic financial statementsE. Recognize and reward employees who get real results using political games

Q: (p. 432) A process in which two or more independent individuals discuss and attempt to come to an agreement about their different preferences refers to: A. ingratiation. B. negotiation. C. substitutability. D. coalition. E. internalization.

Q: Josh has a history of not staying for long in any job, and he's having difficulties at his current job as well. He routinely comes to work 10-20 minutes late and his breaks last for at least 30 minutes, while everyone else takes a 15-minute break. Also, he called in sick four times this month, not because he is ill, but just because he does not feel like coming to work. Which unfavorable upward impression management tactic is Josh using? A. Decreasing performance B. Not working up to potential C. Withdrawing D. Exiting E. Broadcasting limitations

Q: (p. 431) A collaborative conflict resolution style should be used during which of the following situations? A. When an issue is trivial B. To merge insights from people with different perspectives C. On issues vital to company welfare when you know you are right D. When goals are important but not worth the effort of potential disruption E. When others can resolve the conflict more effectively

Q: Avoiding additional work and trying to get laid off are motives for _____. A. power sharing B. becoming a political shark C. making a poor impression D. empowering employees E. delegating responsibilities

Q: Individuals with higher levels of emotional intelligence are more likely to choose a(n) _______ form of conflict management. A. collaborating B. avoiding C. accommodating D. competing E. challenging

Q: _____ is defined as the process by which people attempt to control or manipulate the reactions of others to images of themselves or their ideas. A. Impression management B. Ingratiation C. Networking D. Organizational politics E. Rational persuasion

Q: (p. 431) A competing style of conflict resolution should be used: A. when an issue is trivial. B. when potential disruption outweighs the benefits of resolution. C. for issues vital to company welfare when you know you are right. D. to let people cool down and regain perspective. E. when others can resolve the conflict more effectively.

Q: A political shark believes that _____.A. politics should be avoided at all costsB. the best way to deal with politics is to negotiate or bargainC. politics is an opportunityD. politics should be used to further departmental goals over self-interestsE. the best technique is to "tell it like it is"

Q: (p. 431) An accommodating conflict resolution style should be used: A. when quick decisive action is vital. B. on important issues for which unpopular actions need implementation. C. on issues vital to company welfare when you know you are right. D. against people who take advantage of noncompetitive people. E. to build social credits for later issues.

Q: A politically sensible employee believes that _____.A. politics should be avoided at all costsB. politics is necessaryC. one should use deceit and fraud when necessaryD. politics should be used to further self-interests over departmental goalsE. the best technique is to "tell it like it is"

Q: (p. 431) Which form of conflict resolution is the most common? A. Accommodating B. Compromise C. Collaboration D. Competing E. Avoiding

Q: A politically nave employee believes that _____.A. politics is an opportunityB. one needs to cultivate and use "friends" and other contactsC. the truth will win outD. politics is necessaryE. it is necessary to negotiate and bargain

Q: (p. 384) Social loafing can hinder a team's effectiveness.

Q: You own your own management consulting firm. At a recent seminar, the owner of a local supermarket chain asks you to help him differentiate between a coalition and a network. Which of the following would be a correct response? A. Networks are people oriented. B. Coalitions have longer term agendas. C. Coalitions involve the pursuit of general self-interests. D. Coalitions always coincide with formal group membership. E. Networks revolve around specific issues.

Q: (p. 384) It is easy to keep an accurate account of the contribution of each member in a team.

Q: Compared to coalitions, networks _____. A. are issue oriented B. are tight associations of individuals C. have short-term goals D. have broader agendas E. pivot on specific issues

Q: (p. 383-384) Coordination loss is a necessary aspect of the team experience.