Connection Power Strategies
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Questions and Answers

What are the two main sources of power discussed in the text?

  • Position power and personal power (correct)
  • Expert power and informational power
  • Coercive power and referent power
  • Legitimate power and reward power

    • Which type of power is derived from the followers?

  • Legitimate power
  • Reward power
  • Position power
  • Personal power (correct)

    • What is the potential to influence, not the actual use of power, according to the text?

  • Power (correct)
  • Coercive power
  • Position power
  • Referent power

    • What does successful managers push down the chain of command according to the text?

    <p>Power</p> Signup and view all the answers

    What are the forms of influencing mentioned in the text?

    <p>Power, politics, networking, and negotiating</p> Signup and view all the answers

    What is emphasized as important for successful negotiators in the text?

    <p>Trustworthiness</p> Signup and view all the answers

    What approach does the text suggest to use when influencing?

    <p>Stakeholders’ approach to ethics</p> Signup and view all the answers

    Which types of power are mentioned in the Key Terms section of the text?

    <p>Coercive power, connection power, expert power, information power</p> Signup and view all the answers

    Which type of power is based on the user's position power given by the organization?

    <p>Legitimate power</p> Signup and view all the answers

    Which influencing tactic involves explaining why objective needs are met and how meeting the objective benefits the other party?

    <p>Rational persuasion</p> Signup and view all the answers

    What is the appropriate type of power when employees should be rewarded for doing a good job?

    <p>Reward power</p> Signup and view all the answers

    Which type of power involves punishment and withholding of rewards to influence compliance?

    <p>Coercive power</p> Signup and view all the answers

    What type of power is based on the user’s personal relationships with others?

    <p>Referent power</p> Signup and view all the answers

    What is connection power based on?

    <p>Influential relationships</p> Signup and view all the answers

    What is politics in an organization primarily used for?

    <p>Gaining and using power</p> Signup and view all the answers

    What does networking involve in an organizational context?

    <p>Developing relationships for socializing and politicking</p> Signup and view all the answers

    What are the guidelines for developing political skills?

    <p>Understanding organizational culture, developing good working relationships, and gaining recognition</p> Signup and view all the answers

    What does self-assessment help clarify in the networking process?

    <p>Skills and competencies</p> Signup and view all the answers

    What is the one-minute self-sell used for in networking?

    <p>Summarizing history and career plans</p> Signup and view all the answers

    What does building and maintaining a network involve?

    <p>Categorizing contacts, expanding the list, and using social media while following company policies.</p> Signup and view all the answers

    What does an in-person networking interview involve?

    <p>Establishing rapport, delivering a one-minute self-sell, asking prepared questions, and following up with a thank-you note and status report.</p> Signup and view all the answers

    What is negotiating primarily about?

    <p>Coming to an agreement between two or more parties</p> Signup and view all the answers

    When are negotiations appropriate?

    <p>In situations without a fixed price or deal</p> Signup and view all the answers

    What is the key to the negotiation process?

    <p>Preparation, face-to-face interactions, understanding what is being negotiated, and putting agreements in writing.</p> Signup and view all the answers

    What should be done once there is an agreement in negotiations?

    <p>Stop selling once there is an agreement.</p> Signup and view all the answers

    Position power is delegated, and personal power is derived from the followers.

    <p>True</p> Signup and view all the answers

    Money and politics have a similar use according to the text.

    <p>True</p> Signup and view all the answers

    Networking involves building and maintaining relationships.

    <p>True</p> Signup and view all the answers

    There are seven types of power mentioned in the text.

    <p>True</p> Signup and view all the answers

    Networking is not important in the context of organizational influence.

    <p>False</p> Signup and view all the answers

    Influencing should not be done ethically.

    <p>False</p> Signup and view all the answers

    Negotiating primarily involves coercion and punishment.

    <p>False</p> Signup and view all the answers

    Successful negotiators are not necessarily trusted negotiators.

    <p>False</p> Signup and view all the answers

    Connection power is based on relationships with influential people and is used in job seeking or promotions.

    <p>True</p> Signup and view all the answers

    Politics is the process of gaining and using power, functioning as an organizational medium of exchange.

    <p>True</p> Signup and view all the answers

    Networking involves developing relationships for socializing and politicking, including creating obligations and using coalitions as an influencing tactic.

    <p>True</p> Signup and view all the answers

    Guidelines for developing political skills include understanding organizational culture, developing good working relationships, and gaining recognition.

    <p>True</p> Signup and view all the answers

    The networking process involves self-assessment, setting goals, creating a one-minute self-sell, developing a network, conducting networking interviews, and maintaining the network.

    <p>True</p> Signup and view all the answers

    Self-assessment helps clarify skills and competencies, while the one-minute self-sell is an opening statement used in networking to summarize history and career plans.

    <p>True</p> Signup and view all the answers

    Building and maintaining a network involves categorizing contacts, expanding the list, and using social media while following company policies.

    <p>True</p> Signup and view all the answers

    In-person networking interviews involve establishing rapport, delivering a one-minute self-sell, asking prepared questions, and following up with a thank-you note and status report.

    <p>True</p> Signup and view all the answers

    Negotiating is a process where two or more parties attempt to come to an agreement and is an essential career skill.

    <p>True</p> Signup and view all the answers

    Negotiations are appropriate in situations without a fixed price or deal, and all parties should believe they got a good deal.

    <p>True</p> Signup and view all the answers

    The key to the negotiation process is preparation, face-to-face interactions, understanding what is being negotiated, and putting agreements in writing.

    <p>True</p> Signup and view all the answers

    Negotiations do not have to be a zero-sum game, and it's important to take your time and stop selling once there is an agreement.

    <p>True</p> Signup and view all the answers

    Legitimate power is based on the user’s position power given by the organization, and is appropriate when asking someone to do something within their job scope.

    <p>True</p> Signup and view all the answers

    Rational persuasion is a helpful influencing tactic for managers and involves explaining why objective needs are met, how meeting the objective benefits the other party, providing evidence the objective can be met, and explaining how problems/concerns will be handled.

    <p>True</p> Signup and view all the answers

    Increasing legitimate power involves increasing management experience, exercising authority regularly, following rational persuasion guidelines, and backing up authority with rewards and punishment.

    <p>True</p> Signup and view all the answers

    Reward power is based on the user’s ability to influence others with something of value to them and is appropriate when employees should be rewarded for doing a good job.

    <p>True</p> Signup and view all the answers

    Guidelines for increasing reward power include gaining and maintaining control over evaluating employees’ performance, finding out what others value, and letting people know you control rewards.

    <p>True</p> Signup and view all the answers

    Coercive power involves punishment and withholding of rewards to influence compliance and is appropriate while maintaining discipline and enforcing rules.

    <p>True</p> Signup and view all the answers

    Guidelines for increasing coercive power include gaining authority to use punishment and withhold rewards, not making rash threats, and being persistent.

    <p>True</p> Signup and view all the answers

    Referent power is based on the user’s personal relationships with others and is appropriate for people with weak or no position power.

    <p>True</p> Signup and view all the answers

    Increasing referent power involves developing people skills and working on relationships with managers and peers.

    <p>True</p> Signup and view all the answers

    Expert power is based on the user’s skill and knowledge, often using the rational persuasion influencing tactic, and is appropriate when new managers rely on employees’ expertise.

    <p>True</p> Signup and view all the answers

    Guidelines for increasing expert power include increasing training, attending trade meetings, keeping up with the latest technology, and projecting a positive self-concept.

    <p>True</p> Signup and view all the answers

    Information power is based on the user’s data desired by others and is appropriate when making rational persuasion or inspirational appeals. Guidelines for increasing information power include having information flow through you, knowing what is going on in the organization, and developing a network of information sources.

    <p>True</p> Signup and view all the answers

    Power is the actual use of influence over followers.

    <p>False</p> Signup and view all the answers

    There are five types of power mentioned in the text.

    <p>False</p> Signup and view all the answers

    Networking process does not involve self-assessment.

    <p>False</p> Signup and view all the answers

    Negotiation primarily involves coercion and punishment.

    <p>False</p> Signup and view all the answers

    Networking is not important in the context of organizational influence.

    <p>False</p> Signup and view all the answers

    Successful negotiators are trusted negotiators.

    <p>True</p> Signup and view all the answers

    Legitimate power is based on the user’s position power given by the organization, and is appropriate when asking someone to do something within their job scope.

    <p>True</p> Signup and view all the answers

    Influencing should not be done ethically.

    <p>False</p> Signup and view all the answers

    Connection power is based on relationships with influential people and is used in job seeking or promotions.

    <p>True</p> Signup and view all the answers

    Politics is the process of gaining and using power, functioning as an organizational medium of exchange.

    <p>True</p> Signup and view all the answers

    Networking involves developing relationships for socializing and politicking, including creating obligations and using coalitions as an influencing tactic.

    <p>True</p> Signup and view all the answers

    Guidelines for developing political skills include understanding organizational culture, developing good working relationships, and gaining recognition.

    <p>True</p> Signup and view all the answers

    The networking process involves self-assessment, setting goals, creating a one-minute self-sell, developing a network, conducting networking interviews, and maintaining the network.

    <p>True</p> Signup and view all the answers

    Self-assessment helps clarify skills and competencies, while the one-minute self-sell is an opening statement used in networking to summarize history and career plans.

    <p>True</p> Signup and view all the answers

    Building and maintaining a network involves categorizing contacts, expanding the list, and using social media while following company policies.

    <p>True</p> Signup and view all the answers

    In-person networking interviews involve establishing rapport, delivering a one-minute self-sell, asking prepared questions, and following up with a thank-you note and status report.

    <p>True</p> Signup and view all the answers

    Negotiating is a process where two or more parties attempt to come to an agreement and is an essential career skill.

    <p>True</p> Signup and view all the answers

    Negotiations are appropriate in situations without a fixed price or deal, and all parties should believe they got a good deal.

    <p>True</p> Signup and view all the answers

    The key to the negotiation process is preparation, face-to-face interactions, understanding what is being negotiated, and putting agreements in writing.

    <p>True</p> Signup and view all the answers

    Negotiations do not have to be a zero-sum game, and it's important to take your time and stop selling once there is an agreement.

    <p>True</p> Signup and view all the answers

    Legitimate power is based on the user’s position power given by the organization, and is appropriate when asking someone to do something within their job scope.

    <p>True</p> Signup and view all the answers

    Rational persuasion is a helpful influencing tactic for managers and involves explaining why objective needs are met, how meeting the objective benefits the other party, providing evidence the objective can be met, and explaining how problems/concerns will be handled.

    <p>True</p> Signup and view all the answers

    Increasing legitimate power involves increasing management experience, exercising authority regularly, following rational persuasion guidelines, and backing up authority with rewards and punishment.

    <p>True</p> Signup and view all the answers

    Reward power is based on the user’s ability to influence others with something of value to them and is appropriate when employees should be rewarded for doing a good job.

    <p>True</p> Signup and view all the answers

    Guidelines for increasing reward power include gaining and maintaining control over evaluating employees’ performance, finding out what others value, and letting people know you control rewards.

    <p>True</p> Signup and view all the answers

    Coercive power involves punishment and withholding of rewards to influence compliance and is appropriate while maintaining discipline and enforcing rules.

    <p>True</p> Signup and view all the answers

    Guidelines for increasing coercive power include gaining authority to use punishment and withhold rewards, not making rash threats, and being persistent.

    <p>True</p> Signup and view all the answers

    Referent power is based on the user’s personal relationships with others and is appropriate for people with weak or no position power.

    <p>True</p> Signup and view all the answers

    Increasing referent power involves developing people skills and working on relationships with managers and peers.

    <p>True</p> Signup and view all the answers

    Expert power is based on the user’s skill and knowledge, often using the rational persuasion influencing tactic, and is appropriate when new managers rely on employees’ expertise.

    <p>True</p> Signup and view all the answers

    Guidelines for increasing expert power include increasing training, attending trade meetings, keeping up with the latest technology, and projecting a positive self-concept.

    <p>True</p> Signup and view all the answers

    Information power is based on the user’s data desired by others and is appropriate when making rational persuasion or inspirational appeals. Guidelines for increasing information power include having information flow through you, knowing what is going on in the organization, and developing a network of information sources.

    <p>True</p> Signup and view all the answers

    Study Notes

    Power, Politics, and Networking in Organizations

    • Connection power is based on relationships with influential people and is used in job seeking or promotions.
    • Politics is the process of gaining and using power, functioning as an organizational medium of exchange.
    • Networking involves developing relationships for socializing and politicking, including creating obligations and using coalitions as an influencing tactic.
    • Guidelines for developing political skills include understanding organizational culture, developing good working relationships, and gaining recognition.
    • The networking process involves self-assessment, setting goals, creating a one-minute self-sell, developing a network, conducting networking interviews, and maintaining the network.
    • Self-assessment helps clarify skills and competencies, while the one-minute self-sell is an opening statement used in networking to summarize history and career plans.
    • Building and maintaining a network involves categorizing contacts, expanding the list, and using social media while following company policies.
    • In-person networking interviews involve establishing rapport, delivering a one-minute self-sell, asking prepared questions, and following up with a thank-you note and status report.
    • Negotiating is a process where two or more parties attempt to come to an agreement and is an essential career skill.
    • Negotiations are appropriate in situations without a fixed price or deal, and all parties should believe they got a good deal.
    • The key to the negotiation process is preparation, face-to-face interactions, understanding what is being negotiated, and putting agreements in writing.
    • Negotiations do not have to be a zero-sum game, and it's important to take your time and stop selling once there is an agreement.

    Influence and Power in Organizations

    • Legitimate power is based on the user’s position power, given by the organization, and is appropriate when asking someone to do something within their job scope.
    • Rational persuasion is a helpful influencing tactic for managers and involves explaining why objective needs are met, how meeting the objective benefits the other party, providing evidence the objective can be met, and explaining how problems/concerns will be handled.
    • Increasing legitimate power involves increasing management experience, exercising authority regularly, following rational persuasion guidelines, and backing up authority with rewards and punishment.
    • Reward power is based on the user’s ability to influence others with something of value to them and is appropriate when employees should be rewarded for doing a good job.
    • Guidelines for increasing reward power include gaining and maintaining control over evaluating employees’ performance, finding out what others value, and letting people know you control rewards.
    • Coercive power involves punishment and withholding of rewards to influence compliance and is appropriate while maintaining discipline and enforcing rules.
    • Guidelines for increasing coercive power include gaining authority to use punishment and withhold rewards, not making rash threats, and being persistent.
    • Referent power is based on the user’s personal relationships with others and is appropriate for people with weak or no position power.
    • Increasing referent power involves developing people skills and working on relationships with managers and peers.
    • Expert power is based on the user’s skill and knowledge, often using the rational persuasion influencing tactic, and is appropriate when new managers rely on employees’ expertise.
    • Guidelines for increasing expert power include increasing training, attending trade meetings, keeping up with the latest technology, and projecting a positive self-concept.
    • Information power is based on the user’s data desired by others and is appropriate when making rational persuasion or inspirational appeals. Guidelines for increasing information power include having information flow through you, knowing what is going on in the organization, and developing a network of information sources.

    Influence and Power in Organizations

    • Legitimate power is based on the user’s position power, given by the organization, and is appropriate when asking someone to do something within their job scope.
    • Rational persuasion is a helpful influencing tactic for managers and involves explaining why objective needs are met, how meeting the objective benefits the other party, providing evidence the objective can be met, and explaining how problems/concerns will be handled.
    • Increasing legitimate power involves increasing management experience, exercising authority regularly, following rational persuasion guidelines, and backing up authority with rewards and punishment.
    • Reward power is based on the user’s ability to influence others with something of value to them and is appropriate when employees should be rewarded for doing a good job.
    • Guidelines for increasing reward power include gaining and maintaining control over evaluating employees’ performance, finding out what others value, and letting people know you control rewards.
    • Coercive power involves punishment and withholding of rewards to influence compliance and is appropriate while maintaining discipline and enforcing rules.
    • Guidelines for increasing coercive power include gaining authority to use punishment and withhold rewards, not making rash threats, and being persistent.
    • Referent power is based on the user’s personal relationships with others and is appropriate for people with weak or no position power.
    • Increasing referent power involves developing people skills and working on relationships with managers and peers.
    • Expert power is based on the user’s skill and knowledge, often using the rational persuasion influencing tactic, and is appropriate when new managers rely on employees’ expertise.
    • Guidelines for increasing expert power include increasing training, attending trade meetings, keeping up with the latest technology, and projecting a positive self-concept.
    • Information power is based on the user’s data desired by others and is appropriate when making rational persuasion or inspirational appeals. Guidelines for increasing information power include having information flow through you, knowing what is going on in the organization, and developing a network of information sources.

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