10.5: Contrast the positive and negative influences of politics in organizational behavior

Question 1

What are political skills in organizational behavior?

Answer 1

Political skills are the ability to understand others at work and use that knowledge to influence them to achieve personal and organizational objectives.

Question 2

How do individuals with strong political skills benefit in organizations?

Answer 2

They are more likely to get things done, be rated as “promotable,” have a strong personal brand, and use influence effectively in teams and individually.

Question 3

What role does politics play in the workplace?

Answer 3

Politics are crucial when allocating scarce resources and resolving competing interests, requiring effective influence tactics to achieve success.

Question 4

Why is networking critical for career success?

Answer 4

Larger and more diversified personal networks are often the distinguishing factor for high performers, helping them access resources and opportunities.

Question 5

What is a key takeaway about building a personal network?

Answer 5

Focus on actively developing relationships and connections to enhance career mobility and professional influence.

Question 6

What challenge do junior employees face regarding influence?

Answer 6

They often lack formal authority but need to get things done by influencing others.

Question 7

What are Cialdini’s six principles of social influence?

Answer 7

Friendship/Liking: People are more likely to say yes to those they like.

Commitment and Consistency: People align their actions with previous commitments.

Scarcity: People value opportunities more when they are rare.

Reciprocity: People feel obligated to return favors.

Social Proof: People follow what others are doing.

Appeals to Authority: People respect authority figures or credible sources.

Question 8

How should social influence weapons be used?

Answer 8

Positively, to foster collaboration and ethical outcomes, while also defending against manipulative tactics.

Question 9

What is the principle of friendship/liking?

Answer 9

We tend to like others who like us and are more likely to be influenced by people who show genuine liking, similarity, and offer praise.

Question 10

What factors influence liking?

Answer 10

Similarities in age, race, gender, religion, politics, smoking habits, and attractiveness, as well as flattery and genuine praise.

Question 11

How can flattery affect liking?

Answer 11

Even when flattery is obvious or motivated by self-interest, it can still increase liking and influence.

Question 12

What is the “beauty premium”?

Answer 12

Attractive individuals often receive higher salaries, better job opportunities, and more favorable outcomes in areas like teaching evaluations and legal judgments.

Question 13

Does the attractiveness effect weaken with more information?

Answer 13

No, attractiveness often remains relevant even when job-relevant information is available, although its influence is slowly declining over time.

Question 14

What is the principle of commitment and consistency?

Answer 14

Once people commit to something, they feel pressured to act consistently with that commitment, justifying their decisions to themselves and others.

Question 15

What is the “foot-in-the-door” technique?

Answer 15

A method where a small request is made first, leading to greater compliance with a larger request later.

Question 16

What is the “bait-and-switch” technique?

Answer 16

A tactic where someone agrees to an offer but is then presented with a less attractive alternative, often leading them to comply.

Question 17

How was commitment used in Steve Sherman’s study?

Answer 17

Asking people if they would volunteer increased actual volunteering rates later, as people felt committed to their previous responses.

Question 18

How can commitment and consistency improve workplace outcomes?

Answer 18

Involving employees in creating improvement plans can lead to stronger accountability and adherence to those plans, fostering goodwill and better performance.

Question 19

What is the principle of scarcity?

Answer 19

Scarcity is the idea that items or opportunities are more attractive when they are perceived to be in limited supply.

Question 20

How does fear of loss influence behavior in scarcity?

Answer 20

People are more motivated by potential losses than equivalent gains, fearing lost opportunities or property.

Question 21

How can scarcity be used to influence others at work?

Answer 21

Highlight the exclusivity of information or limited opportunities, such as early access to reports or unique skills.

Question 22

Why does scarcity increase perceived value?

Answer 22

When something is rare or hard to get, people value it more highly due to its exclusivity.

Question 23

What is the principle of reciprocity?

Answer 23

People feel obligated to repay others for actions or favors, creating mutual support and organized cooperation.

Question 24

What is an example of reciprocity in influence?

Answer 24

Sales techniques like the “door-in-the-face” strategy, where a large request is followed by a smaller one that seems like a concession.

Question 25

How can reciprocity build influence at work?

Answer 25

By helping others, sharing resources, and being dependable, you create goodwill that others will reciprocate when needed.

Question 26

How can you resist manipulative reciprocity?

Answer 26

Evaluate offers based on their true intent and decide whether they are genuine or meant to manipulate.

Question 27

What is social proof?

Answer 27

Social proof is the tendency to view actions as more acceptable when others are performing them in the same or similar situations.

Question 28

Under what conditions is social proof most effective?

Answer 28

Uncertainty: When people are unsure about what to do.

Similarity: When people see others like themselves taking action.

Question 29

How can you use social proof positively in the workplace?

Answer 29

Provide vivid examples of successful recommendations or use respected colleagues to endorse ideas.

Question 30

What is the principle of appeals to authority?

Answer 30

People defer to experts or authority figures whom they believe possess legitimate knowledge or expertise.

Question 31

How is the tendency to obey authority beneficial to society?

Answer 31

It ensures safety, smooth functioning (e.g., obeying traffic laws), and legitimacy in decision-making processes.

Question 32

What is “snob appeal,” and how is it used in authority influence?

Answer 32

It leverages people’s desire to feel superior, such as exclusive items (e.g., American Express Centurion Card) or appeals to tradition and novelty.

Question 33

How can appeals to authority be used effectively on the job?

Answer 33

By sharing your strengths, expertise, and accomplishments without bragging, and by letting people know what you are capable of achieving.

Question 34

What are two questions to evaluate the legitimacy of an authority figure?

Answer 34

Is this authority truly an expert?

How truthful and reliable is this expert in this case?

Question 35

How can appeals to authority become manipulative?

Answer 35

When people obey without questioning the legitimacy or intentions of the authority figure, leading to blind acceptance.

Question 36

What safeguards can prevent misuse of authority influence?

Answer 36

Always verify the expertise and trustworthiness of the authority figure and critically evaluate their claims.