Chapter 5 - Gaining Power and Influence

Question 1

Powerful Managers can?

Answer 1

1. Intercede favorably on behalf of someone in trouble
2. Get a desirable placement for a talented subordinate
3. Get approval for expenditures beyond the budget
4. Get items on and off the agenda at policy meetings
5. Get fast access to top decision makers
6. Maintain regular, frequent contact with top decision makers
7. Acquire early information about decisions and policy shifts

Question 2

Characteristics that derail managers’ careers are?

Answer 2

1. Lack of sensitivity to others; abrasive and intimidating
2. Acting cold, aloof, and arrogant
3. untrustworthiness
4. being overly ambitious; playing politics and always trying to move up
5. inability to delegate to others or to build a team
6. Over dependency on others

Question 3

What does David McClelland consider to be one of the fundamental human needs?

Answer 3

the need for power

Question 4

What are the two specific management skills needed for staying on top of the power curve?

Answer 4

1. Gaining Power (overcoming feelings of powerlessness

2. Converting power effectively into interpersonal influence in ways that avoid the abuse of power

Question 5

What are the sources of personal power?

Answer 5

1. Expertise
2. Personal attraction
3. Effort
4. Legitimacy