Leadership: Influencing

Question 1

Influence relies on

Answer 1

Using one’s power and/or skills to change other’s perceptions or actions.

Question 2

Five ways leaders can create power

Answer 2

• Legitimate power
• Reward power
• Expert power
• Referent power
• Coercive power

Question 3

Legitimate power is created

Answer 3

Formally—through a title or position in the hierarchy that is associated with the rights of leadership.

Question 4

Reward power is created

Answer 4

• When the leader can offer followers something they value in exchange for their commitment
  
  • Examples: promotions or compensation

Question 5

Expert power

Answer 5

Created when a leader is recognized as possessing great intelligence, insight, or experience.

Question 6

Referent power

Answer 6

• Created by the leader’s personality
• The ability to get admiration, affection, and/or loyalty.

Question 7

Coercive power

Answer 7

Created when the leader has the power to punish those who do not follow.

Question 8

Power creation from external factors

Answer 8

• Legitimate
• Reward
• Coercive

Question 9

Power creation from internal factors

Answer 9

• Referent
• Expert

Question 10

Legitimate power advantages

Answer 10

Save time in decision making and focus team on the organization’s goals.

Question 11

Legitimate power disadvantages

Answer 11

If leader is not competent and effective at leading.

Question 12

Reward power advantages

Answer 12

Appeal to the team members’ individual motivators

Question 13

Reward power disadvantages

Answer 13

Useful only of leader is able to access and extend meaningful rewards to team members

Question 14

Expert power advantages

Answer 14

• Improve a team’s efforts by offering advice and guidance
• Can win respect for the team and its work throughout the organization

Question 15

Expert power disadvantages

Answer 15

• Can create a dependency and weaken team member initiatives and discourage their contributions
• Effect will weaken if the individual is a weak team leader

Question 16

Referent power advantages

Answer 16

Appeal to social needs of individuals, the desire for affiliation

Question 17

Referent power disadvantages

Answer 17

Will weaken if leader is not competent, effective and fair

Question 18

Coercive power advantages

Answer 18

Get immediate results

Question 19

Coercive power disadvantages

Answer 19

Damages team members’ motivation and self-direction over time

Question 20

Why must leaders persuade instead of coerce

Answer 20

• Can damage ongoing relationships
• Ability to reward may be limited

Question 21

How to persuade

Answer 21

• Reasoning
• Mutually held visions
• Reciprocity
• Trade for what you want, using expertise or resources to fill another’s needs

Question 22

How to reason

Answer 22

• Explain advantages of one’s view logically and clearly with examples
• Most effective when combined with knowledge of the other person’s needs and potential for aligning interest for mutual benefit

Question 23

Process of reciprocity

Answer 23

System of banking “favors” so that one can ask for favor in return in the future

Question 24

How to utilize other’s influencing style

Answer 24

• Recognizing your own and others
• Flex or use the most appropriate type of influence for the situation and people involved

Question 25

High trust levels in a relationship lead to

Answer 25

* Conflicts that are easily resolved or avoided entirely * Quick negotiations with mutually acceptable conditions

Question 26

Qualities of a trusting person

Answer 26

* Common values * Aligned interest * Benevolence * Capability or competence * Predictability and integrity * Communication

Question 27

Benevolent person

Answer 27

One who has genuine concern for another's well being, above or equal to his or her own interest

Question 28

Emotional intelligence (EI)

Answer 28

* Ability to be sensitive to and understand one's own and others' emotions and impulses. * Allows people with different backgrounds and perspectives to work productively with each other

Question 29

Without EI

Answer 29

* Behaviors needed to support a global mindset or diversity in the workplace are practically impossible. * Empathy, cooperation, willingness to learn about and accept differences

Question 30

Four branches of emotional intellegence

Answer 30

1. Perceiving emotion 2. Using emotion to facilitate thought 3. Understanding emotion 4. Regulating emotion

Question 31

Perceiving emotion

Answer 31

* Identifying and evaluating your own and others emotions. * Ex: being aware of emotional shifts in a room during an organizational meeting

Question 32

Using emotion to facilitate thought

Answer 32

* Using feelings to promote and inform decision making, problem solving, and other cognitive activities. * Ex: using changes in mood to approach a decision from multiple viewpoints

Question 33

Understanding emotion

Answer 33

* Interpreting complex emotions and understanding their causes. * Ex: predicting employee's emotions after an announcment of structural changes in the organization

Question 34

Regulating emotion

Answer 34

* Tracking and managing one’s own and others’ emotions. * Ex: detaching from anger in a problem if it is limiting the ability to solve a problem

Question 35

Emotional Intelligence Quotient (EIQ)

Answer 35

Measurements of EI as a measurement of leadership ability

Question 36

Emotional Intelligence Quotient (EIQ) components

Answer 36

1. Self-awareness 2. Self-regulation 3. Motivation 4. Empathy 5. Social skills

Question 37

Self-awareness component of EIQ

Answer 37

* Becoming more aware of one’s own emotions and needs and their effect on work relationships. * Ex: manager who knows they will be short-tempered under deadline stress

Question 38

Self-regulation component of EIQ

Answer 38

* Learning to control and accommodate one’s emotions. * Ex: manager dealing with deadline stress can manage schedules and work plans to minimize those stresses

Question 39

Motivation component of EIQ

Answer 39

* A passion for the job or current objective. * Drive to succeed, resilience, and optimism are all part of this component.

Question 40

Empathy component of EIQ

Answer 40

* Moving from self-awareness to awareness and acceptance of the importance and legitimacy of others’ emotions * Critical quality for team building, coaching and mentoring * Critical skill in diverse organizations - where other's emotional response may be very different

Question 41

Social skills component of EIQ

Answer 41

* The ability to create connections or rapport with others * Also been called social intelligence

Question 42

Social intelligence involves

Answer 42

* Seeing and interpreting the impact of your behavior on others and altering behavior to increase other's comfort and trust * Understanding the "rules" of particular social contexts and expected behaviors * Can shift roles in different contexts without falseness