Power and influence in the workplace

Question 1

A capacity that A has to influence the behaviour of B so that B acts in accordance with A’s wishes

Answer 1

Power

Question 2

B’s relationship to A when A owns something that B needs

Answer 2

Dependency

Question 3

Power based on a person’s experience and knowledge

Answer 3

Expert power

Question 4

You like the person and enjoy doing things for him or her.

Answer 4

Referent Power

Question 5

The person has data or knowledge that you need.

Answer 5

Information Power

Question 6

Power based on relative position in the organizational hierarchy.

Answer 6

Legitimate Power

Question 7

Power based on the ability to provide benefits or rewards to people

Answer 7

Reward power

Question 8

Power based on fear

Answer 8

Coerced power

Question 9

3 Ways to respond to power

Answer 9

Commitment
Compliance
Resistance

Question 10

Most likely response to expert and referent power

Answer 10

Commitment

Question 11

Most likely response to reward and position power

Answer 11

Compliance

Question 12

Most likely response to coercive power

Answer 12

Resistance

Question 13

The key to power

Answer 13

Dependency

Question 14

3 aspects of dependency

Answer 14

Importance
Scarcity
Non-substitutability

Question 15

Consequence of hard influence tactics

Answer 15

Resistance

Question 16

Consequence of soft influence tactics

Answer 16

Commitment

Question 17

Influential language-turn offs

Answer 17

Excuses

Question 18

Influential language- turn ons

Answer 18

Positive ways to approach the issues

Question 19

What matters most for sexual harassment

Answer 19

Effect not intent

Question 20

Characteristics of empowered people

Answer 20

Sense of Self-determination
Sense of meaning
Sense of Competence
Sense of impact

Question 21

Process by which individuals attempt to control the impression others form of them

Answer 21

Impression management

Question 22

Two approaches in job interviews (impression management)

Answer 22

Self-promotion

Ingratiation

Question 23

Freedom and ability of employees to make decisions and commitments

Answer 23

Empowered

Question 24

6 bases of power

Answer 24

Coercive
Reward
Legitimate
Expert
Referent
Information

Question 25

9 Tactics to increase power

Answer 25

Rational persuasion
Inspirational appeals
Consultation
Ingratiation
Person appeals
Exchange
Coalition tactics
Pressure
Legitimating tactics