Influence, Power, and Politics: An Organizational Survival Kit

1. Social influence through rational persuasion involves getting others to support your efforts to persuade someone.

True False

2. According to research, the most widely used influence tactic in the workplace is pressure.

True False

3. Referring to friendship and loyalty when making a request is using personal appeal.

True False

4. Maggie is skilled at talking her way through situations by using her charm. She always compliments her colleagues and makes sure whoever she wants something from is in a good mood before making a request. She is using ingratiation.

True False

5. Rick is a quality analyst heading a team of 10 people at Softech Systems. Using his authority, he gets work done by team members within extremely tight deadlines. He is said to be using legitimating tactics.

True False

6. Researchers have found that the nine influence tactics remain the same in terms of their ranking irrespective of whether the direction of social influence is upward, downward, or lateral.

True False

7. Rational persuasion is considered, a "hard" influence tactic because it is coercive.

True False

8. In today's hurried workplaces, managers must settle for compliance or face resistance as an outcome of influence attempts because they do not invest themselves in the situation.

True False

9. In a survey of 101 employees from two different organizations, employees were more likely to resist change when managers used a legitimating tactic and were more apt to accept change when managers relied on a consultative strategy.

True False

10. Coalition tactics were seen to be highly effective at building commitment in employees.

True False