Disadvantage(s) to using reciprocity are (1) considerable time required to build trust, (2) engenders resentment, and (3) encourages people to feel the terms of assignments are open for negotiation. Which statements are correct?

Disadvantage(s) to using reciprocity are (1) considerable time required to build trust, (2) engenders resentment, and (3) encourages people to feel the terms of assignments are open for negotiation. Which statements are correct?

A) All three statements are correct.
B) Only statement 3 is correct.
C) Statements 2 and 3 are correct.
D) Statements 1 and 3 are correct.
E) Only statement 1 is correct


Answer: b

Your boss asks, "I've talked to others in your group and they have agreed to work this weekend. Can I count on you?" To offset this influence, what should you say?

Your boss asks, "I've talked to others in your group and they have agreed to work this weekend. Can I count on you?" To offset this influence, what should you say?

A) "Normally, I could, but I have a meeting with our client this weekend to assess the problems we have with shipping. If you give me more warning next time, maybe I can help out. Maybe you should hire a temp this time."
B) "Why can't you do it?"
C) "I understand the problem. However, I also have a meeting scheduled with our major client to discuss some problems they had with our last shipment. Do you suppose we could employ a temp or should I cancel my meeting?"
D) "I can't do it. Get someone else."


Answer: c

Strategy(ies) that neutralize reciprocity strategies include (1) confront the exploiting individual directly, (2) examine the intent of any favor-giving activity, and (3) confront the individual who is using manipulative bargaining tactics. Which statements are correct?

Strategy(ies) that neutralize reciprocity strategies include (1) confront the exploiting individual directly, (2) examine the intent of any favor-giving activity, and (3) confront the individual who is using manipulative bargaining tactics. Which statements are correct?

A) All three statements are correct.
B) Only statement 3 is correct.
C) Statements 2 and 3 are correct.
D) Statements 1 and 3 are correct.
E) Only statement 1 is correct.


Answer:  c

What is included in strategies that neutralize retribution?

What is included in strategies that neutralize retribution?

A) Confronting the person who is trying to intimidate you
B) Refusing to bargain with the person
C) Confronting the logic of the person's request


Answer: a

If you are trying to influence the agenda of your boss, which influence strategy is most appropriate?

If you are trying to influence the agenda of your boss, which influence strategy is most appropriate?

A) Retribution
B) Reciprocity
C) Reason
D) Positional power

Answer: c

A co-worker tells you that an effective strategy for capturing managers' attention is to make it clear the issue can be resolved. Is this good advice?

A co-worker tells you that an effective strategy for capturing managers' attention is to make it clear the issue can be resolved. Is this good advice?

A) Yes
B) No
C) Who knows? Not enough information is provided.


Answer: a

If you increased your influence with your boss by drawing her attention to problems that concern you, what have you done?

If you increased your influence with your boss by drawing her attention to problems that concern you, what have you done?

A) Utilized the concept of "benefiting the boss"
B) Utilized the concept of "issue selling"
C) Utilized the concept of "relevance"
D) Utilized the concept of "visibility

Answer: b

Disadvantage(s) to using reciprocity are (1) considerable time required to build trust, (2) engenders resentment, and (3) encourages people to feel the terms of assignments are open for negotiation. Which statements are correct?

Disadvantage(s) to using reciprocity are (1) considerable time required to build trust, (2) engenders resentment, and (3) encourages people to feel the terms of assignments are open for negotiation. Which statements are correct?

A) All three statements are correct.
B) Only statement 3 is correct.
C) Statements 2 and 3 are correct.
D) Statements 1 and 3 are correct.
E) Only statement 1 is correct


Answer: b

One should use reason when (1) adequate time for extensive discussion exists, (2) parties share mutual respect and credibility, and (3) needs are specific and short term. Which statements are correct?

One should use reason when (1) adequate time for extensive discussion exists, (2) parties share mutual respect and credibility, and (3) needs are specific and short term. Which statements are correct?

A) All three statements are correct.
B) Statements 1 and 2 are correct.
C) Only statement 2 is correct.
D) Only statement 1 is correct.
E) Statements 1 and 3 are correct


Answer:  b

One should use reciprocity when (1) there is sufficient time to reach satisfactory agreements, (2) no other alternatives exist, and (3) quality and innovation are not important. Which statements are correct?

One should use reciprocity when (1) there is sufficient time to reach satisfactory agreements, (2) no other alternatives exist, and (3) quality and innovation are not important. Which statements are correct?

A) All three statements are correct.
B) Statements 2 and 3 are correct.
C) Only statement 2 is correct.
D) Only statement 1 is correct.
E) Statements 1 and 3 are correct.

Answer: d

The strength of one's personal powers would impact which influence strategy the most?

The strength of one's personal powers would impact which influence strategy the most?

A) Retribution
B) Reciprocity
C) Reason

Answer: c

A friend came to you and stated, "I am flunking my management class. I need to pass or I won't graduate. Will you please help me?" Your friend is using which influence strategy?

A friend came to you and stated, "I am flunking my management class. I need to pass or I won't graduate. Will you please help me?" Your friend is using which influence strategy?

A) Retribution
B) Reciprocity
C) Reason
D) Legitimacy
E) Centrality


Answer: c

Which influence strategy respects the rights of others, honors the concept of fairness, and attempts to strengthen the ongoing relationships between parties?

Which influence strategy respects the rights of others, honors the concept of fairness, and attempts to strengthen the ongoing relationships between parties?

A) Retribution
B) Reciprocity
C) Reason
D) Positional
E) Centrality

Answer:  b

Management is looking for someone to work the holidays. You believe that management would think better of you if you worked the holidays. If you work the holidays, which influence strategy was utilized?

Management is looking for someone to work the holidays. You believe that management would think better of you if you worked the holidays. If you work the holidays, which influence strategy was utilized?

A) Retribution
B) Reciprocity
C) Reason
D) Expert


Answer: b

You are buying a house. The seller recently lowered the asking price, but the price is still higher than your initial offer. The broker states, "The seller lowered his price, and I think you should raise your offer." What type of influence strategy is being utilized?

You are buying a house. The seller recently lowered the asking price, but the price is still higher than your initial offer. The broker states, "The seller lowered his price, and I think you should raise your offer." What type of influence strategy is being utilized?

A) Retribution
B) Reciprocity
C) Reason
D) Coercion

Answer: b

You have received a letter from North American Family Publishers sweepstakes with pictures of Dick McMahon and Ed Clark that states, "You are our newest $10 million winner! However, you must act in 24 hours by buying numerous magazine subscriptions to secure your prize." You read further to find the fine print that says, "Only if you have the winning number." What influence strategy is being utilized?

You have received a letter from North American Family Publishers sweepstakes with pictures of Dick McMahon and Ed Clark that states, "You are our newest $10 million winner! However, you must act in 24 hours by buying numerous magazine subscriptions to secure your prize." You read further to find the fine print that says, "Only if you have the winning number." What influence strategy is being utilized?

A) Retribution
B) Reciprocity
C) Reason
D) Expert


Answer:  a

If you use the influence strategy that helps others to see why they should do what you say, which influence strategy are you using?

If you use the influence strategy that helps others to see why they should do what you say, which influence strategy are you using?

A) Retribution approach
B) Reciprocity approach
C) Reason approach
D) Positional approach

Answer: c

If you use an influence strategy that makes others want to do what you say, which influence strategy are you using?

If you use an influence strategy that makes others want to do what you say, which influence strategy are you using?

A) Retribution approach
B) Reciprocity approach
C) Reason approach
D) Relevance approach

Answer: b

Your boss is discussing power and influence and states, "Power is a necessary precondition for influence." Should you agree or disagree?

Your boss is discussing power and influence and states, "Power is a necessary precondition for influence." Should you agree or disagree?

A) You should agree.
B) You should disagree.
C) There is not enough information to decide.


Answer:  a

If you want to increase the relevance of your job to the organization, what should you do?

If you want to increase the relevance of your job to the organization, what should you do?

A) Make at least part of your job unique
B) Reduce the percentage of routine activities in your job
C) Expand the number of contacts you have with senior people
D) Become a trainer or mentor for new employees


Answer: d