10.6: Apply methods for influencing a direct supervisor

Question 1

What did Peter Drucker emphasize about managing your boss?

Answer 1

Few managers realize the importance of managing their boss and believe it is simpler than managing subordinates.

Question 2

According to Drucker, why do managers fail to manage their bosses?

Answer 2

They often complain about their boss but do not try to manage them effectively.

Question 3

What skills are necessary to influence a resistant boss?

Answer 3

Presenting ideas persuasively, tailoring communication to the boss’s preferences, and addressing their concerns.

Question 4

What key questions can help you understand your boss’s communication preferences?

Answer 4

Does the boss prefer emails or face-to-face meetings?

Do they want detailed reports or high-level overviews?

Are they hands-on or hands-off in daily work?

Question 5

What should you know about your boss’s decision-making and goals?

Answer 5

Their primary decision-making style, what might trigger negative emotions, and their most important goals or results for the year.

Question 6

What are the four essential actions for influencing upward effectively?

Answer 6

Always offer solutions to real problems.

Do not confuse raw data with useful information.

Outline costs and benefits, being specific and realistic.

Make a recommendation when presenting a problem.

Question 7

How can you make your boss more receptive to your ideas?

Answer 7

Present solutions tied to strategic goals and synthesize data into a meaningful story rather than overloading with raw data.

Question 8

Why is outlining both costs and benefits important?

Answer 8

It provides a balanced view, including intangible costs like time and resource allocation.

Question 9

What should you always bring when approaching your boss with a problem?

Answer 9

A recommendation that demonstrates an understanding of the problem and its consequences.

Question 10

Why is understanding modern business etiquette important?

Answer 10

It helps individuals conduct themselves with ease, style, and confidence, setting them apart from others in any situation.

Question 11

What has replaced the traditional teaching of manners in modern society?

Answer 11

Personal command of ethical business etiquette.

Question 12

What is the focus of modern etiquette for managers?

Answer 12

Key areas of etiquette with a direct and powerful impact on professional success, such as introductions, recalling names, and proper dress.

Question 13

Why is making a good first impression critical in business?

Answer 13

It is difficult to overcome a poor first impression, which can significantly impact perceptions of your knowledge or expertise.

Question 14

What are the key elements of a good first impression?

Answer 14

A firm handshake, clear and refined introductions, appropriate clothing, and polished speech.

Question 15

What practice can help improve your first impression during introductions?

Answer 15

Rising to shake hands with anyone who enters your office or room and preparing a ready introduction that includes your name and relevant details.

Question 16

Can people get a second chance to make a first impression?

Answer 16

Sometimes, but it is often challenging to overcome a poor first impression.

Question 17

What did studies reveal about first impressions in employment settings?

Answer 17

Over 80% of recruiters maintain their initial judgments about applicants even after interviews.

Question 18

How does the quality of a handshake influence hiring recommendations?

Answer 18

A firm but not painful handshake is positively related to hiring recommendations.

Question 19

What can negatively impact professional impressions in communication?

Answer 19

Using “quirky” email addresses or emojis in professional emails can make individuals appear less competent.

Question 20

What are the professional email address guidelines?

Answer 20

Use your name for your email address and avoid overly casual or unprofessional identifiers.

Question 21

What is the purpose of a brief, finely tuned introduction?

Answer 21

To make yourself memorable and draw others into conversation, particularly in networking or meeting new people.

Question 22

What is an introduction’s role in professional settings?

Answer 22

It demonstrates your professional acumen and helps others feel more comfortable.

Question 23

Why is remembering names important in the workplace?

Answer 23

Remembering names is a valuable social skill that provides a competitive advantage and is vital for a successful management career.

Question 23

What did Dale Carnegie say about names?

Answer 23

A person’s name is the sweetest and most important sound in any language.

Question 24

How early should you aim to arrive for work and meetings?

Answer 24

At least 10 to 15 minutes early.

Question 25

Why is arriving early beneficial?

Answer 25

It allows for informal conversations, which can build relationships critical to workplace success.

Question 26

What are the five steps to making an effective introduction?

Answer 26

Use formal names and titles initially, such as "Dr." or "Ms." Include relevant background information about the person you’re introducing. Repeat names at least twice for better recall. Obtain permission before connecting people professionally. Keep introductions brief and to the point.

Question 27

Why is weaving background information into an introduction important?

Answer 27

It facilitates comfortable communication and helps others connect better.

Question 28

How can you prepare for professional introductions in emails?

Answer 28

Include links to the person’s background, such as their LinkedIn profile or organizational website.

Question 29

What are the four types of networks critical to career success?

Answer 29

**Work-related network**: Professional connections. **Innovation network**: People to explore new ideas with. **Expert knowledge network**: Experts providing advice. **Career guidance network**: Mentors guiding future plans.

Question 30

What is the most important lesson about building a network?

Answer 30

A network will grow only if nurtured, so support others in their work and be a friend.

Question 31

How can you maintain and grow your network?

Answer 31

Meet new people monthly. Follow up with quick emails or LinkedIn invitations. Keep professional profiles up-to-date.

Question 32

Why is sharing a bit about yourself beneficial in building relationships?

Answer 32

It encourages others to open up and builds connection, but avoid oversharing to prevent appearing self-involved.

Question 33

Why is authenticity important in relationships?

Answer 33

Genuine curiosity and enthusiasm are crucial; faking interest will make it difficult to build trust.

Question 34

What is the easiest tool for building good relationships?

Answer 34

Saying "thank you" and giving credit to others.

Question 35

What is a major cause of relationship breakdowns?

Answer 35

Lack of appreciation and taking credit for others' work.

Question 36

What percentage of employers use social media for recruitment, according to SHRM?

Answer 36

85%.

Question 37

How can social media hurt your job prospects?

Answer 37

Employers may reject candidates based on inappropriate posts, negative comments, or evidence of unprofessional behavior.

Question 38

What are examples of disqualifying social media content?

Answer 38

Provocative photos. Drug or alcohol references. Negative remarks about previous employers. Poor communication skills or discriminatory comments.

Question 39

What is the key takeaway about managing your social media presence?

Answer 39

Be mindful of what you post as it can significantly impact your career opportunities.

Question 40

Why is understanding power in organizations important?

Answer 40

Effective use of power, beyond formal authority, is critical for career success and influence.

Question 41

What is a hallmark of career success related to power?

Answer 41

Understanding and applying social, political, and other influence tactics.