Chapter 7

Question 1

emotional intelligence

Answer 1

The ability or skill to perceive, assess, and manage the

emotions of oneself and others.

Question 2

inspiration-related currencies

Answer 2

Influence based on inspiration (opportunity to do good, be the best, etc.).

Question 3

law of reciprocity

Answer 3

People are obligated to grant a favour comparable to the one they receive.

Question 4

leading by example

Answer 4

Exhibiting the behaviours you want to see in others.

Question 5

management by wandering around

Answer 5

A management style in which managers

spend the majority of their time outside their offices interacting with key people.

Question 6

personal-related currencies

Answer 6

Influence based on enhancing another person’s self-esteem.

Question 7

position-related currencies

Answer 7

Influence based on the ability to enhance someone else’s position within an organization.

Question 8

proactive

Answer 8

Working within your sphere of influence to accomplish something.

Question 9

project sponsor

Answer 9

Typically a high-ranking manager who champions and supports a project.

Question 10

relationship-related currencies

Answer 10

Influence based on friendship.

Question 11

social network building

Answer 11

The process of identifying and building cooperative relationships with key people.

Question 12

stakeholders

Answer 12

Individuals and organizations that are actively involved in the project or whose interests may be positively or negatively affected as a result of project execution or completion. They may also exert influence over the project and its results.

Question 13

systems thinking

Answer 13

A holistic approach to viewing problems that emphasizes understanding the interactions among different problem factors.

Question 14

task-related currencies

Answer 14

Influence based on helping others do their work (providing money or manpower, putting in a good word, fulfilling an emergency request).