Chapter 8

Question 1

connection power

Answer 1

Power based on the user’s relationship with influential people.

Question 2

legitimate power

Answer 2

Power based on the user’s position power, which is given by the organization.

Question 3

referent power

Answer 3

Power based on the user’s personal power. relies on personality and relationship. if someone is not well liked within the organization, they have weak referent power.

Question 4

information power

Answer 4

Power based on the user’s information being desired by others.

Question 5

expert power

Answer 5

Power based on the user’s skill and knowledge.

Question 6

5 tactics of persuasion

Answer 6

1. ingratiation: praise, flattery,
2. rational: using facts and evidence to persuade.
3. inspirational: appeal to the other’s values, ideals, and aspirations.
4. personal: based on loyalty and friendship
5. legitimization: rely on organizational authority

Question 7

politics

Answer 7

The process of gaining and using power.

Question 8

reciprocity

Answer 8

Involves creating obligations and debts, developing alliances, and using them to accomplish objectives.

Question 8

reciprocity is used to achieve ___ objectives and coalition is used to achieve ____ objectives

Answer 8

ongoing, specific