Management Skills - Ameri - Rutgers - Final Exam -FUTURE -HNDRXX exam with answers

Management Skills - Ameri - |\ |\ |\ |\ |\




Rutgers - Final Exam #FUTURE |\ |\ |\ |\




#HNDRXX exam with answers
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Power - CORRECT ANSWERS ✔✔5 Aspects
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-The authority to get things done by others
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-May not generate respect by of forcing someone to obey
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-Positional *(Higher in rank) |\ |\ |\




-PUSHES people to do things
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-IMPOSED by authoritative figures |\ |\ |\




Influence - CORRECT ANSWERS ✔✔5 Aspects
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-Create an impact on beliefs and actions of others
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(Without force) |\




-Generates respect as people act out of their own belief/
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change of heart |\ |\




-Personal (Not rank) |\ |\




-Persuades by changing beliefs and perceptions
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,-Does not require position or authority (Wholeheartedly
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accepted


Why influence matters - CORRECT ANSWERS ✔✔Central
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for key managerial skills: TNCRN (Teamwork, networking,
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conflict resolutions and negotiation)
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- Can be learned
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4 key examples of why influence matters - CORRECT
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ANSWERS ✔✔-Getting buy-in for ideas/initiatives (e.g.,
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proposed changes) |\




-Inducing others to comply with work-related requests
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(e.g., additional resources or deadlines)
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-Resolving work-related disagreements (e.g., conflict)
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-Guiding others (e.g., superiors, colleagues and
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teammates) toward preferred or optimal decisions. |\ |\ |\ |\ |\




Types of Influence Tactics - CORRECT ANSWERS
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✔✔Interpersonal and Procedural |\ |\




Interpersonal Influence - CORRECT ANSWERS |\ |\ |\ |\ |\



✔✔Influencing other individuals and/or group members |\ |\ |\ |\ |\

,Procedural Influence - CORRECT ANSWERS ✔✔Managing
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the rules or procedures used to exchange information and
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aggregate individual preferences (GROUP)
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Cialdini's 6 Principles of Influence - CORRECT ANSWERS
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✔✔LRSCAS


1. Liking
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2. Reciprocity
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3. Social Proof
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4. Consistency
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5. Authority
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6. Scarcity
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Liking (Cialdini) - CORRECT ANSWERS ✔✔People like
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those who like them
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Ways to: Similarity and praise
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Reciprocity (Cialdini) - CORRECT ANSWERS ✔✔People
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repay in kind (People feel obligated to give back the form
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of behavior they receive)
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, Ways to: Modeling behavior by displaying it first (Trust,
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spirit, pleasantry)
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Social Proof (Cialdini) - CORRECT ANSWERS ✔✔People
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follow the lead of similar others
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Ways to: Persuasion is more effective from "peers",
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horizontal influence vs. vertical influence|\ |\ |\ |\




Consistency (Cialdini) - CORRECT ANSWERS ✔✔People |\ |\ |\ |\ |\ |\



align with their clear commitments
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Ways to: people are more willing to comply that they are
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active, public and voluntary to
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3 Consistency aspects and what they mean (Cialdini) -
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CORRECT ANSWERS ✔✔APV |\ |\




Actively - choice spoken out loud, written down, or made
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explicitly


Publicly - choice shared with others, either spoken or in
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writing