Unit 2    Chapter 1

Lesson 1

Exercise 1:  Family Feud 

Directions:  answer each question. Use additional paper if necessary.

1.       What is Reward Power?

2.       What is Coercive Power?

3.       What is Legitimate Power?

4.       What is Referent Power?

5.       What is Expert Power?

6.       What is meant by the controlling approach to influence?

7.       What is meant by the relinquishing approach to influence?

8.       What is meant by the developmental approach to influence?

9.       What is meant by the defensive approach to influence?

10.   If I have the ability to reward people, I am said to have what power base?

11.   If I have the ability to punish people, I am said to have what power base?

12.   If power has been given to me via my position/role, I am said to have what power base?

13.   If I have gained power from the respect of others I am said to have what power base?

14.   If I have gained power from what I know or am capable of doing, I am said to have what power base?

15.   If I have all or most of the facts and speed is important, what influence approach might work best for me?

16.   If the team has most of the facts and experience related to the problem, what influence approach might work best for me?

17.   If I desire to have the individuals involved and I want new ideas, what influence approach might work best for me?

18.   If I don’t have sufficient information to explore the issue any further and there appears to be an ethical consideration around the issue, what influence approach might work best?

19.   Why is it most beneficial to use the developmental approach of influence most often?

Exercise 2:  Notebook Entry

Directions: Read the following scenarios and answer the questions in your notebook. 

You are one of five team leaders in this unit. 

You just left a team leaders meeting where you were given an assignment that needs to be completed immediately. You feel your team will resist this assignment for they are not as familiar with the command’s needs as you are. What influence approach will you use. Why? From what power base will you yield power? Why? 

You are in a team leaders meeting. You know the problem at hand will require a full commitment for all members of the team. You also know that there is a need to explore new ideas around this issue. The other team members have relinquished decision-making to you in many team situations. You feel you have good communication and listening skills. What influence approach will you use? Why? From what power base will you be coming from? Why?