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WorksheetsCLASS 19: Social Hierarchy, Social Influence, and Social Network
Total questions: 29
Worksheet time: 38mins
Power is the _______ over _________ valued by others
(a)
Status is the respect, prestige, and admiration granted by (a) .
The bases of hierarchical differentiation. These bases are (Often) Highly (a) in Organizations.
Sources of Influence
Status
Power
Relationships
Reputation + track record
Expertise + knowledge
Personal attributes
Level in the hierarchy
Control over rewards, resources, information
Centrality, relevance, visibility of position
Reactions to feeling "x" while in a managerial role:
action-oriented
confident
optimistic
risk-taking
focused more on self than others
inhibited
influenced by situational/social cues
authoritarian
restrictive on subordinates
likely to hold back talented employees (because they threaten one’s own position)
well-liked by employees and bosses
(a) / (b) is important because it gives you influence over others, and you need to (c) others to get things done!
Politics often happens when critical, limited resources are NOT at stake.
True
False
Organizational politics are efforts to ________ one’s _____ to get the organization to pursue goals that an individual/group favors. Ex: an individual or group using political capital, “calling in a favor,” “sucking up,” etc.
(a)
Healthy organizations are non- political.
True
False
Politics and the use of influence tactics are always destructive forces
True
False
One does NOT get ahead by ONLY doing a good job and staying above politics
True
False
Politics and Power are (a) for organizations!
positive consequences of organizational politics: Promotes (a) . Encourages (b) . Promotes new organizational (c) . (Can) Improve (d)
How do you increase your influence without power/status? 1. Reciprocity 2. Scarcity 3. Consistency 4. Social _____ 5. Liking 6. Perceived _________
(a)
Influence tactic - (a) : People are (b) likely to comply with a request from someone who has (c) done something for them
Influence tactic - (a) : Opportunities and resources seem more valuable when they are (b) available. Exclusivity is attractive. Ex: "Inventory is low, only three left"
Influence tactic - (a) : After committing to a position, people are (b) likely to (c) with requests that are consistent with their original position
“____ _____” technique: Ask a series of questions to which people are likely to say ___, which then boxes them into agreeing to a request. Ex: TAKEAWAY: Get people to agree with the principles behind your idea before presenting the idea. 1. “We’re a company that values innovation, right?” 2. “My idea’s goal is to promote innovation, right?” 3. “Then you agree with my idea, right?”
(a)
Influence tactic - (a) : People are (b) likely to comply with requests if it’s (c) what others are doing. "Our most popular item is..." "Salting” tip jars" "Laughter tracks"
Ways to execute social proof:
Emphasize existing support for your ideas
Point out what others are doing
Label things as “bestselling,” “Most popular,” “highest-rated,” etc
Go for the “easy” people first!
Brand things as unique
Influence tactic - (a) : People are (b) inclined to comply with a request from someone they like. Factors that increase liking: 1. Similarity 2. Familiarity 3. Ingratiation 4. Cooperation 5. Humor 6. We like people who like us!
Match the following ways to increase liking with their effects/definition
Increases familiarity. Talk about (safe) non-business related topics (weather, current events, etc.). Even 5 minutes significantly boosts feelings of trust, which facilitates persuasion and negotiation.
Informal conversation/“schmoozing”
Increases familiarity. Invokes reciprocity; they share about themselves, which also tends to increase liking
Reveal some personal information
Appeal to common interests (hobbies, sports teams, etc.). Same background? Industry? Job? Bring it up!. This is particularly powerful if people feel part of the same group (e.g.NYU alumni, Avengers fans, shared hobbies, etc.)
Highlight your similarities
Show positive emotion, enthusiasm, interest (e.g. “I’m excited about the possibility of a partnership”)
Ingratiate/compliment
Influence tactic - (a) : People are (b) persuaded by people who possess more perceived authority, expertise, and credibility (independent of the strength of their arguments)
so, influence is about ___ you are, ___ you act, and who you ____
(a)
Social Networks
High diversity
Low redundancy
High brokerage
Low diversity
High redundancy
No brokerage
(a) Network: an (b) bridges across “structural (c) ,” connecting individuals or groups that would otherwise not be connected.
Entrepreneurial Network Relative (a) : Access to novel and (b) information, (c) innovation and creativity, Brokerage & control opportunities, (d) across groups, and Career (e)
Filling a “structural ____” (i.e. connection between two otherwise separate networks) with a “____ ___” gives greater access to diverse perspectives and puts you “at risk” for ideas. Become a “knowledge ______.”
(a)
In a clique network, most members are directly linked to each other; Few or no structural holes; High cohesion
True
False
