Chapter $10$: Active Reading and Study

Exercise $3$

DirectionsRead each passage. Then click on the correct answer to the active reading and study question.

QuestionE.$(1)$ INFLUENCE STRATEGIES

$(2)$ Individuals in organizations often need to influence others. $(3)$ They may do so as managers or leaders, or as workers. $(4)$ Whatever the reasons, there are a number of influence strategies that people have been found to use.

$(5)$ Reason $(6)$ Reason is typically regarded as the most effective influence strategy because it has a positive effect on how others view the user and the user$$s chances for advancement.

$(7)$ Assertiveness $(8)$ This confrontational method may entail demanding or ordering compliance. $(9)$ It may seem simple and direct but can cause resentment.

$(10)$ Coalition $(11)$ Forming an alliance is an attempt to influence by getting others to agree with or support your position, believing that there is power in numbers. $(12)$ For example, if nine out of ten workers in one department want a change, a manager can hardly fire all nine of them.

$(13)$ Negotiation $(14)$ Bargaining for what one wants is often well regarded and recommended, but this has actually been shown to negatively impact the user.

$(15)$ Sanctions $(16)$ Using threats or punishment to influence others may work but, like assertiveness, can also create resentment.

$(17)$ Ingratiation $(18)$ This very common strategy may involve flattery, groveling, doing personal favors for someone, and other such methods to curry favor.

E$9.$ The keys to the important ideas in this passage are

a$.$ an enumeration.

b$.$ a title and subtitles.

c$.$ an enumeration and a title and subtitles.