GAINING POWER AND INFLUENCE Follow these instructions: Please respond to the following statements by writing a number from

the scale below in the space given. When you are finished answering all the questions, press the button at the bottom of the exercise to tabulate your score. Your answers should reflect your attitudes and behavior as they are now, not as you would like them to be. Be Honest. This instrument is designed to help you discover your level of competency in gaining power and influence so you can tailor your learning to your specific needs. After completing the exercise, consult the comparison data at the bottom of the page. Consult the scoring key in the Gaining Power and Influence Section of the answers page to find out how the scores were tabulated.

Please select the approriate rating:

Rating Scale 6 Strongly Agree 5 Agree 4 Slightly Agree 3 Slightly Disagree 2 Disagree 1 Strongly Disagree

In a situation where it is important to obtain more power:

1. I constantly strive to become highly proficient in my line of work. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

2. I always express friendliness, honesty, and sincerity toward those with whom I work.

Strongly Disagree

6 Strongly Agree

3. I always put forth more effort and take more initiative than expected in my work. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

4. I strongly support organizational ceremonial events and activities. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

5. I form a broad network of relationships with people throughout the organization at all levels. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

6. I find something in which I can specialize that helps meet others' needs. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

7. I consistently send personal notes to others when they accomplish something significant or when I pass along important information to them. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

8. In my work I consistently strive to generate new ideas, initiate new activities, and minimize routine tasks. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

9. I consistently try to find ways to be an external representative for my unit or organization. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

10. I am continually upgrading my skills and knowledge. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

11. I strive very hard to enhance my personal appearance. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

12. I always work harder than most co-workers. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

13. I strongly encourage new members to support important organizational values

by both their words and their actions. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

14. I work hard to get access to important information by becoming central in communication networks. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

15. I constantly strive to maintain some part of my work that is unique to me; others don't duplicate it. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

16. I constantly strive to find opportunities to make reports about my work, especially to senior people. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

17. I work hard to maintain variety in the tasks that I do. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

18. I strive hard to keep my work connected to the central mission of the organization. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

When trying to influence someone for a specific purpose:

19. I consistently emphasize reason and factual information. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

20. I feel comfortable using a variety of different influence techiques, matching them to specific circumstances. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

21. I work hard to reward others for agreeing with me, thereby establishing a condition of reciprocity. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

22. I always use a direct, straightforward approach rather than an indirect or manipulative one.

Strongly Disagree

6 Strongly Agree

23. I always avoid using threats or demands to impose my will on others. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

When resisting an inappropriate influence attempt directed at me:

24. I use resources and information I control to equalize demands and threats. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

25. I refuse to bargain with individuals who use high- pressure negotiation tactics. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

26. I explain why I can't comply with reasonable- sounding requests by pointing out how the consequences would affect my responsibilities and obligations. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

When trying to influence those above me in the organization:

27. I help determine the issues to which they pay attention by effectively selling the importance of those issues. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

28. I convince them that the issues on which I want to focus are compatible with the goals and future success of the organization. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

29. I help them solve problems that they didn't expect me to help them solve. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

30. I work as hard to make them look good and be successful as I do working for my own success. Strongly Disagree 1 2 3 4 5 6 Strongly Agree

After you have answered ALL 30 questions, please press the button to tabulate your scores. Press
RESET

to clear the page.

These are your scores in the different areas covered in the exercise:

Assessment Skill Area Gaining Information (Personal characteristics) Expertise Personal Attractions Effort Legitimacy (Position characteristics) Centrality Criticality Visibility Flexibility Relevance Using Influence Resisting Influence Increasing Authority

Total Score

Comparison Data Compare your scores to three comparison standards: (1) Compare your score with the maximum possible (180). (2) Compare your score with the scores of other students in your class. (3) Compare your score to a norm group consisting of 500 business school students. In comparison to the norm group, if you scored

147 or above you are in the top quartile. 138-146 you are in the second quartile. 126-137 you are in the third quartile. 125 or below you are in the bottom quartile.