MAN4441 – Exam 2 – Florida State University –
2026 | Comprehensive Power, Influence &
Negotiation Questions Provided with A+ Graded
Rationales Latest Updated
perceived power (evaluation)
results from one's reputation as a powerful person
Potential power (capacity)
The ability or capacity to influence others or get things done, even if that power is not currently
being used.
Realized power (actualize)
When potential power is put into action — the actual use or demonstration of one's ability to
influence others or achieve results.
Power
the potential a negotiator holds to influence others or the course of events
Status
the relative social position or rank given to negotiators or groups by others.
Primary status characteristics of power
indicators of legitimate authority (rank, degree, title)
Secondary status characteristics of power
cues and attributes that have no legitimate bearing on the allocation of resources or on the
norms of interaction, but nevertheless exert a powerful influence on behavior (i.e., age, gender,
ethnicity, cultural background)
Types of Power
legitimate, reward, coercive, expert, referent
legitimate power
the power a person receives as a result of his or her position in the formal hierarchy of an
organization
, Reward power
power that comes from the ability to provide rewards or favors
coercive power
The ability of a manager to punish others
Expert Power
influence based on special skills or knowledge
referent power
power that comes from subordinates' and coworkers' respect, admiration, and loyalty
Personal Sources of Power
Cognitive orientation-Ideologies about power
•Motivational orientation-Specific motives to use power
•Disposition and skills-Orientation to cooperation/competition
•Moral orientation-Philosophical orientation to power use
• All sources of power can align with personal sources
power based on position in an organization
1. legitimate power
2. power based on the control of resources associated with that position
Power Based on Resource Control
People who control resources have the capacity to give them to someone who will do what they
want, and withhold them (or take them away) from someone who doesn't do what they want.
Important resources include Money- Supplies- Human capital- Time- Equipment- Critical
services- Interpersonal support
Relational Power - Social Power- Goal interdependence
How parties view their goals and depend on others to achieve their goal
Relational Power - Social Power- Referent power
Based on an appeal to common experiences, common past, common fate, or membership in
the same groups
Relational Power - Social Power- Networks
2026 | Comprehensive Power, Influence &
Negotiation Questions Provided with A+ Graded
Rationales Latest Updated
perceived power (evaluation)
results from one's reputation as a powerful person
Potential power (capacity)
The ability or capacity to influence others or get things done, even if that power is not currently
being used.
Realized power (actualize)
When potential power is put into action — the actual use or demonstration of one's ability to
influence others or achieve results.
Power
the potential a negotiator holds to influence others or the course of events
Status
the relative social position or rank given to negotiators or groups by others.
Primary status characteristics of power
indicators of legitimate authority (rank, degree, title)
Secondary status characteristics of power
cues and attributes that have no legitimate bearing on the allocation of resources or on the
norms of interaction, but nevertheless exert a powerful influence on behavior (i.e., age, gender,
ethnicity, cultural background)
Types of Power
legitimate, reward, coercive, expert, referent
legitimate power
the power a person receives as a result of his or her position in the formal hierarchy of an
organization
, Reward power
power that comes from the ability to provide rewards or favors
coercive power
The ability of a manager to punish others
Expert Power
influence based on special skills or knowledge
referent power
power that comes from subordinates' and coworkers' respect, admiration, and loyalty
Personal Sources of Power
Cognitive orientation-Ideologies about power
•Motivational orientation-Specific motives to use power
•Disposition and skills-Orientation to cooperation/competition
•Moral orientation-Philosophical orientation to power use
• All sources of power can align with personal sources
power based on position in an organization
1. legitimate power
2. power based on the control of resources associated with that position
Power Based on Resource Control
People who control resources have the capacity to give them to someone who will do what they
want, and withhold them (or take them away) from someone who doesn't do what they want.
Important resources include Money- Supplies- Human capital- Time- Equipment- Critical
services- Interpersonal support
Relational Power - Social Power- Goal interdependence
How parties view their goals and depend on others to achieve their goal
Relational Power - Social Power- Referent power
Based on an appeal to common experiences, common past, common fate, or membership in
the same groups
Relational Power - Social Power- Networks
