MCHasel CONSULTING

Gaining Power and Influence Test

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.

Please select the approriate rating:

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

Your next step

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