Chapter 13: Leadership: Power and Negotiation – Flashcards
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the use of power and influence to direct the activities of followers toward goal achievement
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Leadership
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the ability to influence the behavior of others and resist unwanted influence in return.
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Power
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derived from a position of authority inside the organization and is sometimes referred to as "formal authority."
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Legitimate power
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someone has control over the resources or rewards another person wants.
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Reward power
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when a person has control over punishments in an organization
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Coercive power
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derived from a person's expertise, skill, or knowledge on which others depend.
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Expert power
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when others have a desire to identify and be associated with a person
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Referent power
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Consists of Legitimate Power, Reward Power and Coercive Power
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Organizational Power
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Consists of Expert Power and Referent Power
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Personal Power
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the degree to which people have alternatives in accessing resources
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Substitutability
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the degree to which managers have the right to make decisions on their own.
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Discretion
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represents how important a person's job is and how many people depend on that person to accomplish their tasks
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Centrality
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how aware others are of a leader's power and position.
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Visibility
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the use of an actual behavior that causes behavioral or attitudinal changes in others.
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Influence
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the use of logical arguments and hard facts to show the target that the request is a worthwhile one.
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Rational persuasion
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tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudinal reaction.
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inspirational appeal
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when the target is allowed to participate in deciding how to carry out or implement a request.
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Consultation
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attempting to make it easier for the target to complete the request
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collaboration
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the use of favors, complements, or friendly behavior to make the target feel better about the influencer
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Ingratiation
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when the requestor asks for something based on personal friendship or loyalty
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Personal appeals
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when the requestor offers a reward or resource to the target in return for performing a request.
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exchange tactic
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when the requestor clearly explains why performing the request will benefit the target personally.
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Apprising
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the use of coercive power through threats and demands
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Pressure
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when the influencer enlists other people to help influence the target
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Coalitions
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when the target of influence agrees with and becomes committed to the influence request (behaviors and attitudes).
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Engagement
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when targets of influence are willing to do to what the leader asks, but they do it with a degree of ambivalence (behaviors but not attitudes).
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Compliance
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when the target refuses to perform the influence request and puts forth an effort to avoid having to do it.
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Resistance
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actions by individuals that are directed toward the goal of furthering their own self-interests
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Organizational politics
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ability to effectively understand others at work and use that knowledge to influence others in ways that enhance personal and/or organizational objectives.
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Political skill
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an adeptness at identifying and developing diverse contacts.
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Networking ability
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the tendency to observe others and accurately interpret their behavior.
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Social astuteness
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having an unassuming and convincing personal style that's flexible enough to adapt to different situations.
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Interpersonal influence
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appearing to others to have high levels of honesty and genuineness.
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Apparent sincerity
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when one party attempts to get his or her own goals met without concern for the other party's results. (high assertiveness, low cooperation)
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Competing
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one party wants to remain neutral, stay away from conflict, or postpone the conflict to gather information or let things cool down.(low assertiveness, low cooperation)
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Avoiding
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when one party gives in to the other and acts in a completely unselfish way.(low assertiveness, high cooperation)
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Accommodating
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when both parties work together to maximize outcomes. (high assertiveness, high cooperation)
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Collaboration
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when conflict is resolved through give-and-take concessions. (moderate assertiveness, moderate cooperation)
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Compromise
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process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences.
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Negotiation
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win-lose negotiating over a "fixed-pie" of resources
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Distributive bargaining
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aimed at accomplishing a win-win scenario.
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Integrative bargaining
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each party determines what its goals are for the negotiation and whether or not the other party has anything to offer
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Preparation
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each party makes a case for its position and attempts to put all favorable information on the table
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Exchanging information
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goal is for each party to walk away feeling like it has gained something of value
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Bargaining
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process of formalizing an agreement reached during the previous stage.
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Closing and Commitment
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process by which two parties resolve conflicts through the use of a specially trained, neutral third party.
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Alternative dispute resolution
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a third party to facilitate the dispute resolution process, though this third party has no formal authority to dictate a solution
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Mediation
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when a third party determines a binding settlement to a dispute.
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Arbitration
