Leadership, Power, Influence and Negotiation

Question 1

Influence

Answer 1

Use of an actual behavior that causes behavioral or attitudinal changes in others

Question 2

Kelman’s theory of influence

Answer 2

Reasons why people give in when others attempt to influence them (compliance, identification, internalization)

Question 3

Compliance

Answer 3

Behavior results in rewards or avoidance of punishment

Question 4

Identification

Answer 4

Desire to maintain a personally satisfying relationship

Question 5

Internalization

Answer 5

Belief that the behavior is consistent with one’s own values

Question 6

What is the most effective response to influence tactics

Answer 6

Internalization (target becomes committed to request)

Question 7

What is the least effective response for influence tactics

Answer 7

Resistance (target is opposed to request and attempts to avoid doing it)

Question 8

Influence tactics

Answer 8

Rational persuasion, consultation, inspirational appeals, collaboration - ingratiation, personal appeals, exchange, apprising - pressure, coalition

Question 9

Rational persuasion

Answer 9

Logical arguments

Question 10

Consultation

Answer 10

Target is allowed to participate in deciding how to carry out the goal

Question 11

Inspirational appeal

Answer 11

Appeals to follower’s values and ideals

Question 12

Collaboration

Answer 12

Making it easy for the follower to complete the goal (resources, helping follower, remove obstacle)

Question 13

Ingratiation

Answer 13

Use favors and compliments to get target to act

Question 14

Personal appeals

Answer 14

Asking target to act based on loyalty or personal relationship

Question 15

Exchange

Answer 15

Offering reward or resource to barter with target

Question 16

Apprising

Answer 16

Informing the target in detail why the action is in the best interest of the target

Question 17

Pressure

Answer 17

Threats and coercive power

Question 18

Coalitions

Answer 18

Enlisting the help of others to help influence the target

Question 19

Dilution effect

Answer 19

Presence of something that is lower quality in a group lowers our perception of the group

Question 20

Organizational politics

Answer 20

Actions by individuals that are directed toward the goal of furthering their own self-interest

Question 21

Political skill

Answer 21

Ability to effectively understand others at work and use that knowledge to influence others in ways that enhance personal and/or organizational objectives

Question 22

Conflict resolution

Answer 22

Combinations of how assertive and cooperative people are

Question 23

5 conflict resolutions

Answer 23

Avoiding - accomodating - competing - collabroating - compromise

Question 24

Negotiation

Answer 24

Process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences

Question 25

Distributive Bargaining

Answer 25

Win-lose style with fixed pie, zero sum conditions

Question 26

Integrative bargaining

Answer 26

Win-win style utilizing mutual respect and problem solving

Question 27

Power

Answer 27

Ability to influence the behavior of others and resist unwanted influence in turn. Weber says that power is the probability that one actor within a social relationship will be in a position to carry out his/her own will despite resistence

Question 28

Types of power

Answer 28

Organizational (legitimate, reward, coercive) and Personal (expert and referent)

Question 29

Legitimate power

Answer 29

Based on belief of followers that leader has authority to issue orders which they have obligation to accept

Question 30

Reward power

Answer 30

Based on belief of followers that the leader has access to valued rewards and that those rewards will be dispensed in return for compliance. Most effective when managers can distribute intrinsic and extrinsic rewards

Question 31

Coercive power

Answer 31

Exerting influence based on the belief of followers that the leader can administer unwelcome penalties

Question 32

Expert power

Answer 32

Based on follower's belief that the leader has superior knowledge that is relevant to the situation or task. Ex. coach, physician, may not correspond with legitimate power based on organizational hierarchy

Question 33

Referent Power

Answer 33

Based on belief of followers that the leader has desirable abilities and traits that can and should be copied

Question 34

Information power

Answer 34

Based on belief of follower that leader has access to information that is not public knowledge

Question 35

Affiliation power

Answer 35

Based on belief of followers that the leader has a close association with other powerful figures on whose authority they are able to act

Question 36

Group power

Answer 36

Ability of a leader to exert influence based on the belief of followers that the leader has collective support from a team or group

Question 37

Informal vs. formal power

Answer 37

``` Informal power (expert, referent), resides in characteristics and important for satisfaction and performance. Formal power (Based upon position in social organization, have strong impact on immediate behavior) ```