Lecture 8 (Power & politics) & Lecture 9 (Conflict & negotiation)

Question 1

Power meaning

Answer 1

ability to get someone else to do something you want done

Question 2

Power within workplace forms

Answer 2

Formal power
Informal power

Question 3

Types of Formal power

Answer 3

Legitimate power
Reward power
Coercive power

Question 4

Types of Informal power

Answer 4

Referent power
Expert power

Question 5

Legitimate type of power

Answer 5

FORMAL formal authority based on structural position

Question 6

Reward type of power

Answer 6

FORMAL both financial and nonfinancial power

Question 7

Coercive type of power

Answer 7

FORMAL (use of force or threats): depends on fear of negative results

Question 8

Referent type of power

Answer 8

INFORMAL : based on identification with a person who has desirable resources or personal
traits

Question 9

Expert type of power

Answer 9

INFORMAL result of expertise, special skills, or knowledge

Question 10

Legitimacy power tactic meaning

Answer 10

Position of authority, use of policy and organizational rules

Question 11

Rational persuasion power tactic usage

Answer 11

Usage of arguments backed by logic

Question 12

Inspirational Appeals power tactic usage

Answer 12

Appealing to influencee’s values, ideals or aspirations to elicit an emotional or attitudinal reaction

Question 13

Consultation power tactic usage

Answer 13

Allowing the influencee to participate in deciding how to carry out or implement your request

Question 14

Exchange power tactic usage

Answer 14

The use of negotiation and the exchange of benefits

Question 15

Ingratiation power tactic usage

Answer 15

Using favours, compliments and friendly behaviour

Question 16

Personal appeals power tactic usage

Answer 16

Power through friendliness, favors

Question 17

Pressure power tactic usage

Answer 17

Warnings, repeated demands, threats

Question 18

Coalitions power tactic usage

Answer 18

Mobilizing other people in the organization to support you, and thereby strengthening your request

Question 19

Politics meaning

Answer 19

Politics is power practiced in a real-life setting.

Question 20

What influences political behavior

Answer 20

➔ Individual factors: personal traits
➔ Organizational factors: organizational culture
➔ Responses of employees: stress, defensive behavior
➔ Impression management: dominated by cultural differences

Question 21

Conflict meaning

Answer 21

process that begins when one party perceives another party has or is about to negatively
affect something the first party cares about

Question 22

Three kinds of conflicts

Answer 22

1.) Process conflicts
2.) Relationship conflicts
3.) Task conflicts

Question 23

5 stages of conflict process

Answer 23

1. Potential opposition or incompatibility
2. Cognition and personalization
3. Intentions
4. Behavior
5. Outcome

Question 24

Conflict-handling intentions

Answer 24

• Competing
• Collaborating
• Compromising
• Avoiding
• Accommodating

Question 25

Outcomes of a conflict

Answer 25

Either increased or decreased group performance

Question 26

Antecedent (previous) conditions

Answer 26

Communication Structure Personal values

Question 27

Cognition of conflict can be either:

Answer 27

Perceived or felt

Question 28

Negotiation meaning

Answer 28

process that occurs when two or more parties decide how to allocate scarce resources

Question 29

Types of negotiation

Answer 29

Distributive bargaining and Integrative bargaining

Question 30

Distributive bargaining meaning

Answer 30

Negotiation that seeks to divide up a fixed amount of resources; a win–lose situation

Question 31

Integrative bargaining meaning

Answer 31

Negotiation that seeks one or more settlements that can create a win–win solution

Question 32

Negotiation process

Answer 32

1. Preparation and planning → 2. Definition of ground rules → 3. Clarification and justification → 4. Bargaining and problem solving → 5. Closure and implementation

Question 33

Most important aspect of power

Answer 33

Dependency is directly related to power

Question 34

When does dependency increase

Answer 34

when a resource you control is important, scarce, and non-substitutable

Question 35

zero-sum approach

Answer 35

negotiation approach that treats the reward “pie” as fixed, so any gain one person or group achieves comes at the expense of another person or group

Question 36

3 things to keep in mind when politicizing

Answer 36

1. performance is influenced by individual’s understanding of the “hows” and “whys” of organizational politics 2. political behaviour at work influences the effects of ethical leadership 3. when employees see politics as a threat, they often respond with defensive behaviours

Question 37

Defensive behavior meaning

Answer 37

Reactive and protective behaviours to avoid action, blame, or change

Question 38

Functional vs dysfunctional conflicts

Answer 38

Functional - conflict which improves performance dysfunctional - hindrance for performance

Question 39

Types of conflict (focus on between who it happens)

Answer 39

Dyadic conflict - between 2 people Intragroup conflict - conflict within a group Intergroup conflict - conflict between groups