power and negotiation (ch13)

Question 1

what is leadership

Answer 1

the use of power and influence to direct followers to goal achievement

Question 2

what is power

Answer 2

the ability to influence the behaviors of others

Question 3

types of power

Answer 3

1. organizational power
2. personal power

Question 4

types of organizational power

Answer 4

1. legitimate power
2. reward power
3. coercive power

Question 5

what is legitimate power

Answer 5

formal authority from position/title

Question 6

what is reward power

Answer 6

has control of the resources or rewards another person wants

Question 7

what is coercive power

Answer 7

control over punishments in organization

Question 8

types of personal power

Answer 8

1. expert power
2. referent power

Question 9

what is expert power

Answer 9

can influence others through knowledge, skills, and performance

Question 10

what is referent power

Answer 10

others want to identify/associate with you

Question 11

most effective influence tactics

Answer 11

1. rational persuasion
2. consultation
3. inspirational appeal
4. collaboration

Question 12

what is rational persuasion

Answer 12

use of logical arguments and hard facts to show your idea is practical and beneficial

Question 13

what is consultation

Answer 13

asking for other person’s input on how to carry out/implement a request

Question 14

what is inspirational appeal

Answer 14

influencing others by appealing to their values and ideals

Question 15

what is collaboration

Answer 15

offering help or resources to make it easier for others to agree

Question 16

moderately effective influence tactics

Answer 16

1. ingratiation
2. personal appeals
3. apprising

Question 17

what is ingratiation

Answer 17

using flattery or compliments to get someone in a good mood

Question 18

what is personal appeals

Answer 18

asking for something based on your personal relationship or loyalty

Question 19

what is apprising

Answer 19

explaining how doing the task will personally benefit the other person

Question 20

least effective influence tactics

Answer 20

1. pressure
2. coalitions
3. exchange

Question 21

what is pressure

Answer 21

using threats or repeated demands

Question 22

what is coalitions

Answer 22

gaining support from others to pressure someone into agreement

Question 23

what is exchange

Answer 23

offering something in return for compliance

Question 24

response to influence attempts from most effective to least

Answer 24

1. internalization
   2.compliance
2. resistance

Question 25

what is internalization

Answer 25

target agrees and becomes committed to the request, high effort and high commitment, behavior and attitudinal changes

Question 26

what is compliance

Answer 26

target is willing to complete task but with indifference, moderate effort, behavioral change only

Question 27

what is resistance

Answer 27

target is opposed to request and will avoid doing it, no change in behavior or attitude

Question 28

what is organizational politics

Answer 28

actions by individuals in a workplace aimed at gaining personal advantage

Question 29

what is political skills

Answer 29

the ability to understand others at work use that skill to influence them

Question 30

conflict resolutions

Answer 30

1. competing 2. avoiding 3. accommodating 4. collaborating 5. compromise

Question 31

what is competing

Answer 31

-win lose scenario -high assertiveness, low cooperation -one party seeks to achieve their own goals at the expense of others

Question 32

what is avoiding

Answer 32

-lose lose scenario -low assertiveness, low cooperation -one person chooses to stay neutral or withdraw from conflict leading to unresolved issues or negative feelings

Question 33

what is accommodating

Answer 33

-lose win scenario -low assertiveness, high cooperation -when one party allows the other to have their way to maintain harmony

Question 34

what is collaborating

Answer 34

-win win -high assertiveness, high cooperation -both parties work together to find a solution that satisfies everyone

Question 35

what is compromise

Answer 35

-moderate assertiveness, moderate cooperation -both parties make mutual decisions to reach a resolution

Question 36

what is negotiation

Answer 36

a process where 2 or more interdependent individuals discuss their different presences to reach a mutual agreement

Question 37

types of negotiation

Answer 37

1. distributive bargaining 2. integrative bargaining

Question 38

what is distributive bargaining

Answer 38

a win lose negotiation style where parties compete over a fixed amount of resources, what one gains the other loses

Question 39

what is integrative bargaining

Answer 39

a win win negotiation style that focus on mutual respect and problem solving to find outcome beneficial to all parties

Question 40

negotiation stages

Answer 40

1. preparation 2. exchanging info 3. bargaining 4. closing and commitment

Question 41

what is preparation

Answer 41

1. most important stage 2. know your BATNA

Question 42

what is exchanging information

Answer 42

1. present your case 2. put all information on the table 3. active listening and asking lots of questions

Question 43

what is bargaining

Answer 43

1. negotiations 2. both parties must give up something to get something in return (compromise)

Question 44

what is closing and commitment

Answer 44

formalizing the agreement reached in the last stage

Question 45

effect of power and influence on job performance

Answer 45

1. moderate positive effect 2. can increase compliance 3. can reduce counterproductive behavior

Question 46

effect of power and influence on organizational commitment

Answer 46

1. moderate positive effect on commitment 2. personal forms of power increase affective commmitment 3. organizational power many decrease commitment