BEM 211 Final Flashcards

1
Q

Power

A

capacity of a person, team, or org to influence others
- only potential
- based on target’s perception that powerholder controls valuable resource
- involves unequal dependence of one party on another
Countervailing Power: less powerful party has some power over powerful

  • humans tend to follow charismatic people and do not evaluate what they say
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2
Q

Influence

A

any behaviour that attempts to alter someone’s attitudes or behaviours
- power in motion

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3
Q

Sources of Power

A

Legitimate Power: agreement that certain roles can request set of behaviours from others, but limited
Coercive Power: ability to penalize those who do not do as you wish
Reward Power: ability to provide positive incentives or eliminate negative consequences
Expert Power: power from special skills or expertise in an area
Referent Power: power based on link with others, persuade, attract, and build loyalty

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4
Q

Norm of Reciprocity

A

felt + social obligation of helping someone who has already helped her

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5
Q

9 Influence Tactics

A

Soft
- Rational Persuasion: reason, logic, facts
- Inspirational Appeal: appeal to other’s emotions, ideas, values
- Consultation: get others to participate in planning, decisions, changes
- Ingratiation: get someone in a good mood, praise
- Personal Appeal: refer to friendship and loyalty

Hard
- Exchange: make explicit or implicit promises and trade favours
- Coalitions: get others to support persuade
- Pressure: demand compliance or make threats
- Legitimacy: based request on ones authority, rules, policies, or support from superiors

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6
Q

Outcomes of Influence

A

Commitment: substantial agreement followed by initiative and persistence in common goals
Compliance: reluctant agreement requiring prodding to meet minimum requirements
Resistance: stalling, unproductive arguing, or rejection

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7
Q

Cialdini’s 6 Principles of Influence and Persuasion

A

Liking - people like people who like them, offer praise
Reciprocity - repay, give what you want to receive
Consistency - people align with clear commitments,
Social Proof - people follow lead of similar others, use peer power
Authority - people defer to experts,
Scarcity - people want more of what’s less, highlight uniqueness and rare opportunity

Persuasion Tactics
Foot-in-the-door : small favour then real favour
Door-in-the-face: big favour then real favour
Four Walls: wall them in with targeted questions
That’s not all: mention benefits
- these are more helpful in one-shot encounters,

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8
Q

Reactions to Persuasion

A
  • Targets with external locus of control are more influenced with strong persuasion tactics
  • Targets with internal locus of control react negatively to strong persuasion, resisting only increases certainty and conviction in attitudes

Self-Persuasion: ask questions for person to change their own opinions
- not seen as persuasion and appeals to desire to maintain control
- bypass traditional defense/resistance

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9
Q

Organizational Politics and Types

A

Organizational politics is way to gets done informally
Types
- Managing Impressions
- Attacking and Blaming
- Manipulate Classified Info
- Increase Indispensability
- Divide and Rule
- Forming Coalitions
- Alliance with powerful people
- Creating obligations

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10
Q

Negotiation

A

work together to reach consensus
core leadership and management competency
vital and unavoidable

Best Negotiators
- Build their knowledge
- Practice negotiations
- Reflect on previous negotiations

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11
Q

Why not to negotiate?

A

Bad reasons
- don’t know if it is an option
- uncomfortable

Good reasons
- approve of status quo
- issues too trivial or important
- power differential too great
- no opportunity to plan

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12
Q

ABC’s of Negotiating

A

Best Alternative to Negotiated Agreement (BATNA)
- more alternatives, greater power
Reservation Price( Resistance Point): worst deal are willing to accept
Zone of Possible Agreement (ZOPA): range between each party’s resistance point
Target/Aspiration Point: price/terms you hope to achieve

  • use common information
  • take advantage of anchoring, but carefully with information
  • make concessions carefully, big then small
  • can expand possible alternatives with focusing on interests, not positions, be creative

build trust
Role-based: clarify credentials, experience, expertise
Goal-based: common interests, shared values
History-based: develop relationship with frequent interaction

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13
Q

Types of Negotiating Issues

A

Distributive - competitive
- Zero-Sum: parties’ interests are directly opposed
Compatible - both parties want the same thing
Integrative - cooperative, expand pie for mutual gain

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14
Q

Information to share/avoid for negotiations

A

SHARE
share priorities among issues
- individual gain not hindered by revealing priorities among issues (rank ordering)
share BATNA when it is strong
- highlight strengths of BATNA without details
- can be a source of power in your favour

AVOID
avoid sharing resistance point - disadvantage
avoid sharing preferences amongst alternatives, can lead to disadvantages for information

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15
Q

Anchoring Bias for Negotiations

A

use anchoring bias to advantage
- first person who makes offer usually “wins”
- first offers amount for 50% of variance in final outcomes
- every increase $1 in first offer, means $0.50 in final agreement

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16
Q

What is a good deal?

A

Good Deal
- better than alternatives
- above resistance point
- ideally, close to your target

Criteria 1&2 are needed, 3 is nice to have

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17
Q

Integrative Agreement

A
  • build trust and share info
  • ask questions
  • give away some info
  • make multiple offers simultaneously
  • make package offers
  • search for post-settlement settlements

integrative possibilities
- multiple issues
- multiple possibilities
- differing interests
- differing strengths of preference (time horizons, expectations, risk)

Advantages
- prevents impasses
- improves outcomes
- improves implementation
- strengthens relationship

18
Q

How to prepare for negotiations/do them

A

Distributive
- define BATNA, resistance point, target, and prepare to justify positions

Integrative
- analyze everyone’s interests, priorities, what is negotiable, think outside the box

How to do
Distributive
- open high
- establish positions and find ZOPA
- demand concessions and signal closeness to concessions

Integrative
- cooperate and build trust
- ask for/share info about interest and priorities
- exchange multi-issue proposals

19
Q

Leadership

A

leader seeks voluntary participation of subs to reach goals
Leaders vs. Managers - complementary, not competing
- leaders are people focused and want to drive change
- managers want to maintain and keep being a good employee

20
Q

Transformational Leadership

A

inspire followers with 4 tactics
Idealized Influence - role model for ethical behaviour, instill pride, gain trust and respect
Intellectual Stimulation - challenging org. norms, encourage divergent thinking, motivate followers to innovate (psych safety)
Individualized Consideration - recognize unique growth of followers, provide coaching and consultation
Inspirational Motivation - articulate vision that appeals and inspires
“People make the place”

Create a vision - defining feature of transformational leadership
- influences org success and survival
Components of Visions
Core Ideology: guiding principles of company, fundamental reason
Future Goals: responsive to changing conditions

Transformational leaders are made, not just personality and intelligence
- weakly correlated with four of Big Five
- moderately correlated with extraversion as more charismatic, stimulating, engage followers
- IQ is bad

21
Q

Why do leaders lose their way?

A

Leadership Trap
- rewards fuel desire for more
- success can be intoxicating
- focus on external satisfaction can lose grounding
Dark Side
- imposter complex, inability to acknowledge failures/take responsibility

Ethical Leadership Reputation Matrix - check notes

22
Q

Influences on Ethical Decision-Making

A

Moral Development of the Person - Kohlberg’s Stages
Ethical Intensity of Decision
Ethical Principles Used

23
Q

Kohlberg’s Stages of Moral Development

A

Pre-conventional (selfish): decisions are motivated by selfishness
- punishment and obedience
Conventional (societal expectations): decisions conform with societal expectations
Post-conventional (internalized principles): use internalized principles to make decisions

  • most people never reach post-conventional (80%)
24
Q

Ethnical Intensity Depends On

A

Magnitude of Consequences - benefits or harm
Social Consensus - agreement on behaviour being bad or good, if everyone agrees is less intense
Probability of Effect - chance that something will happen and result in harm to others
Temporal Immediacy - time between act and consequences
Proximity of Effect - social, psychological, cultural, physical distance between decision maker and those affected by decision
Concentration of Effect - if act effects individual or group, individual is more intense

25
Principles of Ethical Decision-Making
Long-term Self Interest: never take action that is not in org or your long-term interest Personal Virtue (Grandma Test): never do anything that is not honest, open, truthful and would not want to be on newspaper Religious Injunctions: no action that is not kind and does not build community Government Requirements: no action that breaks the law, since law is minimal moral standard Individual Rights: no action that infringes on other's agreed upon rights everyone is entitled to Distributive Justice: no action that harms least, homeless, unemployed, uneducated, similar people are similarly rewarded Utilitarian Benefits: greatest good for most number of people
26
Pygmalion Experiments Findings
- Leader's beliefs shape followers' actions - Leader's beliefs are self-fulfilling prophecies - Employee's live up or down to expectations Implications - Theory X and Y are both right - X is people are lazy and need to be coerced and Y is people are creative and work can be enjoyable - how your followers view you can influence effectiveness Self-Fulfilling 1. High leader expectations 2. Supportive leader behaviours 3. High follower expectations 4. high follower motivation and performance
27
Personality Traits predict leadership
individuals who are effective leaders are more likely to be open-minded, conscientious, emotionally stable, and extraverts - leaders are made and born - moderately strong correlation between IQ and leadership - fit with employee's intelligence is important - high IQ gap leads to comprehension and communication issues
28
Functions of Organizational Culture
culture is "the ways things are around here", four functions Social Glue: connects and bond people, form org. identity Collective Commitment: foster a sense of shared commitment to purpose/goal Control System: influence decisions/goals and behaviour Sense Making: help people understand what is happening and why Artifacts and Practices - very visual but low impact - physical, verbal, norms and rules of conduct Enacted Values and Espoused Values - somewhat visual and impactful Basic Underlying Assumptions - low visibility and high impact - habits of perception, taken-for-granted assumptions about the way things are
29
Competing Values Framework
CAMH Clan - Human Relations - commitment, participation, morale Adhocracy - Open Systems Model - innovation, growth Market - Rational Goal Market - Accomplishment, Direction Hierachy - Internal Process Model - Information Management, Stability, Control
30
Strong Culture Benefits and Costs
Benefits - ability to attract and retain employees - high motivation to achieve vision - feelings of "fit" , cohesion - competitive advantage of skilled and talented employee Costs - cult-like - superiority complex - unwillingness to question culture, lack of outside perspectives - need to comply and conform
31
Organizational Change Meaning
ensure people are ready to engage, willing to commit, and able to take action to make change - organizational change is hard - most efforts to design and manage changes are failures
32
Three Distinct Org. Change Phases
Mobilization - Make the case for change - build org. capacity for change Movement - build momentum for org. change - preserve and continue to build org. capacity for change Sustain - institutional change
33
Kotter's 8 Step Change Model
Mobilization (unfreeze) - establish sense of urgency - form powerful coalition - create vision Movement (change) - communicate vision - empower others to act - planning for and create short-term wins Sustain (refreeze) - consolidate improvements and produce more change - institutionalize change
34
Change Formula
Dissatisfaction x Model/Vision x Process > Cost of change - in order for change to occur need to focus dissatisfaction model/vision need to be compelling (desirable, feasible, relevant) process (build credibility, coalition, communicate plan, train, involve, build capacity, measure metrics)
35
Reasons for Individual Resistance to Change
- Negative Valence of Choice - outcome outweigh benefits, too much risk - Direct Costs - Saving Face - Fear of the Unknown - Status Quo/Breaking Routines - Incongruent Systems - org. structure doesn't support change - Incongruent Team Dynamics - team norms prevent change
36
Individual Stages in Adoption
Stage 1: Awareness - new routines challenge old ones - gain awareness Stage 2: Interest - curious about change - open to new information Stage 3: Trial - experiment with change - assesses cost/benefits and future potential successes Stage 4: Adoption - replace old routine and new routines - become advocate for change everyone goes through stages as different paces change causes different emotions - Kubler-Ross Curve (notes)
37
Downsizing
- continue economic difficulties and tight profit margins - more than 3 million a year, often retaliate with violence and sabotage Cons - decreased motivation, productivity, loyalty and trust - employees focus on keeping jobs, not innovating - managers end up rehiring talent (80%) - no better performance sometimes decline, no increase profits - decrease social capital, fail to achieve returns
38
Minimizing Negative Effects of Downsizing
- highlight important procedural justice when firing depends on how decision made, communicated, implemented, and responses
39
Two Types of Change
Proactive Change - closing opportunity gap Reactive Change - closing performance gap Directive Approach - crisis, low resistance, high support, relevant change, clear changes Persuasion Approach - no crisis, high commitment needed, change unclear and complex, need support
40
Six Types of Change Levers
Enabling - raise awareness for targets - Credibility : external consultation - Communication - Training Substantive - facilitate adoption - Technical : align reward with change - Political : privately confront - Cultural : success stories
41
Reduce Constraining Forces
High to Low Communication - generate urgency, minimize resistance Learning - new skills + knowledge (self-efficacy) Employee Involvement - essential, more personal responsibility Stress Management - help cope with change, minimize valence and fears Negotiation - promise benefits for compliance, gain support Coercion - assert, remind of obligations, force conformity
42
Lewin's Force Field Analysis
Look in notes