Chapter 12 - Power, Influence and Negotiation

Question 1

Power

Answer 1

ability to influence the behaviour of others and be resistance to unwanted influence

personal power: based on experience
referent power: based on charisma

Question 2

types of organizational power

Answer 2

coercive, reward, legitimate

legit: based on authority
reward: based on ability to control resources desired by others
coercive: based on ability to control punishment

Question 3

moderators of power

Answer 3

substitutability
discretion
centrality
visibility

sub: degree to which resources are avail
dis: if one can make their own decisions
cent: how dependent others are on you
visi: how aware others are of the resources one can provide

Question 4

influence

Answer 4

use of behaviours to cause behavioural changes in others

Question 5

how to influence?

Answer 5

rational
peripheral

rational: slow, weigh pros and con
peripheral; automatic, quick, intuitve

Question 6

influence tactics

Answer 6

rational persuasion
consultation
inspirational appeals
collabs
ingratiation
personal appeals
exchange tactics
apprising
pressure
coalition

Question 7

responses to influence tactics

most effective

Answer 7

rational persuasion, consultation, inspirational appeals, collabs

Question 8

responses to influence tactics

moderately effective

Answer 8

ingratiation, personal appeals, apprising

Question 9

least effective

Answer 9

pressure, coaltion, exchange tactics

Question 10

power vs influence

Answer 10

power: resource based, need one source of power, more contextual
influence: skill based, learn behaviours and psychological tactics, less contextual

Question 11

negotiations

Answer 11

two + parties discuss to reach an agreement about their differences

Question 12

Steps

Answer 12

preparation
- BATNA
exchanging info
bargaining
closing and committment

Question 13

negotiation strategies

Answer 13

distributive negotiation
integrative negotiation

distributive: win lose
integrative: win win

Question 14

factors that influence reaching an integrative solution

Answer 14

1. personality of the negotiatior
2. integrative negotiation skills
3. nature of the situation

1. competing, avoiding, collaboration
2. need to be able to commmunicate interest and learn the interest of others
3. must have multiple factors to negotiate, and varying interests

Question 15

power and influence in workplace

organizational politics

Answer 15

actions that are directed towards the goal of further one’s own self-interest

Question 16

power and influence in workplace

political skills

Answer 16

ability to understand others and use knowledge to influence them to work towards personal objective

networking ability, social astuteness, interpersonal influence, apparent sincerity