Chapter 13 Flashcards
Power
Refers to our ability to influence others and convince them to do what we want them to do.
Influence
The application of the power we have to get people to do what we want them to do.
Reward Power
Refers to a person’s ability to present the receiver some form of reward, should they do something in return.
Coercive power.
Refers to the power to punish someone should they not do something the person wants them to do.
Legitimate Power
Refers to the ability to make another feel obligated or responsible.
Expert Power
Sometimes people have power because they have a lot of knowledge or are known as experts in a particular field.
Referent Power
Referent power is often referred to as charisma, charm, or appeal.
Power Compulsive
A person’s personality has a lust for power and may use power for personal gain.
Power-Shy
A personality characteristic of someone who prefers not to be in charge of things and is not comfortable using power.
Negotiation Anchor
In negotiations, usually is the first offer, the anchor is the starting point for most negotiations
