Chapter Fifteen Flashcards
Climate of Destructive
competition and suspicion
Climate of Openness
cooperation and trust
Rational Persuasion
using logical arguments and facts to persuade another that a desired result will occur
commitment
Inspirational Appeal
arousing enthusiasm by appealing to one’s values and beliefs
likely to get commitment
Consultation
asking for participation in decision making or planning a change
likely to get commitment
Ingratiation
getting someone to do what you want by putting that person in a good mood or getting him or her to like you
likely to get resistance
Personal Appeal
appealing to feelings of loyalty and friendship before making a request
Exchange
promising some benefits in exchange for complying with a request
Coalition Building
persuading by seeking the assistance of others or by noting the support of others
likely to get compliance or maybe resistance
Legitimating
pointing out one’s authority to make a request or verifying that it is consistent with prevailing organizational policies and practices
Pressure
seeking compliance by using demands, threats, or intimidation
likely to get resistance or sometimes compliance
Committment
a strong positive response; where you want to be
the person will agree only because there is something positive in it for him/her or something negative will happen if they dont
Compliance
completion of request
the person will agree only because there is something positive in it for him/her or something negative will happen if they dont
Resistance
a strong negative response
request will be disregarded, influence attempt is unsuccessful
Social Power
the ability to get things done with human, informational, and material resources; power not over others but ability to get things done
Personalized Power
used for personal gain
Socialized Power
used to create motivation and accomplish group goals
Reward
positive power; if you do it i will give you something
Coercive
positive power; if you dont do it something bad will happen
Legitimate
positive power; do it because the boss asks you to
can be positive or negative
expert
personal power; do it because i know a lot about this subject
referent
personal power; do it because you like me
Upward influenced power
expert, referent
Peer power
expert, referent
Downward power
reward, coercive
Which combination is the best of the strategies?
expert or referent, legitimate or referent
Empowerment
sharing varying degrees of power with lower-level employees to tap their full potential (throughout organization)
Authoritarian Power
domination, low empowerment
Influence Power
Consultation, more empowerment
Power Sharing Power
Participation, even more empowerment
Power Distribution Power
Delegation, high empowerment
Participative Management
the process whereby employees play a direct role in setting goals, making decisions, solving problems, making changes in the organization
Delegation
granting decision making authority to people at lower levels
How can delegation be used effectively?
to develop employees
Barriers to delegation
lack of confidence in lower levels, low self-confidence, fear of being called lazy, vague job definition, fear of competition, lack of controls
Organizational Politics
intentional enhancement of self-interest….but it should be aligned with the organizations interest
Uncertainty in Political Behavior
unclear objectives, vague performance measures, ill-defined decision processes, strong individual or group competition, any type of change
individual levels of political action
cooperative pursuit of general self-interests
coalition levels of political action
cooperative pursuit of group interests in specific issues
Network levels of political action
individual pursuit of general self-interests
How to keep organizational politics within reasonable bounds
screen out overly political individuals at hiring time, create and open-book management system, make sure employees know how the business work, formal conflict resolution, recognize and reward those who get results without political games
