Chp 12 - Power, Influence and Negotiation Flashcards
What are the 5 types of power and what are they group in.
Grouped in: Organizational and personal.
Organizational:
- Legitimate
-Reward
- coercive
Personal:
- Expert and Referent
What does Power mean?
The ability to influence the behaviour of others and resist unwanted influence in return.
Having does not mean you use it.
What is legitimate power?
a position of authority inside the organization and is sometimes referred to as formal authority.
Ex. Manager ask you to stay late, but limit is cant ask fro outside scope like wash my car.
What is reward power?
when someone has control over the resources or rewards another person
wants.
Ex. Manager control over raises.
What is coercive power?
exists when a person has control over punishments in an organization.
Ex Manager can fire. Fear.
What is expert power?
derives from a person’s expertise, skill, or knowledge on which others depend.
What is referent power?
When others have a desire to identify and be associated with a person. Elon musk ppl wanna be like him.
What is contingency factors?
are factors that can affect the strength of a persons ability to use power to influence others.
What are the 4 types of contingency factor?
- Substitutability
- Discretion
- Centrality
- Visibility
What does substitutability mean?
the degree to which people have alternatives in accessing resources.
What does Discretion mean?
degree to which managers have the right to make decisions on their own.
What does centrality mean?
represents how important a person’s job is and how many people depend on that person to accomplish their tasks.
What does Visibility?
is how aware others are of a leader’s power and position.
What does influence mean?
the use of an actual behaviour that causes behavioural or attitudinal changes in others.
Power inc our ability to influence behaviour.
Describe the 4 step to more effective influential tactic?
- Rational Persuasion
- Consultation
- Inspirational appelas
- Collaboration
Describe the 3 steps in moderately effective influential tactic?
- Ingratiation
- Personal Appeals
- Apprising
Describe the 3 steps in least effective influential tactic?
- Pressure
- Coalitions
- Exchange
Expand on Rational persuasion?
use of logical arguments and hard facts to show the target that the request is a worthwhile one.
Ex. say “the engineers would get some data to back up their idea”
What does inspirational appeal mean?
is a tactic designed to appeal to the target’s values and ideals, thereby creating an emotional or attitudinal reaction.
What does consultation mean?
when the target is allowed to participate in deciding how to carry out or implement a request.
*Opinion are valued
What does collaboration mean?
attempting to make it easier for the target to complete the request.
* leader helping complete the task providing required resources, or removing obstacles
What does ingratiation mean?
is the use of favours, compliments, or friendly behaviour to make the target feel better about the influencer.
“Sucking up”
What does personal appeals?
occur when the requestor asks for something on the basis of personal friendship or loyalty.
Apprising is what?
occurs when the requestor clearly explains why performing the request will benefit the target personally.
“the use of coercive power through threats and demands.” What does this describes?
Pressure
“Use others to
help influence the target-peers” What is this?
Coalitions
*during argument with nanjiba you bring ammu
What is exchange tactic?
When the requestor offers a reward to target in return for performing a request
What are two point you should know about influence tactics?
- Most successful in combination
- Most successful are those that are softer in nature
What are the three responses influence tactics ?
- Internalization
- Compliance
- Resistance
Expand on internalization?
agrees and committed to request. Changes behaviour and attitude.
What is compliance?
I do what ammu said but degree of doubt. Shift in behaviour not attitudes.
What is organizational politics?
Dwight, pushes his ideas and influences through the use of organizational politics for his personal interests.
What is political skills?
Jim, he uses ability to effectively understand others and use that to influence others in ways that enhance personal or organizational objectives.
The 4 factors of political skills are?
- Networking ability
- Social astuteness
- Interpersonal influence
- Apparent sincerity
What are 5 style of conflict resolution?
- Competing
- Collaborating
- Avoiding
- Accommodating
- Compromise
Describe competing?
- One meet their own foal without thinking about others
- High assertiveness, low cooperation
- Win-lose (Nanjiba)
Describe avoiding?
- low assertiveness, low cooperation
- lose, lose (Sanja)
Describe accommodating?
- Low assertiveness, high cooperation
- one gives in (Dhroobo)
Describe collaboration
- High assertiveness, high cooperation
both party work to max outcome
(Gufran)
Describe compromise
- moderate assertiveness, cooperation
- Give and take
What is negotiation?
A process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences.
What are two types and negotiation?
- Distributive bargaining
- Integrative bargaining
What is distributive bargaining?
- win-lose over a fixed pie
- One gain one lose
- Car dealership
What is integrative bargaining?
- Win win
- Problem solving and mutal respect to get outcome that makes both happy
What are the 4 steps of negation?
- Preparation
- Exchange info
- Bargaining
- Closing and commitment
What are some factors in preparation?
- BATNA
(Best
Alternative
To a
Negotiated
Agreement
What happens during Exchanging information?
you get to ask many questions and gather much info
What happens during Bargaining stage?
“Negotiation stage”
Goal is for party to walk away feeling like they gained
What are negotiator biases?
Perceived power relationship
Negotiator emotions
Why are perceived power relationship and emotions bad?
- When you think you are better you behave more aggressively, concede less and demand more. (Distributive approach)
- Positive emotion (too integrative, overconfident and decisions too quickly)
- Negative emotions lead to more distributive bargaining
Power and influence increases _______ and decreases ____
Citizenship behaviour, counterproductive behaviour
What is alternative dispute resolution?
a process by which two parties resolve conflicts through neutral third party.
What is mediation?
Mediation is a dispute resolution process. It is done by a third party who has no formal authority to dictate a solution.
listen and helps to come to agreement.
What is arbitration?
when a third party determines a binding settlement to a dispute.
- Listens and gives the solution to conflict
- equitable solution.
