Leadership, Power, Influence and Negotiation Flashcards
Influence
Use of an actual behavior that causes behavioral or attitudinal changes in others
Kelman’s theory of influence
Reasons why people give in when others attempt to influence them (compliance, identification, internalization)
Compliance
Behavior results in rewards or avoidance of punishment
Identification
Desire to maintain a personally satisfying relationship
Internalization
Belief that the behavior is consistent with one’s own values
What is the most effective response to influence tactics
Internalization (target becomes committed to request)
What is the least effective response for influence tactics
Resistance (target is opposed to request and attempts to avoid doing it)
Influence tactics
Rational persuasion, consultation, inspirational appeals, collaboration - ingratiation, personal appeals, exchange, apprising - pressure, coalition
Rational persuasion
Logical arguments
Consultation
Target is allowed to participate in deciding how to carry out the goal
Inspirational appeal
Appeals to follower’s values and ideals
Collaboration
Making it easy for the follower to complete the goal (resources, helping follower, remove obstacle)
Ingratiation
Use favors and compliments to get target to act
Personal appeals
Asking target to act based on loyalty or personal relationship
Exchange
Offering reward or resource to barter with target
Apprising
Informing the target in detail why the action is in the best interest of the target
Pressure
Threats and coercive power
Coalitions
Enlisting the help of others to help influence the target
Dilution effect
Presence of something that is lower quality in a group lowers our perception of the group
Organizational politics
Actions by individuals that are directed toward the goal of furthering their own self-interest
Political skill
Ability to effectively understand others at work and use that knowledge to influence others in ways that enhance personal and/or organizational objectives
Conflict resolution
Combinations of how assertive and cooperative people are
5 conflict resolutions
Avoiding - accomodating - competing - collabroating - compromise
Negotiation
Process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences
Distributive Bargaining
Win-lose style with fixed pie, zero sum conditions
Integrative bargaining
Win-win style utilizing mutual respect and problem solving
Power
Ability to influence the behavior of others and resist unwanted influence in turn. Weber says that power is the probability that one actor within a social relationship will be in a position to carry out his/her own will despite resistence
Types of power
Organizational (legitimate, reward, coercive) and Personal (expert and referent)
Legitimate power
Based on belief of followers that leader has authority to issue orders which they have obligation to accept
Reward power
Based on belief of followers that the leader has access to valued rewards and that those rewards will be dispensed in return for compliance. Most effective when managers can distribute intrinsic and extrinsic rewards
Coercive power
Exerting influence based on the belief of followers that the leader can administer unwelcome penalties
Expert power
Based on follower’s belief that the leader has superior knowledge that is relevant to the situation or task. Ex. coach, physician, may not correspond with legitimate power based on organizational hierarchy
Referent Power
Based on belief of followers that the leader has desirable abilities and traits that can and should be copied
Information power
Based on belief of follower that leader has access to information that is not public knowledge
Affiliation power
Based on belief of followers that the leader has a close association with other powerful figures on whose authority they are able to act
Group power
Ability of a leader to exert influence based on the belief of followers that the leader has collective support from a team or group
Informal vs. formal power
Informal power (expert, referent), resides in characteristics and important for satisfaction and performance. Formal power (Based upon position in social organization, have strong impact on immediate behavior)
