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MGT 410 > Leadership, Power, Influence and Negotiation > Flashcards

Leadership, Power, Influence and Negotiation Flashcards

1
Q

Influence

A

Use of an actual behavior that causes behavioral or attitudinal changes in others

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2
Q

Kelman’s theory of influence

A

Reasons why people give in when others attempt to influence them (compliance, identification, internalization)

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3
Q

Compliance

A

Behavior results in rewards or avoidance of punishment

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4
Q

Identification

A

Desire to maintain a personally satisfying relationship

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5
Q

Internalization

A

Belief that the behavior is consistent with one’s own values

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6
Q

What is the most effective response to influence tactics

A

Internalization (target becomes committed to request)

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7
Q

What is the least effective response for influence tactics

A

Resistance (target is opposed to request and attempts to avoid doing it)

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8
Q

Influence tactics

A

Rational persuasion, consultation, inspirational appeals, collaboration - ingratiation, personal appeals, exchange, apprising - pressure, coalition

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9
Q

Rational persuasion

A

Logical arguments

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10
Q

Consultation

A

Target is allowed to participate in deciding how to carry out the goal

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11
Q

Inspirational appeal

A

Appeals to follower’s values and ideals

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12
Q

Collaboration

A

Making it easy for the follower to complete the goal (resources, helping follower, remove obstacle)

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13
Q

Ingratiation

A

Use favors and compliments to get target to act

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14
Q

Personal appeals

A

Asking target to act based on loyalty or personal relationship

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15
Q

Exchange

A

Offering reward or resource to barter with target

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16
Q

Apprising

A

Informing the target in detail why the action is in the best interest of the target

17
Q

Pressure

A

Threats and coercive power

18
Q

Coalitions

A

Enlisting the help of others to help influence the target

19
Q

Dilution effect

A

Presence of something that is lower quality in a group lowers our perception of the group

20
Q

Organizational politics

A

Actions by individuals that are directed toward the goal of furthering their own self-interest

21
Q

Political skill

A

Ability to effectively understand others at work and use that knowledge to influence others in ways that enhance personal and/or organizational objectives

22
Q

Conflict resolution

A

Combinations of how assertive and cooperative people are

23
Q

5 conflict resolutions

A

Avoiding - accomodating - competing - collabroating - compromise

24
Q

Negotiation

A

Process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences

25
Q

Distributive Bargaining

A

Win-lose style with fixed pie, zero sum conditions

26
Q

Integrative bargaining

A

Win-win style utilizing mutual respect and problem solving

27
Q

Power

A

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

28
Q

Types of power

A

Organizational (legitimate, reward, coercive) and Personal (expert and referent)

29
Q

Legitimate power

A

Based on belief of followers that leader has authority to issue orders which they have obligation to accept

30
Q

Reward power

A

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

31
Q

Coercive power

A

Exerting influence based on the belief of followers that the leader can administer unwelcome penalties

32
Q

Expert power

A

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

33
Q

Referent Power

A

Based on belief of followers that the leader has desirable abilities and traits that can and should be copied

34
Q

Information power

A

Based on belief of follower that leader has access to information that is not public knowledge

35
Q

Affiliation power

A

Based on belief of followers that the leader has a close association with other powerful figures on whose authority they are able to act

36
Q

Group power

A

Ability of a leader to exert influence based on the belief of followers that the leader has collective support from a team or group

37
Q

Informal vs. formal power

A 
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)

MGT 410 (5 decks)

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