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OB 2181 Final Exam > Power, Influence and Negotiation > Flashcards

Power, Influence and Negotiation Flashcards

1
Q

power

A

The ability to influence the behaviour of others and resist unwanted influence in return

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2
Q

Organizational power:

A

Power derived primarily from a person’s position within the organization.

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3
Q

Legitimate power:

A
  • A form of organizational power based on authority or position.
  • Referred to as formal authority.
  • Have a title
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4
Q

Reward power:

A
  • A form of organizational power based on the control of resources or benefits.
  • Control over raises, performance evaluation, rewards.
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5
Q

Coercive power:

A
  • A form of organizational power based on the ability to hand out punishment.
  • Suspend, fire, or punish an employee.
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6
Q

Expert power:

A
  • A form of organizational power based on expertise or knowledge
  • Able to influence those who need their expertise.
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7
Q

Referent power:

A
  • A form of organizational power based on the attractiveness and charisma of the leader
  • Derived from affection and loyalty to someone. Such as celebrities and sports players.
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8
Q

contingencies of power: Substitutability

A

There are no substitutes for the rewards or resources the leader controls.

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9
Q

contingencies of power: Centrality

A

The leader’s role is important and interdependent with others in the organization.

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10
Q

contingencies of power: Discretion

A

The leader has the freedom to make his or her own decisions without being restrained by organizational rules.

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11
Q

contingencies of power: Visibility

A

Others know about the leader and the resources he or she can provide.

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12
Q

Influence:

A
  • The use of behaviors to cause behavioral or attitudinal changes in others.
  • Has direction
    - Down: boss to employees
    - Lateral: peers influencing peers
    - Upward: employees influencing managers.
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13
Q

Rational persuasion: (influence tactic)

A
  • The use of logical arguments and hard facts to show someone that a request is worthwhile.
  • Best effective in upward influence.
    (most effective)
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14
Q

Inspirational appeal: (influence tactic)

A
  • An influence tactic designed to appeal to one’s values and ideals, thereby creating an emotional or attitudinal reaction.
  • Need insight as to what’s valuable to the target.
    (most effective)
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15
Q

Consultation: (influence tactic)

A
  • An influence tactic whereby the target is allowed to participate in deciding how to carry out or implement a request
  • Increases commitment from the target who now has a stake in seeing that his or her opinion is valued.
    (most effective)
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16
Q

Collaboration: (influence tactic)

A
  • An influence tactic whereby the leader makes it easier for the target to complete a request by offering to work with and help the target
    (most effective)
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17
Q

Ingratiation: (influence tactic)

A

The use of favors, compliments, or friendly behavior to make the target feel better about the influencer
(moderate effectiveness)

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18
Q

Personal appeals: (influence tactic)

A
  • An influence tactic in which the requestor asks for something based on personal friendship or loyalty
  • The stronger the friendship the more successful the attempt is likely to be.
    (moderate effectiveness)
19
Q

Apprising: (influence tactic)

A
  • An influence tactic in which the requestor clearly explains why performing the request will benefit the target personally
    (moderate effectiveness)
20
Q

pressure: (influence tactic)

A

An influence tactic in which the requestor attempts to use coercive power through threats and demands.
(least effective)

21
Q

Coalitions: (influence tactic)

A
  • An influence tactic in which the influencer enlists other people to help influence the target.
  • Used in combination with another influence tactic.
    (least effective)
22
Q

Exchange tactic: (influence tactic)

A

An influence tactic in which the requestor offers a reward in return for performing a request
(least effective)

23
Q

Internalization: (responses to influence tactics)

A
  • A response to influence tactics in which the target agrees with and becomes committed to the request
  • Best outcome for an influencer as the employee will put forth their best effort.-
24
Q

Compliance: (responses to influence tactics)

A
  • A response to influence tactics in which the target is willing to do what the leader asks but does it with a degree of ambivalence
  • Preferable but not the best outcome.
25
Q

Resistance: (responses to influence tactics)

A
  • A response to influence tactics in which the target refuses to perform a request and puts forth an effort to avoid having to do it
26
Q

Organizational politics:

A

Individual actions directed toward the goal of furthering a person’s own self-interests.

27
Q

Political skill:

A

The ability to understand others and the use of that knowledge to influence them to further personal or organizational objectives.

28
Q

Networking abilities: (political skill)

A

Adeptness at identifying and developing diverse contacts

29
Q

social astuteness: (political skill)

A

observe others and accurately interpret their behavior.

30
Q

Interpersonal influence: (political skill)

A

Having an unassuming and convincing personal style that’s flexible enough to adapt to different situations.

31
Q

Apparent sincerity: (political skill)

A

Appearing to others to have high levels of honesty and genuineness.

32
Q

Competing: (as conflict resolution method)

A
  • A conflict resolution style by which one party attempts to get his or her own goals met without concern for the other party’s results.
  • Pressure, coalition.
  • Won’t win the leader many friends.
  • Best when the leader knows that they are right and a quick decision is required to be made.
33
Q

Avoiding: (as conflict resolution method)

A

A conflict resolution style by which one party wants to remain neutral, stay away from conflict, or postpone the conflict to gather information or let things cool down.

34
Q

Accommodating: (as conflict resolution method)

A

A conflict resolution style by which one party gives in to the other and acts in a completely unselfish way.

35
Q

Collaboration (as conflict resolution method):

A

A conflict resolution style whereby both parties work together to maximize outcomes

35
Q

Collaboration (as conflict resolution method):

A

A conflict resolution style whereby both parties work together to maximize outcomes

36
Q

Compromise: (as conflict resolution method)

A
  • A conflict resolution style by which conflict is resolved through give-and-take concessions
  • More likely to be used by women than men.
37
Q

Negotiation

A

A process in which two or more interdependent individuals discuss and attempt to reach an agreement about their differences.

38
Q

Distributive bargaining:

A
  • A negotiation strategy in which one person gains and the other person loses.
    Involves a negotiation over a “fixed pie” of resources. Also known as zero sum condition.
  • Similar to competing approaches.
39
Q

integrative bargaining:

A
  • A negotiation strategy that achieves an outcome that is satisfying for both parties
    Aimed to accomplish a win-win scenario.
  • The use of problem-solving and mutual respect to achieve an outcome that’s satisfying for both parties.
  • Preferable strategy if possible, as the connection between the two parties remains healthy.
40
Q

Alternative dispute resolution:

A

A process by which two parties resolve conflicts through the use of a specially trained, neutral third party.

41
Q

Mediation:

A

A process by which a third party facilitates a dispute resolution process but with no formal authority to dictate a solution.
Someone who listens to both sides and gives suggestions but doesn’t actually make the decision.

42
Q

Arbitration:

A
  • A process by which a third party determines a binding settlement to a dispute between two parties.
    Someone who listens to both parties and at the end makes a decision to resolve the situation.
  • Much riskier for both parties.
    The goal of the arbitrator is to resolve the situation and not to benefit anyone necessarily.

OB 2181 Final Exam (5 decks)

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