Power, Influence, and Negotiation chapter 12 Flashcards
What is power?
The ability to influence others’ behavior and resist unwanted influence.
What are the two types of power?
Organizational power and personal power.
List the three forms of organizational power.
Legitimate power, reward power, coercive power.
List the two forms of personal power.
Expert power, referent power.
Which type of power is more tied to job performance?
Personal power.
Name four effective influence tactics.
Rational persuasion, inspirational appeals, consultation, collaboration.
What is organizational politics?
Actions aimed at furthering self-interest.
What are the four components of political skill?
Networking ability, social astuteness, interpersonal influence, apparent sincerity.
What are the five styles of conflict resolution?
Competing, avoiding, accommodating, collaboration, compromise.
What is the most effective conflict resolution style?
Collaboration (high assertiveness, high cooperation).
What are the two types of negotiation strategies?
Distributive bargaining and integrative bargaining.
Define BATNA in negotiation.
Best Alternative to a Negotiated Agreement; the point at which a negotiator walks away.
What are the stages of negotiation?
Preparation, exchanging information, bargaining, closing and commitment.
Which influence tactics are least effective?
Pressure, coalitions, exchange tactics.
Which influence response reflects both attitude and behavior changes?
Internalization.
What is the most common response to influence?
Compliance.
Name a situation where coercive power is effective.
When immediate compliance is necessary, such as in emergencies.
Define power and explain the distinction between organizational and personal power.
Power is the ability to influence behavior. Organizational power comes from formal roles; personal power stems from expertise and charisma.
What are the most effective influence tactics, and why?
Rational persuasion, inspirational appeals, consultation, collaboration; they focus on personal rather than organizational power.
Compare and contrast distributive and integrative bargaining.
Distributive is win-lose over fixed resources; integrative seeks win-win solutions.
How can conflict resolution styles be matched to specific situations?
Match assertiveness and cooperation to the importance of goals and relationships.
What does ‘visibility’ mean in power dynamics?
How aware others are of a leader’s power and position.
Define ‘substitutability’ in power.
The degree to which alternatives exist for accessing resources.
What is ‘centrality’ in the context of power?
The importance of a person’s job and its dependence on others.
What is the relationship between power and organizational commitment?
Moderate positive correlation; personal power boosts commitment more than organizational power.
What are the four influence responses?
Internalization, compliance, resistance, avoidance.
