Week 5 - Leadership

Question 1

What is leadership?

Answer 1

The process by which an individual influences others in ways that
help attain group or organizational goals.

Question 2

Characteristics of Good Leadership

Answer 2

• Leadership involves non-coercive influence.
• Leadership influence is goal-directed.
• Leadership requires followers.
• Leaders and managers are distinct.

Question 3

How are leadership and communication intrinsically linked?

Answer 3

• Communicate a vision
• Persuade followers
• Motivate others towards a common goal
• Maintain power through communication (e.g., amount of information given)

Question 4

What are the two categories of leadership language?

Answer 4

1. Framing the message (i.e., the process of defining the purpose)
2. The ability to use symbolic language to give emotional power (i.e., rhetorical crafting)

Question 5

What is framing?

Answer 5

Framing is about focusing, shaping and organizing the world around you

Question 6

What are some rhetorical techniques to the leadership language?

Answer 6

• Metaphors, analogies and organizational stories: excites imagination and creates tension and tension release.
• Gearing language to different audiences.
• Repetition, rhythm, balance, and alliteration.

Question 7

What is power?

Answer 7

• The capacity to produce intended and foreseen effects on others.
• The probability that a person will act as another person wishes.
• The greater B’s dependency on A, the greater the power A has over B. (The General Dependency Postulate)
• The more people rely on you, the more power you have over them
• Power is intended to influence.

Question 8

Three outcomes of influence tactics

Answer 8

• Commitment
• Compliance
• Resistance

Question 9

Rational persuasion

Answer 9

Using logical arguments or factual evidence to influence others and convince them a proposal or request is workable and likely to achieve a goal.

Question 10

Inspirational Appeal

Answer 10

Developing emotional commitment by appealing to a target’s values, needs, hopes, and aspirations.

Question 11

Legitimacy

Influence tactics

Answer 11

Relying on your authority position or saying a request accords with organizational policies or rules

Question 12

Consultation

Influence tactics

Answer 12

When a group member is asked to participate in planning an activity

Question 13

Exchange

Influence tactics

Answer 13

Striking a bargain through an exchange

Question 14

Ingratiation

Influence tactics

Answer 14

Using flattery, praise, or friendly behavior prior to making a request.

Question 15

Personal appeals

Influence tactics

Answer 15

Asking for a favor before explaining what the favor is.

Question 16

Pressure

Answer 16

Using warnings, repeated demands, and threats.

Question 17

Coalitions

Answer 17

Seeking the aid or support of others

Question 18

Informal influence tactics

Answer 18

Gossip
* A subversive form of power over.
* Most commonly used to influence those with more formal sources of power.
* Can have a utilitarian function.

Ostracism
* A social sanction whereby a group member is excluded.
* A powerful method of punishing free riders and enforcing cooperation.

Question 19

What is organisational politics?

Answer 19

Those activities that are not required as part of one’s formal role in the organisation, but that influence the distribution of advantages within the organisation.
* It encompasses efforts to influence decision-making goals, criteria, or processes.
* It includes, but is not limited to such behaviors as:
withholding information, spreading rumors, whistle blowing, leaking confidential information.

Question 20

Self-promotion (IM technique)

Answer 20

Highlighting one’s best qualities, downplaying one’s deficits, and calling attention to one’s achievements is a self-focused technique.

Question 21

Enhancement

Answer 21

Claiming that something you did is more valuable than most other members of the organisations would think is a self-focused technique.

Question 22

Flattery (IM technique)

Answer 22

Complimenting others about their virtues in an effort to make oneself appear perceptive and likeable is an assertive IM technique.

Question 23

Exemplification (IM technique)

Answer 23

Doing more than you need to in an effort to show how dedicated and hard working you are is an assertive IM technique.

Question 24

Conformity

Answer 24

Agreeing with someone else’s opinion to gain his or her approval is a form of ingratiation.

Question 25

Favours

Answer 25

Doing something nice for someone to gain that person’s approval is a form of ingratiation.

Question 26

Excuses

Answer 26

Explanations of a predicament-creating event aimed at minimising the apparent severity of the predicament is a defensive technique.

Question 27

Apologies

Answer 27

Admitting responsibility for an undesirable event and simultaneously seeking to get a pardon for the action is a defensive techniue