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Personal Power
Source of influence based on personal traits, such as expertise and the ability to inspire admiration.
Positional Power
Form of power derived from a person’s formal position within an organization, including coercive, reward, and legitimate power.
Relational Power
Power based on relationships, resources, and positions within a network.
Interpersonal Influence
Influencing others on an individual or group level.
Liking (Influence Principle)
People are more likely to be influenced by those whom they like.
Reciprocity (Influence Principle)
The concept that people feel obligated to return favors or benefits.
Social Proof (Influence Principle)
People tend to follow the behaviors of similar others.
Rational Model of Decision-Making
A logical, step-by-step approach to decision-making used by managers.
Non-Rational Model of Decision-Making
A decision-making approach that acknowledges the limitations of human rationality.
Bounded Rationality
The idea that individuals have limitations in information processing, leading to less-than-optimal decision-making.
Garbage Can Model
A model of decision-making that characterizes it as chaotic and dependent on luck.
Decision-Making Styles
Different approaches individuals use in making decisions, including Analytical, Directive, Conceptual, Behavioral, and Intuitive styles.
Groupthink
A tendency in decision-making groups to conform to the consensus view and suppress dissent.
Conflict Paradigms
Different perspectives on conflict, including the traditional view (all conflict is bad) and interactionist view (some conflict can be beneficial).
Conflict Management Styles
Approaches to handle conflict, such as Competing, Accommodating, Collaborating, Avoiding, and Compromising.
Consultative Approach
A leader consults with group members before making a decision.
Consensus Approach
A decision-making process where the group reaches an agreement that is acceptable to all.
Advantages of Group Decision-Making
Includes resource pooling and motivational effects.
Disadvantages of Group Decision-Making
Includes inefficiency, communication problems, and under-utilization of information.
