Chapter 13: Leadership, Power, & Negotiation

Flashcards covering key terms related to leadership, power, and negotiation.

Leadership

The use of power and influence to direct the activities of followers toward goal achievement.

Power

The ability to influence the behavior of others and resist unwanted influence.

Legitimate Power

Power derived from a person’s position in the organization; authority.

Reward Power

Exists when someone has control over resources or rewards another person wants.

Coercive Power

Exists when a person has control over punishments in an organization.

Expert Power

Power derived from a person's expertise, skill, or knowledge others depend on.

Referent Power

Exists when others have a desire to identify and be associated with a person.

Influence

The use of an actual behavior that causes behavioral or attitudinal changes in others.

Rational Persuasion

Using logical arguments and facts to influence others.

Inspirational Appeal

Appealing to values and ideals to create an emotional reaction.

Consultation

Allowing the target to participate in the decision-making process.

Collaboration

Working together to maximize outcomes.

Ingratiation

Using favors, compliments, or friendly behavior.

Personal Appeal

Appealing to personal friendship or loyalty.

Apprising

Explaining how the target will personally benefit.

Pressure

Using coercive power through threats or demands.

Coalitions

Enlisting others to help influence the target.

Exchange Tactics

Offering a reward or resources in return for performing a request.

Internalization

Both behavior and attitude shift to agreement.

Compliance

Behavior shifts to agreement, but attitude does not.

Resistance

Neither behavior nor attitude shifts to agreement.

Organizational Politics

Actions by individuals directed toward furthering their own self-interests.

Conflict

When two or more individuals perceive their goals are in opposition.

Competing

One party attempts to get their goals met without regard for the other party’s goals.

Avoiding

One party stays away from the conflict.

Accommodating

One party gives in and acts unselfishly.

Compromise

Each party's losses are offset by gains.

Negotiation

A process where interdependent parties discuss and attempt to agree on different preferences.

Distributive Bargaining

Win-lose negotiations over a “fixed pie” of resources.

Integrative Bargaining

Aimed at accomplishing a win-win scenario.

BATNA

Best alternative to a negotiated agreement.

Preparation

Each party determines its goals for the negotiation, including its best alternative to a negotiated agreement (BATNA)

Exchanging Info

Each party makes a case for its position and put all favorable information on the table

Bargaining

Each party uses distributive or integrated strategies to gain something of value

Closing and commitment

An agreement is formalized