MGT Ch. 13: LEADERSHIP: POWER & NEGOTIATION

What are the 5 styles of conflict resolution?

Competing, Collaborating, Compromise, Avoiding, Accommodating.

When is the Competing style useful?

When quick, decisive action is needed or in emergencies.

When is the Collaborating style useful?

When both parties' concerns are too important to be compromised and the goal is win-win.

When is the Compromise style useful?

When goals are moderately important or when parties are equally powerful and committed.

When is the Avoiding style useful?

When the issue is trivial or when there’s no chance of winning.

When is the Accommodating style useful?

When you find you are wrong, or to allow a better position to be heard.

What is organizational power?

Power derived from a person’s position within an organization.

What are the types of organizational power?

Legitimate, Reward, and Coercive power.

What is legitimate power?

Power that comes from a formal position or title.

What is reward power?

Power based on the ability to give rewards (e.g., bonuses, promotions).

What is coercive power?

Power based on the ability to punish (e.g., firing, demotion).

What is personal power?

Power derived from an individual's characteristics and relationships.

What are the types of personal power?

Expert power and referent power.

What is expert power?

Power from having specialized knowledge or skills.

What is referent power?

Power from being admired, respected, or liked.

What assumptions exist about leaders having power?

Leaders are assumed to have access to resources, authority over decisions, and the ability to influence others.

What are the two types of bargaining?

Distributive bargaining and integrative bargaining.

What is distributive bargaining?

A win-lose style of negotiation where one party’s gain is another’s loss.

What is integrative bargaining?

A win-win negotiation where both parties seek mutual benefit and collaboration.

How are distributive and integrative bargaining different?

Distributive is competitive and zero-sum, while integrative is collaborative and focused on joint value creation.

What are the 4 stages of negotiation?

Preparation, Exchanging information, Bargaining, Closing & commitment.

What happens in the preparation stage of negotiation?

Each party determines their goals and BATNA (Best Alternative To a Negotiated Agreement).

What happens during the exchanging information stage?

Both parties lay out their cases and clarify positions.

What happens in the bargaining stage?

The actual give-and-take process to reach an agreement.

What happens in the closing and commitment stage?

The parties finalize and agree on the terms of the negotiation.

What are the 2 types of negotiator biases?

Perceived power bias and emotional bias.

What is perceived power bias?

The tendency to overestimate or underestimate your power in a negotiation.

What is emotional bias in negotiation?

Letting emotions like anger or anxiety negatively influence negotiation behavior and outcomes.