Leadership: Power & Negotiation

A comprehensive set of flashcards covering key vocabulary and concepts related to leadership, power dynamics, and behavioral influence.

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.

Organizational Power

Power that comes from one's role within an organization.

Legitimate Power

Power derived from the position held in an organization.

Reward Power

Power that comes from having control over resources or rewards.

Coercive Power

Power that comes from having control over punishments.

Personal Power

Power that comes from an individual's personal qualities or skills.

Expert Power

Power that comes from possessing specialized knowledge or skill.

Referent Power

Power that comes from being admired and respected by others.

Substitutability

The degree to which subordinates have alternatives to getting resources needed.

Discretion

The freedom a leader has to make decisions without constraints.

Centrality

The extent to which subordinates rely on a leader to perform their work.

Visibility

The awareness of subordinates regarding a leader's presence.

The Milgram Experiment

A psychological experiment that tested obedience to authority figures.

Obedience

The act of following orders or instructions from an authority figure.

65% compliance

Percentage of participants willing to continue shocking in the Milgram Experiment.

Situational Responsibility

The argument regarding whether a person's behavior is influenced more by their nature or the situation.

The Lab Coat Influence

An effect observed whereby authority figures dressed as experts increased compliance.

Consensus

General agreement among a group.

Distinctiveness

The uniqueness that a person possesses that affects their influence.

Consistency

Reliability in actions and beliefs which impacts behavior.

Influence Tactics

Strategies used to persuade others or promote compliance.

Pressure Tactic

An influence tactic involving threats or consequences for non-compliance.

Inspirational Appeal

An influence tactic that appeals to values and emotions.

Rational Persuasion

An influence tactic that uses logical arguments and factual evidence.

Downward Influence

Influence that occurs from superiors to subordinates.

Lateral Influence

Influence that occurs between colleagues at the same hierarchical level.

Upward Influence

Influence that occurs from subordinates to superiors.

Task Performance

The effectiveness with which job-related tasks are carried out.

Citizenship Behavior

Voluntary behaviors employees perform to help others and benefit the organization.

Counterproductive Behavior

Behaviors that are harmful to the organization or its members.

Affective Commitment

Emotional attachment of an employee to their organization.

Continuance Commitment

Commitment based on the costs that employees associate with leaving the organization.

Normative Commitment

Commitment based on an employee's feeling of obligation to stay.

Moderate Positive Effect

A correlation indicating a middle level of effectiveness or relationship.

0% Obedience

The level of compliance when opposing authority figures are present in the Milgram Experiment.

Focus of Influence

The aspect or area where influence is exerted.

Internalization

The process by which a person's beliefs or values become aligned with their actions.

Weak Correlation

A relationship between variables that is low in strength.

Strong Correlation

A relationship between variables that is high in strength.

Research Study

An investigation or experiment designed to test or discover information.

Behavioral Change

Any alteration in observable actions or reactions of a person.

Attitudinal Change

Any shift in a person's feelings or assessments regarding a person, object, or idea.

Effective Leadership

The ability to direct and influence others toward achieving goals successfully.

Negotiation

A dialogue between two or more parties aimed at reaching an agreement.

Influence Downward

When leaders influence the actions or attitudes of subordinates.

Influence Upward

When subordinates attempt to sway the decisions or actions of superiors.

Social Responsibility

The duty of individuals or organizations to act in the best interests of society.

Compliance

The act of conforming or agreeing to a demand or request.

Social Pressure

The influence exerted by society or peer groups on individuals.