HRM 360 Ch 13 Leadership: Power and Negotiation

Leadership

the use of power and influence to direct the activities of followers towards goal achievement

Power

The ability to influence the behaviour of others and resist unwanted influence in return

Legitimate Power

Known as formal authority, it is power derived from your job title and its associated responsibilities.

Reward Power

having power over rewards or resources that another person wants, such as raises, promotions, and positive job evaluations

Coercive Power

having power over punishments, and is the opposite of reward power

Expert Power

derives from a person’s expertise, skill, or knowledge

Referent Power

derives from other people’s affection, admiration, and respect for you; other people see you as their role model

Substitutability

The degree to which people have alternatives to accessing resources

Discretion

The degree to which managers have the right to make decisions on their own.

Centrality

How important a person’s job is and how many people depend on that person to accomplish their tasks

Visibility

 how aware others are of a leader’s power and position

Influence

behaving in a way that affects the behavior and attitudes of others. 

Rational Persuasion

the use of logical arguments and hard facts to justify a proposal and make it seem important and feasible

Inspirational Appeals

appeal to the target’s values and ideas, leveraging what’s important to the target to get them to enact a certain behaviour or exhibit a certain attitude.

Consultation

allows the target to have a stake in the proposal by allowing them to have a say in how the proposal is carried out.

Collaboration

involves working with the target to accomplish the proposal.

Ingratiation

The use of favours, compliments, or friendly behaviour to make the target feel better about the influencer.

Personal Appeals

when the influencer uses personal friendship and/or loyalty to get the target to do something for them.

Apprising

explaining why the proposal will benefit the target personally.

Pressure

the use of coercive power through threats and demands.

Coalitions

When the influencer enlists other people to help convince the target of something.

Exchange Tactic

When the influencer offers a reward in exchange for fulfilling the proposal.

Internalization

The most desirable response, where the target agrees with and becomes committed to the proposal.

Compliance

When the target agrees to do what the influencer wants, but only with ambivalence.

Restistance

When the target refuses to perform the influence request and puts an effort to avoid having to do it

Organizational Politics

actions by individuals to further their own self-interests

Political Skill

the ability to understand others at work and use that knowledge to influence others in ways that enhance personal and/or organizational objectives.

Machiavellianism

constantly trying to get things done, but only caring about the ends, but not the means

Competing

When one party attempts to get their own goals met without concern for the other party’s results

Avoiding

When one party wants to remain neutral, stay away from conflict, or postpone the conflict to gather information or let things cool down

Accommodating

One party gives in to the other party selflessly

Collaboration

When both parties work together to maximize outcomes

Compromise

Occurs when conflict is resolved through give-and-take concessions

Negotiation

Process in which 2 or more interdependent individuals discuss and attempt to come to an agreement about their different preferences

Distributive Bargaining

one person gains, the other person loses

Integrative Bargaining

 aims to accomplish a win-win scenario.

Preparation

1st stage, where you determine what the goals are for negotiation

Exchanging information

2nd stage, Each party makes a case for its position and puts all of its favourable information on the table.

Bargaining

3rd stage, The actual “negotiation” takes place here, where the two parties deliberate and discuss concessions they’ll make in order to get something in return.

Closing and Commitment

4th stage, once an agreement has been made, it will be formalized and set in stone.