Chapter 13 Leadership: Power and Negotiation

A collection of vocabulary flashcards covering key concepts related to Chapter 13 on 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 in return.

Legitimate Power

Power based on a position of authority within an organization.

Reward Power

Power based on control over resources or benefits.

Coercive Power

Power based on the ability to punish.

Expert Power

Power that derives from expertise, skill, or knowledge.

Referent Power

Power that exists when others desire to identify and be associated with a person.

Influence Tactics

Actions leaders depend on to cause behavioral or attitudinal changes in others.

Internalization

When both behavior and attitude shift to agreement during influence attempts.

Compliance

When behavior shifts to agreement but attitude does not during influence attempts.

Resistance

Neither behavior nor attitude shifts to agreement during influence attempts.

Negotiation

A process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences.

Distributive Bargaining

A win-lose negotiation style with fixed pie, zero-sum conditions.

Integrative Bargaining

A win-win negotiation style utilizing mutual respect and problem solving.

Mediation

A process requiring a third party to facilitate dispute resolution with no authority to dictate a solution.

Arbitration

A process where a third party determines a binding settlement to a dispute.

Conflict

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

Conflict Resolution Styles

Approaches for addressing conflict, such as competing, avoiding, accommodating, collaborating, and compromising.

Political Skill

The ability to understand others at work and use that knowledge to influence them.

Organizational Politics

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