MGMT 3 SG

the process of screening, selecting, and interpreting stimuli so that they have meaning to the individual.

What is perception?

• confirmation bias

• escalation of commitment

• anchoring effect

• framing bias

• stereotyping

• projection

• availability of information

• fundamental attribution error

What are the decision making traps (i.e., cognitive biases) that we must avoid to make good decisions?

ethics are broadly applied social standards for what is right or wrong in a particular situation, or a process for setting those standards.
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morals are individual and personal beliefs about what is right or wrong.

What are ethics? How are morals and ethics the same or different?

person factors x situational factors → ethical / unethical behavior

How is it that good people can do bad things?

utilitarianism (end-results ethics) → the rightness of an action is determined by evaluating its project / expected consequences.
EX] “the ends justify the means”

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universalism (process / duty ethics) → determine rightness or wrongness before outcomes (motivates, or reasons for acting, are important).

EX] human conduct should be guided by primary moral principles, “we must be held accountable for the WAY we make decisions.”

Understand Utilitarianism and Universalism

1. define the problem

2. generate alternative solutions

3. evaluate and select an alternative

4. implement and follow up on situation

What are the steps in the standard model of problem solving?

1. determine the facts and state the problem

2. who will be affected by the decision?

3. identify relevant factors

4. develop a list of 3-5 options

5. test options

6. make a tentative choice

7. review choice

What are the steps in NIU’s Ethical Decision Making Guide?

the shared assumptions of team or organizational members and the shared history that created the assumptions that guide behavior in organizations.

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• provides a sense of identity and encourages commitment

• helps individuals make sense of team / organizational events

• reinforces team / organizational values

• guides and shapes individual behavior (type of social control system)

What is organizational culture and how does it influence individual and group behavior?

• physical structures

• language

• rituals and ceremonies

• stories and legends

• shared values

• shared assumptions

What are the levels of culture?

• innovation and risk-taking

• attention to detail

• outcome orientation

• people orientation

• team orientation

• aggressiveness

What are the characteristics of organizational culture?

• corporate egoist culture

• instrumentalist culture

• moralist culture

What are the ethical components of organizational culture?

• ethical leadership

• supervisor reinforcement of ethics

• peer commitment to ethics

• embedded ethical values

What are the four components of an ethical culture?

• respect others

• serve others

• are fair

• are honest

• act as ethical role models

What are the characteristics of ethical leaders?

there are mini-cultures within a large organization, typically defined by department and geographical separation

Why do larger organizations sometimes have sub-cultures?

• what leaders pay attention to, measure, and control on a regular basis…

• how leaders react to critical incidents

• how leaders allocate scarce resources, rewards, and status / recognition…

• how leaders recruit, select, promote, retire, and remove organizational members

How do leaders shape organizational (or team) culture?

leadership that inspires followers to transcend their own self-interests for the good of others.

• charisma

• inspirational motivation

• intellectual stimulation

• individual consideration

What are the components of transformational leadership?

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What are the typical leader, follower, and situational characteristics of charismatic
leadership?

• start presentation with introduction that catches audience’s attention (how is it relevant to them!)

• plan for how to finish presentation

• project a powerful, confident, and dynamic presence

• communication style (eye contact, facial expressiveness, gestures)

• DON’T rely on note cards, instead practice!

How can you make a more effective and charismatic presentation?

• unrealistic expectations

• dependency and counter-dependency

• reluctance to voice disagreement with leader

• need for continuing “magic”

• communication manipulation

• poor management practices (hands-on, controlling, lack of attention to detail)

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unethical charisma

• uses power for personal gain

• promotes own vision

• closed to criticism

• top-down communciation

• insensitive to followers

VS.

ethical charisma

• uses power to serve others

• match vision to follower needs

• open to feedback

• develops followers

• encourages thinking

What are the dark sides to charismatic leadership? What is the difference between ethical and unethical charisma

• active resistance

• passive resistance

• compliance

• enthusiastic support

What is the typical reaction process to organizational change?

1. keep everyone informed (education)

2. use two-way communication and listen to your employees

3. enhance management credibility and trust

How can you minimize cynicism about change?

1. establish a sense of urgency

2. build a powerful coalition

3. develop a vision and strategy

4. communicate the vision

5. enable employees to act

6. create and reward short-term wins

7. consolidate gains

8. institutionalize the changes

Understand Kotter’s eight steps to organizational change.

partnering with clients in a thought=provoking and creative process that inspires them to maximize their personal and professional potential
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the employee (client) is ultimately responsible for their own growth

What is coaching and how is it different from mentoring, consulting, and therapy?

situation → outcome → alternatives → rollout

Understand the steps of the SOAR model

power dimensions → the degree to which less powerful members of a society accept unequal power distribution.

high power distance culture = hierarchies are respected; leaders are authoritative

low power distance culture = power is decentralized; leaders are more democratic

individualism → emphasis on personal goals and individual rights

collectivism → focus on group harmony and collective goals

Understand the different cultural dimensions and how that might impact leadership effectiveness and group interactions

refer to the unconscious beliefs and assumptions people have about what makes someone a "good leader." these beliefs are shaped by culture, society, and personal experiences

What is implicit leadership and how might culture influence this according to the GLOBE project?

• charismatic

• team oriented

• participative

• humane

What GLOBE leadership dimensions are universally endorsed around the world?

• negotiations are fixed sum

• you need to be either tough or nice

• good negotiators are born

• experience is a great teacher

• good negotiators rely on intuition

What are some common negotiation myths and why are they incorrect?

• intrapersonal conflict

• interpersonal conflict

• intragroup conflict

• intergroup conflict

What are the different levels of conflict?

• competitive

• misperception and bias

• emotionally decreased competition

• blurred issues (generalizations)

• magnified differences / minimized similarities

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• creates incentive to solve underlying problem

• promotes awareness of self and others

• can stimulate new ideas, etc

Why/how can conflict be dysfunctional or beneficial?

1. contending (competing)

2. yielding (accommodating)

3. inaction (avoidance)

4. problem solving (collaborate)

5. compromising

What are the five major strategies for managing conflict?

what do i want?
what is my B.A.T.N.A?

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who are the other parties?

what are the other party’s issues (and priorities)

what is their B.A.T.N.A?

When planning for negotiations, what things should you consider for yourself and the other side?

• goals of one party are in fundamental and direct conflict with goals of other party

• resources are fixed and limited

• each party wants to maximize their share of resources

• typically has a negative, macho, offensive connotation

What is distributive bargaining?

• aim to create value and find mutually beneficial solutions that satisfy the needs and interests of both parties

• emphasize the commonalities between the parties and minimize the differences

What is integrative bargaining?

• good guy / bad guy

• highball / lowball

• bogey

• intimidation / aggressive behavior

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• ignore them

• discuss them — negotiate the negotiation process

• respond in kind (i.e., do the same thing to them)

• co-opt (i.e., befriend) the other party

What are some typical “hard ball” distributive bargaining tactics and how do you deal with these?

• the history of the relationship between the parties

• a belief that an issue can only be resolved distributivity

• the mixed-motive nature of most negotiating situations

Why are integrative negotiations hard to achieve?

• be enthusiastic and gracious

• always assume salary is negotiable

• what other things are negotiable?

• know your priorities

• develop rapport

• cultivate alternatives

• live up to your commitments

• get offer in writing before you negotiate any terms

• be willing to walk away

What are some tips for negotiating your job offer?

• recognizing and seizing opportunity

• creating value

• assuming risk (but not recklessly so)

  — learning from mistakes

• overcome attention

What is an entrepreneur?

• an inborn trait

• the sole domain of “inventors”

• limited to “outsiders”

• something that requires piles of money

• an individual sport

What is entrepreneurship not?

• curious

• tolerant of ambiguity

• risk acceptance

• action orientation

• passion

• need to achieve

• future focus

• idea generation

• execution

• self-confidence

• optimism

• persistence

• interpersonal sensitivity

What are the individual personality traits and skills of someone with an entrepreneurial mindset?

• scalable start-up

• small business

• established organization

• social enterprise

What are the four contexts of entrepreneurial behavior?

• autonomy

• competitive aggressiveness

• innovativeness

• pro-activeness

• risk taking

What are the characteristics of entrepreneurial orientation?

the state or quality of being creative. the ability transcend traditional ideas and to create meaningful new ideas

What is creativity?

• keep track of ideas

• step away and do something else

• listen to or watch something that stimulates

• break down the problem into smaller parts

• don’t get discouraged

• create in teams: collective creativity

How can we improve our creativity

1. preparation

2. incubation

3. illumination

4. implementation

What is the creative process?

ability to generate new ideas

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systematic process of creating value out of creative ideas

How are creativity and innovation similar or different?