Leadership and Negotiation Notes

Leadership

Ability to influence/guide a group towards a set of goals.

Initiating Structure

Focus on Task Completion

Consideration

Focus on Relationships and Trust

Fiedler Model

Match leadership style with the situation favorability.

Path-Goal Theory

Leaders help followers achieve goals by clarifying paths and removing obstacles.

Transactional Leadership

Focuses on structure, tasks, and rewards.

Transformational Leadership

Inspires followers to exceed expectations, driving innovations and change.

Power

Capacity to influence others and control resources in an organizational setting.

Legitimate Power

Comes from a formal role or position (CEO, Manager, Supervisor).

Reward Power

Ability to provide benefits or rewards (Giving Bonuses, Raises, Recognition).

Coercive Power

Ability to punish or enforce consequences (Firing, Demoting, Assigning Tough Tasks).

Expert Power

Stems from specialized knowledge or skills (IT Specialist, Data Analyst, Engineer).

Referent Power

Based on charisma, respect, or admiration (Inspirational Leaders)

Rational Persuasion

Using logic, facts, and data to convince someone.

Inspirational Appeals

Connecting with values, ideals, or emotions.

Consultation

Involving others in the decision-making process.

Ingratiation

Using compliments or friendliness to win favor.

Personal Appeals

Relying on loyalty or friendship.

Exchange

Offering something in return.

Coalition Tactics

Getting support from others to sway someone’s opinion.

Pressure

Using demands, threats, or persistent reminders.

Legitimacy

Citing authority or rules.

Organizational Politics

Involves behaviors used to gain and wield power within a workplace.

Political Skill

The ability to understand and influence others to achieve personal or organizational goals.

Social Astuteness

Accurately reading social cues and understanding motives.

Interpersonal Influence

Adjusting tactics to fit the situation or individual.

Networking Ability

Maintaining useful social connections.

Apparent Sincerity

Seeming authentic and trustworthy.

Negotiation

The process of reaching an agreement between two or more parties who have differing needs, goals, or perspectives.

Distributive Bargaining

Win-Lose

Integrative Bargaining

Win-Win