Ch. 13: 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

a position of authority inside the organization and is sometimes referred to as “formal authority”

Reward Power

when someone has control over the resources or rewards another person wants

Coercive Power

when a person has control over punishments in an organization

Expert Power

derived from a person’s expertise, skill, or knowledge on which others depend

Referent Power

when others have a desire to identify and be associated with a person

Substitutability

the degree to which people have alternatives in 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

the use of an actual behavior that causes behavioral or attitudinal changes in others

Rational Persuasion

the use of logical arguments and hard facts to show the target that the request is a worthwhile one

Inspirational Appeal

a tactic designed to appeal to the target’s values and ideals, thereby creating an emotional or attitudinal reaction

Consultation

when the target is allowed to participate in deciding how to carry out or implement a request

Collaboration

attempting to make it easier for the target to complete the request

Ingratiation

the use of favors, compliments, or friendly behavior to make the target feel better about the influencer

Personal Appeals

when the requestor asks for something based on personal friendship or loyalty

Apprising

when the requestor clearly explains why performing the request will benefit the target personally

Pressure

the use of coercive power through threats and demands

Coalitions

when the influencer enlists other people to help influence the target

Exchange Tactic

when the requestor offers a reward or resource to the target in return for performing a request

Internalization

when the target of influence agrees with and becomes committed to the influence request

Compliance

when targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence

Resistance

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

Organizational Politics

actions by individuals that are directed toward the goal of furthering their own self-interests

Political Skill

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

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

when one party gives in to the other and acts in a completely unselfish way

Collaboration

when both parties work together to maximize outcomes

Compromise

when conflict is resolved through give-and-take concessions

Negotiation

a process in which two or more independent individuals discuss and attempt to come to an agreement about their different preferences

Distributve Bargaining

win-lose negotiating over a “fixed-pie” of resources

Integrative Bargaining

accomplishing a win-win scenario

Preparation

the most important stage of the negotiating process in which each party determines what its goals are for the negotiation and whether or not the other party has anything to offer

BATNA

best alternative to a negotiated agreement

Exchanging Information

nonconfrontational stage where each party makes a case for its position and attempts to put all favorable information on the table

Bargaining

the stage where both parties likely must make concessions and give up something in return

Closing and Commitment

the process of formalizing an agreement reached during the previous stage

Alternative Dispute Resolution

a process by which two parties resolve conflicts through the use of a specially trained, neutral third party

Mediation

requires a third party to facilitate the dispute resolution process, though this third party has no formal authority to dictate a solution

Arbitration

a third party determines a binding settlement to a dispute