MGT 3620 Ch. 13 Learning Goals

What is leadership, and what role does power play in leadership?

Leadership is the use of power and influence to direct the activities of others toward goal achievement. Power is the foundation of influence and allows leaders to guide others and resist external pressures.

What are the different types of power that leaders possess?

Leaders possess organizational power (legitimate, reward, coercive) and personal power (expert, referent).

When can leaders use different types of power most effectively?

Power is most effective when there is low substitutability, high discretion, strong centrality, and high visibility.

What behaviors do leaders exhibit when trying to influence others?

Leaders use influence tactics such as rational persuasion, inspirational appeals, consultation, collaboration, ingratiation, personal appeals, exchange, pressure, and coalitions.

Which influence behaviors are most effective?

The most effective are rational persuasion, inspirational appeal, consultation, and collaboration.

What is organizational politics?

Organizational politics are actions taken to further one's own self-interests, sometimes at the expense of others or the organization.

When is political behavior most likely to occur?

It’s most likely when there is uncertainty, resource scarcity, ambiguity in roles, high pressure, or unclear evaluation criteria.

How do leaders use their power and influence to resolve conflicts?

Leaders use conflict resolution styles such as competing, avoiding, accommodating, collaboration, and compromising based on the situation.

What is the most effective conflict resolution style?

Collaboration is the most effective long-term because it is high in both assertiveness and cooperation.

What are the ways in which leaders negotiate in the workplace?

Leaders negotiate using distributive bargaining (win-lose) and integrative bargaining (win-win), following a four-step process: preparation, exchanging information, bargaining, and closing/commitment.

How do power and influence affect job performance and organizational commitment?

They have a moderate positive effect on both job performance and organizational commitment when used ethically and strategically.