CPL Exam #2 Study Guide

Power

The capacity to produce effects on others or the potential to influence others

Influence

The change in a target agent's attitude

Influence Tactics

One person's actual behaviors designed to change another person's attitudes, beliefs, values, or behaviors

What is Legitimate Power?

Power of position

What is Expert Power?

Power of knowledge

What is Coercive Power?

Power of punishment

What is Reward Power?

Power of benefits

What is Referent Power?

Power of relationships

What does the Influence Behavior Questionnaire (IBQ) assess?

9 types of influence tactics

What is Rational Persuasion?

Logical arguments or facts

What are Inspirational Appeals?

Requests routed in enthusiasm/emotion

What is Consultation in influence tactics?

Asking for participation in planning

What is Ingratiation?

Getting the target in a good mood before a request

What are Personal Appeals?

Asking a favor out of relationship

What does Exchange refer to in influence tactics?

An exchange of favors

What are Coalition Tactics?

Seeking others' support to influence the target

What are Pressure Tactics?

Threatening or coercing the target

What are Legitimizing Tactics?

Requests based on position/authority

Theory X

Pessimistic view of others, assuming clothes are not naturally motivated to work. Leads to managing in coercive ways

Theory Y

Optimistic view of others, assuming people are motivated by their work

What are values?

Constructs representing generalized behaviors considered important to you

2 Types of Values

Terminal values: desired end state

Instrumental values: modes of behavior

What are ethics?

Moral reasoning: how people think and act concerning matters of right and wrong

Ethical Dilemmas

Choosing between 2 rights

Truth vs Loyalty

Individual vs Community

Short term vs Long term

Justice vs Mercy

What is Kidder's principle of End-Based Thinking?

Do what's best for the greatest number of people (Utilitarian Philosophy)

What is Kidder's principle of Rule-Based Thinking?

Following the highest principle or duty (Kantian Philosophy)

What is Kidder's principle of Care-Based Thinking?

Do what you want others to do to you (Golden Rule Philosophy)

What does Kohlberg's Theory of Moral Development assess?

It assesses moral development based on how people solve ethical dilemmas.

What is observed in Kohlberg's Theory of Moral Development?

The decision PROCESS is what is observed, not the decision itself.

What characterizes the Pre-Conventional Level of moral development?

It is based in self-interest.

In Stage 1 of Kohlberg's Theory, how is 'bad' behavior defined?

'Bad' behavior is what is punished.

In Stage 2 of Kohlberg's Theory, how is 'good' behavior defined?

'Good' behavior is that which is concretely rewarded.

What characterizes the Conventional Level of moral development?

It is focused on gaining others' approval.

In Stage 3 of Kohlberg's Theory, how is 'good' behavior defined?

'Good' behavior is that which is approved by others.

In Stage 4 of Kohlberg's Theory, how is 'good' behavior defined?

'Good' behavior conforms to standards set by societal institutions.

What characterizes the Post-Conventional Level of moral development?

It is based on universal, abstract principles.

In Stage 5 of Kohlberg's Theory, how is 'good' behavior defined?

'Good' behavior conforms to community standards and is concerned with respect.

In Stage 6 of Kohlberg's Theory, how is 'good' behavior defined?

'Good' behavior is a matter of individual conscience based on principles.

Authentic Leadership

1. Consistency among values, beliefs, actions

2. Harmony between how you feel and how you act

3. Realistic self-perceptions

4. Do not avoid “doing the wrong thing”, always aim to “do the right thing”

Servant Leadership

1. The role is to serve others, ensuring all runs smoothly

2. Aims to support peers and help them achieve tasks

3. Characteristics include: listening, empathy, healing, awareness, persuasion, ect.

2 Meanings of personality

Meaning 1: Public Reputation: How others see you (based off past behaviors)

Meaning 2: Identity: How you see yourself

Traits

1. Traits: Trends in behavior

2. Trait Approach: People behave as they do because of the strengths they hold

3. Important in weak situations

4. Minimal in strong situations

Self-awareness

Help leaders see how others see them

5 Factor Model

Openness to experience - Curiosity and innovation

Conscientiousness - Approach to work

Extraversion - Exhibited in group settings, getting ahead in life

Agreeableness - Getting along with others (not getting ahead)

Neuroticism - React to stress, change, or failure

Intelligence

All-around effectiveness in activities directed by thought

Triarchic Theory

Focuses on what a leader does when solving complex mental problems

Analytic Intelligence

General problem solving abilities, (quick learners, "good at school", can make connections, assumptions, and inferences)

Practical Intelligence

"Street smart". Can adapt to, shape, or select new situations to meet their needs

Creative Intelligence

Can produce work which is both novel and useful

Convergent Thinking

Single best answer

Divergent Thinking

Diverse answers