Ch 13 Leadership: Power and Negotiation

Leadership Overview

  • Leadership involves using power and influence to direct followers towards goal achievement.
  • Focus on how leaders acquire and utilize power and influence in organizations.

Types of Power

  • Organizational Power:
    • Legitimate Power: Authority from one's position.
    • Reward Power: Control over resources/benefits.
    • Coercive Power: Ability to punish.
  • Personal Power:
    • Expert Power: Based on skills or knowledge.
    • Referent Power: Desire to identify with the leader.

Acquiring Power

  • Power derives from position (organizational) or from the individual (personal).
  • Organizational power includes legitimate, reward, and coercive power.
  • Personal power includes expert and referent power.

Influence and Influence Tactics

  • Influence: Actual behavior that causes changes in others.
  • Tactics:
    • Most Effective: Rational persuasion, inspirational appeal, consultation, collaboration.
    • Moderately Effective: Ingratiation, personal appeal, apprising.
    • Least Effective: Pressure, coalitions, exchange.

Responses to Influence

  • Internalization: Agreement with behavioral and attitudinal shifts.
  • Compliance: Behavioral shift only, no attitude change.
  • Resistance: No changes in behavior or attitude.

Conflict Resolution Styles

  • Styles based on assertiveness and cooperation:
    • Competing: Win-lose (high assertiveness, low cooperation).
    • Avoiding: Lose-lose (low assertiveness, low cooperation).
    • Accommodating: Lose-win (low assertiveness, high cooperation).
    • Collaborating: Win-win (high assertiveness, high cooperation).
    • Compromising: Moderate assertiveness & cooperation.

Negotiation Strategies

  • Distributive Bargaining: Win-lose approach.
  • Integrative Bargaining: Win-win approach promoting mutual respect.
  • Stages include preparation, exchanging information, bargaining, and closing.

Impact of Power and Influence

  • Moderate correlation with job performance and organizational commitment.
  • Effective use of power can increase internalization, citizenship behavior, and job satisfaction.

Application: Alternative Dispute Resolution

  • Mediation: Facilitation without authority.
  • Arbitration: Binding decision made by third party.
  • Recommended sequence: mediation first, then arbitration if unresolved.