Term
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Definition
| ability to influence people to set aside their personal conerns and support a larger agenda -- at least for a while |
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Definition
| behavior that allows the leader to identify new opportunities for his or her group and talk positively about what that means for them |
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Term
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Definition
| High directive/high supportive leader behavior |
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Term
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Definition
- leaders are born, not made
- leaders must be charismatic
- leadership exists only at the top
- leadership incompetence results froom too little of the "right stuff"
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Term
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Definition
| traits that may be more likely to be perceived as a leader by others, but may not be more effective in a managerial role |
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Term
| contingent punishment behavior |
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Definition
| providing an aversive consequence to reduce the frequency of a behavior |
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Term
| contingent reward behavior |
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Definition
| leader behavior that provides a positive outcome to a subordinate based upon the performance of the subordinate |
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Term
| Top 4 characteristics of leader |
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Definition
honest
forward-looking
inspiring
competent |
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Term
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Definition
| extent to which a leader engages in one-way communication, spells out followers roles and how to do what where and when, and then supervises performance |
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Term
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Definition
| extent to which leader engages in two-way communication, listens, provides support and encouragement, facilitates interaction and involves followers in decision making |
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Term
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Definition
| low directive and low supportive leader behavior |
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Term
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Definition
| high directive and low supportive leader behavior |
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Term
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Definition
| low directive and high supportive leader behavior |
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Term
| fostering the acceptance of group goals |
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Definition
| leader behavior aimed at promoting cooperation among employees and getting them to work together toward a common goal |
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Term
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Definition
| approach to leadership using transactional leader behaviors to establish a good relationship and then utilizing transformational leader behaviors to get 'performance beyond expectations.' |
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Term
| transformational leader behaviors |
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Definition
| seek to arouse and satisfy higher needs, to engage the whole person of the follower |
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Term
| providing an appropriate model |
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Definition
| behavior on part of leader that sets examples for employees |
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Term
| providing individualized support |
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Definition
| behavior that indicates the leader respects followers and is concerned about their personal feelings and needs |
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Term
| providing intellectual stimulation |
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Definition
| behavior that challenges followers to re-examine assumptions about their work and rethink how it can be performed |
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Term
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Definition
| goal that is achievable only when all group members exert effort, individual effort will not result in goal achievement |
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Term
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Definition
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Term
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Definition
conflict is always dysfunctional
conflict is generally a 'personality' problem
negotiation creates a winner and loser
good conflict mediators are born, not made |
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Term
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Definition
| conflict over tasks, ideas, and issues and is divorced from evaluation of people's character |
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Term
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Definition
| personalized and therefore is highly threatening and damaging for personal relationships, team functioning and problem solving |
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Term
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Definition
| when people have developed thier point of view on the basis of a different set of facts |
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Term
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Definition
| when people have different images or interpretations of the same thing |
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Term
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Definition
| when people believe their roles within an organization are somehow in conflict or that the 'turf' associated with their position is being challenged |
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Term
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Definition
| scarcity, uncertainty, degree of competition |
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Term
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Definition
| employees placed in position where they are rewarded for individual work but told to work as team |
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Term
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Definition
| success of one employee means failure of another |
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Term
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Definition
conflict stemming from incompatible personal values
where disagreements about who is factually correct can turn into arguments over who is morally right
differing short/long term goals |
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Term
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Definition
characterized by being dominant and nonsupportive
power oriented mode
be direct; explain later; use this strategy selectively |
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Term
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Definition
behaving in a supportive, submissive, unassertive and cooperative manner
element of self-sacrifice
good when issues is not important to you; safety involved; outranked;when find out you are wrong |
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Term
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Definition
behaving in a submissive, nonsupportive, unassertive, and uncooperative manner
good when more appropriate time to address; information issues; trivial; or not directly involved
guidelines: set time limits; set goals for time out period |
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Term
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Definition
intermediate style to find expedient, mutually acceptable solution that partially satisfies everyone involved
when good: scarcity; significant role factors; temporary solutions while more study takes place; under time pressure |
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Term
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Definition
behaving in both dominant and supportive, assertive and cooperative manner
enjoy creative approach and won't leave till everyone is satisfied
win-win |
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Term
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Definition
| goal so important to both parties and needs both parties cooperation that they are willing to forgo their personal stake in the issues |
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Term
negotiation score card:
outcomes of ideal negotiations |
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Definition
all parties believe they made a good deal
relationship is maintained or even improved
each negotiator's constitutents are satisfied with the agreement |
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Term
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Definition
best alternative to a negotiated agreement
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Term
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Definition
organize the issue
talk to other people who have information you need
research the parties you'll be negotiating with
consider your BATNA |
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Term
| types of difficult negotiators |
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Definition
aggressive opener
long pauser
mocker
interrogator
sheep's clothing
divide-and-conqueror
dummy |
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Term
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Definition
| an outcome where no other outcomes are possible for either side to be better off |
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Term
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Definition
comfortable neutral meeting space
schedule short meetings and be involved for short time
listen with open-mind and do not say much
be respectful and express positive opinions only
emphasize desire to help, do not pick sides
assure parties conversations are held in strict confidence
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