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Chapter 13
Leadership: Power and Influence
41
Management
1st Grade
06/06/2010

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Term
Leadership
Definition
the use of power and influence to direct the activities of followers toward goal achievement.
Term
Power
Definition
the ability to influence the behavior of others and resist unwanted influence in return.
Term
Legitimate Power
Definition
derived from a position of authority inside the organization (formal authority)
Term
Reward Power
Definition
control over the resources or rewards another person wants.
Term
Coercive Power
Definition
control over punishments in an organization
Term
Expert Power
Definition
derived from a person's expertise, skill, or knowledge on which others depend.
Term
Referent power
Definition
a desire to identify and be associated with a person (affection, admiration, loyalty).
Term
Substitutability
Definition
the degree to which people have alternatives in accessing resources.
Term
Discretion
Definition
the degree to which managers have the right to make decisions on their own
Term
Centrality
Definition
how important a person's job is and how many ppl depend on that person to accomplish their tasks.
Term
Visibility
Definition
how aware others are of a leader's power and positon
Term
Influence
Definition
the use of an actual behavior that causes behavioral or attitudinal changes in others.
Term
Rational Persuasion (most effective)
Definition
the use of logical arguments and hard facts to show the target that the request is a worthwhile one.
Term
Inspirational Appeal (most effective)
Definition
appeals to the target's values and ideals creating an emotional or attitudinal reaction
Term
Consultation (most effective)
Definition
the target is allowed to participate in deciding how to carry out or implement a request.
Term
Collaboration (most effective)
Definition
making it easier for target to complete request
Term
Ingratiation (moderately effective)
Definition
the use of favors, compliments, or friendly behavior to make the target feel better about the influencer
Term
Personal Appeals (moderately effective)
Definition
requestor asks for something based on personal friendship or loyalty
Term
Personal Appeals (moderately effective)
Definition
requestor asks for something based on personal friendship or loyalty
Term
Exchange Tactic (moderately effective)
Definition
the requestor offers a reward or resource to the target in return for performing a request
Term
Apprising (moderately effective)
Definition
the requestor clearly explains why performing the request will benefit the target personally
Term
Pressure (least effective)
Definition
use of coercive power through threats and demands
Term
Coalitions
Definition
the influencer enlists other people to help influence the target
Term
Engagement
Definition
target agrees with and becomes committed to request (behavioral and attitudinal changes) (most effective)
Term
Compliance
Definition
target is willing to perform request, but does so with indifference (behavioral change only) (moderately effective)
Term
Resistance
Definition
target is opposed to request and attempts to avoid doing it (no change in behavior or attitude) (least effective)
Term
Organizational politics
Definition
actions by individuals that are directed toward the goal of furthering their own self-interests
Term
Political Skill
Definition
the ability to effectively understand others at work and use that knowledge to influence others in ways that enhance personal and/or organizational objectives
Term
Competing
Definition
(high assertiveness, low cooperation) one party attempts to get own goals met w/o concern for the other party's results (win-lose)
Term
Avoiding
Definition
(low assertiveness, low cooperation) one party wants to remain neutral (lose-lose)
Term
accommodating
Definition
(low assertiveness, high cooperation) one party gives in to the other and acts in a completely unselfish way (lose-win)
Term
Collaboration
Definition
(high assertiveness, high cooperation) both parties work together to max outcomes (win-win)
Term
compromise
Definition
(moderate assertiveness, moderate cooperation) conflict is resolved through give and take concessions
Term
Power and Influence-----> job performance
Definition
moderate, positive
Term
power and influence-------> org commitment
Definition
moderate, positive
Term
Negotiation
Definition
process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences.
Term
Distributive bargaining
Definition
involves win-lose negotiating over a 'fixed pie' of resources (zero sum condition).
Term
Integrative bargaining
Definition
problem solving achieved to satisfy both parties (win-win)
Term
negotiation vs persuasion
Definition
offer something in return vs unilateral process
Term
negotiation vs mediation vs arbitration
Definition
parties have say vs facilitator negotiators but parities have ultimate say vs judgement reserved for outsider
Term
distributive vs integrative
Definition
fixed pie, one party's gain is another's loss vs expanding pie, integrate other options or resources
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