leadership Show ____ the use of power and influence to direct the activities of followers towards goal achievement -this direction can affect followers interpretation of events, the organization of their work activities, their commitment to key goals, their relationships with other followers, and their access to cooperation and support from other work units Power this is the ability to influence the behavior of others and resist unwanted influence in return -just because a person has the ability to influence others doesnt mean they will actually choose to do so
resist -sometimes leaders need to ___ the influence of other leaders or higher ups to do whats best for their own unit -while other times leaders will need to ___ (same word) the influence of their own employees to avoid being a "pushover" when employees try to go their own way organizational and personal the 2 dimensions and 5 types of power are as follows: 1.______ 2. _____ organizational _____ power -this derives primarily from a person's position within the organization 3 types: legitimate, reward, and coercive legitimate (a type of organizational power) -derives
from a position of authority inside the organization and is sometimes referred to as "formal authority" ex. manager asks employee to stay late to work on a project, work on one task instead of another, or work faster NOT within scope= asking employee to mow their law (usually higher in the organization=more of this power) reward (a type of organizational power) -this exists when someone has control over the resources or rewards another person want ex. managers typically have control over raises, performance evaluations, awards, and more desirable job assignments, and the resources an employee might require to perform a job effectively coercive (a type of organizational power) -this exists when a person has control over punishments in an organization ex. a manager might have the right to fire, demote, suspend, or lower the pay of an employee (generally regarded as a poor form of power to use regularly, because it tends to result in negative feelings to those that wield it) personal ____ power 2 types: expert and referent expert (a type of personal power) -derives from a persons expertise, skill, or knowledge on which others depend (huge player in the Silicon Valley where its widely perceived as that the best leaders are those with this expertise skill) referent (a type of personal power) -exists when others have a desire to identify and be associated with a person ex. Angelina Jolie, Peyton Manning, JJ Watt all
possess high levels of this power b/c others want to emulate them ex. Sheryl Sandberg Facebook COO, the people who surround her have always noticed her "presence" when she walks into a room all it is possible for a person to possess ___ all of the forms of power at the same time personal ___ forms of power are more strongly related to organizational commitment and job performance than organizational forms legitimate power guidelines for ___ ___: -make polite, clear requests reward power guidelines for ___ ___: -offer the types of rewards people desire coercive power guidelines for ___ ___: -explain the rules and requirements and ensure people understand the serious consequences of violations expert power guidelines for ___ ___: -explain the reasons for a request and why its important referent power guidelines for ___ ___: -show acceptance and positive regard contingency factors ____ ___ of power -factors which effect the strength of a persons ability to use power to influence others ex. a person can have high levels of personal and referent power but if he/she works alone and performs task that nobody sees, the ability to influence others is greatly reduced 4 types: substitutabilty (a contingency of power) -this is the degree to which people have alternatives in accessing resources discretion (a contingency of power) -the degree to which managers have the right to make decisions on their own centrality (a contingency of power) -this represents how important a persons job is and how many people depend on that person to accomplish their tasks visibility (a contingency of power) -this is how aware others are of a leaders power and position ability having power increases our ____ to influence behavior, it doesnt mean that we will use or exert that power influence _____ is the use of an actual behavior that causes behavioral or attitudinal changes in others 2 important aspects: 1. this can be directional 2. this is all relative influence tactics leaders depend on a # of tactics to cause behavioral and attitudinal changes in others this is called ____ ____ 10 types: most effective the 4 ___ ___ influence tactics are: -rational
persuasion moderately effective the 4 _____ ____ influence tactics are: -ingratiation least effective the 2 ____ ___ influence tactics are: -pressure rational persuasion (A type of most effective influence tactic) -the use of logical arguments and hard facts to show the target that the request is a worthwhile one ex. CEO Larry Page of Google would walk around the engineers and see a product being developed and sometimes would say "oh i dont like that" but the engineers would get some data to back up their idea, and the amazing thing was that Larry was fine to be wrong. As long as the data supported them he was fine with it. (Also was a huge morale booster for the engineer) inspirational appeal (A type of most effective influence tactic) -this is a tactic designed to appeal to the targets values and ideals thereby creating
an emotional or attitudinal reaction consultation (A type of most effective influence tactic) -this occurs that the target is allowed to participate in deciding how to carry out or implement a request collaboration (A type of most effective influence tactic) -a leader uses this by attempting to make it easier for the target to complete the request ingratiation (a type of moderately effective tactic) -the use of favors, compliments, or friendly behavior to make the target feel better about the influencer personal appeals (a type of moderately effective tactic) -this occurs when the requestor asks
for something based on personal friendship or loyalty exchange tactic (a type of moderately effective tactic) -this is used when the requestor offers a reward or resource to the target in return for performing a request apprising (a type of moderately effective tactic) -occurs when the requestor clearly explains why performing the request will benefit the target personally pressure (a type of least effective tactic-although doesnt mean they arent used or cant be effective at times) -the use of coercive power through threats and demands coalition
(a type of least effective tactic-although doesnt mean they arent used or cant be effective at times) -occurs when the influence enlists other people to help influence the target ex. if rational persuasion isnt strong enough, the influencer might bring in another person to show that that person agrees with the logic of the argument influence tactics 2 points to be notes about ___ ___ 1. these tend to be most successful when used in combination 2. these that tend to be most successful are "softer" in nature responses _____ to influence tactics 3 types: internalization (a response to influence tactics) -most effective reflects a shift in BOTH behaviors and attitudes!! compliance (a response to influence tactics) -moderately effective reflects a shift in behaviors of employees but NOT attitudes!! resistance (a response to influence tactics) -least effective reflects NO shift in behavior or attitude of employee politics most negative connotation next to power might be _____ organizational politics ___ ____ this can be seen as actions by individuals that are directed toward the goal of furthering their own self interest -although generally a negative perception, its important to note that this definition doesnt imply that furthering ones self interest is necessarily in opposition to the companys interests political skill a recent study suggests that, to be effective, leaders must have a certain degree of ____ ___ -this is the ability to effectively understand others at work and use that knowledge to influence others in ways that enhance personal and/or organizational objectives 2 aspects of this: 2 capabilities: -taken together these 4 skills provide a distinct advantage when navigating political
environments in organizations networking ability (aspect of political skill) social astuteness (aspect of political skill) interpersonal influence (capability of political skill) apparent sincerity (capability of political skill) extremely political environments that are perceived as ____ ___ have been shown to cause lower job satisfaction, increased strain, lower job performance (both task and extra role related), higher turnover intentions, and lower organizational commitment among employees -infact shown to be a detriment to company performance as a whole personal and organizational organizational politics are driven by ___ and ____ characteristics -some employees have a strong need for power that provides them w/ an incentive to engage in political behaviors Machiavellian "______" tendency, meaning their willing to manipulate and deceive others to acquire power personal ____ characteristics of orgranizational politics -need for power organizational ____ characteristics of orgranizational politics -lack of participation in decision making *have a much stronger effect on political behavior than personal factors * uncertainty organizational factors that are most likely to increase politics are those that raise the level of ____ in an environment -when people are uncertain about an outcome or event they generally act in ways that help reduce the uncertainty *have a much stronger effect on political behavior than personal factors * employee reactions negative ____ ___ to organizational politics include: conflict ____ arises when 2 or more individuals perceive that their goals are in opposition -this an politics are clearly intertwined , b/c the pursuit of ones self interests often breeds
this in others 2 factors: 5 styles: competing (a style of conflict resolution/mgmt) -AKA win-lose *although may get the result initially, it wont win a leader many friends given the negative reactions that tend to accompany such tactics* avoiding (a style of conflict resolution) -AKA lose-lose *never truly resolves conflict* accommodating (a style of conflict resolution) -AKA lose-win collaboration (a style of conflict resolution) -AKA win-win compromise (a style of conflict resolution) -moderate assertiveness and cooperation women ___ are more likely to compromise than men because they tend to not be as competitive emotional intelligence recent studies show that individuals with higher levels of ____ ___ are more likely to adopt to constructive forms of conflict mgmt trust ___ is extremely important when using the more cooperative forms of conflict resolution, especially when there is a larger degree of conflict negotiation
___ is the process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences -doing this well requires knowledge of power structures, how to best influence the other party, and awareness of their own biases in decision making 2 strategies: distributive and integrative bargaining distributive (strategy of negotiation) ____
bargaining involves a win-lose negotiating over a "fixed-pie" of resources (when one person gains another loses) ex. purchasing a car, the dealership has a price on the car that is negotiable. every $ you save, the dealership loses integrative (strategy of negotiation) ____ bargaining is aimed at accomplishing a win-win scenario ex. a marry couple is negotiating on where to go on vacation, husband wants to go to the mountains while the wife wants to go to a luxury hotel on the beach, after much discussion they decide on a luxury hotel in the mountains (mountains benefit husband, luxury benefits wife) multiple outcomes integrative bargaining is most appropriate when ___ __ are possible, there is an adequate amount of trust, and parties are willing to be flexible negotiation stages _____ ___: Preparation (1st step to negotiation) BATNA ____ describes a negotiators bottom line exchanging informtion (2nd step to negotiation) bargaining (3rd step to negotiation) closing and commitment (4th step to negotiation) position of power research has shown that when negotiators perceive themselves as being in a ____ of ____ in comparison to the other party, theyre more likely to demand more, concede less, and behave more agressively during negotiations positive ____ emotions, while they generally lead to a more integrative bargaining approach, can also cause negotiators to be overconfident and make decisions too quickly negative ____ emotions tend to lead toward a more distributive bargaining approach and lower judgement accuracy moderate positive power and influence have a ___ ___ effect on job performance AND organizational commitment normative and continuance not much is know about the relationship between the impact of power and influence and ____ & _____ commitment alternative dispute action ____ ___ ___ this is a process by which 2 parties resolve conflicts through the use of a specially trained, neutral 3rd party 2 most common forms: mediation (type of alternative dispute action) -requires a 3rd party to facilitate the dispute resolution process, though this third party has no formal authority to dictate a solution (can be relatively easy and quick) arbitration (type of alternative dispute action) -occurs when a 3rd party determines a binding settlement to a dispute What is a source of power that originates mostly from a person's formal position or informal role in an organization?Legitimate or Positional Power
Legitimate power is also known as positional power. It's derived from the position a person holds in an organization's hierarchy. Job descriptions, for example, require junior workers to report to managers and give managers the power to assign duties to their juniors.
What techniques can individuals use to develop power and influence quizlet?What techniques can individuals use to develop power and influence? Use position and personal power. Develop referent power. Match influence and political tactics to suit the situation.
Which of the following best describes power quizlet?Terms in this set (50) Which of the following statements best describes power? It is the potential of one individual to influence the behavior of another individual.
What are the characteristics of organizations quizlet?There are three common characteristics of organization which is distinct purpose, deliberate structure, and people. This purpose is typically expressed in terms of a goal or a set of goals that the organization hopes to accomplish.
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What are the two basic factors that influence a persons power in an organization quizlet?
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