Chapter 13. Leadership: Power and Influence

Collaboration

(High assertiveness, high cooperation) occurs when both parties work together to maximize outcomes.

Competing

(High assertiveness, low cooperation) occurs when one party attempts to get his or her own goals met without concern for the other party's results.

Accommodating

(Low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way.

Avoiding

(Low assertiveness, low cooperation) occurs when one party wants to remain neutral, stay away from conflict, or postpone the conflict to gather information or let things cool down.

Compromise

(moderate assertiveness, moderate cooperation) occurs when conflict is resolved through give-and-take concessions.

Negotiation (2)

1. Distributive Bargaining 2. Integrative Bargaining

Personal Power (2)

1. Expert Power 2. Referent Power

Organizational Power (3)

1. Legitimate Power 2. Reward Power 3. Coercive Power

Contingency Factors (4)

1. Substitutability 2. Discretion 3. Centrality 4. Visibility

Collaboration

A leader uses _____________ by attempting to make it easier for the target to complete the request.

Personal Appeals

Are when the requestor asks for something based on personal friendship or loyalty.

Power

Can be defined as the ability to influence the behavior of others and resist unwanted influence in return. (Just because some one has the ability to influence others does not mean he will actually choose to do so.) (Power can be seen as the ability to resist the influence attempts of others.)

Organizational Politics

Can be seen as actions by individuals that are directed toward the goal of furthering their own self-interests.

Coercive Power

Exists when a person has control over punishments in an organization.

Referent Power

Exists when others have a desire to identify and be associated with a person.

Reward Power

Exists when someone has control over the resources or rewards another person wants.

Distributive Bargaining

Involves win-lose negotiating over a "fixed-pie" of resources.

Inspirational Appeal

Is a tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudinal reaction.

Integrative Bargaining

Is aimed at accomplishing a win-win scenario.

Expert Power

Is derived from a person's expertise, skill, or knowledge on which others depend.

Legitimate Power

Is derived from a position of authority inside the organization and is sometimes referred to as "formal authority"

Visibility

Is how aware others are of a leader's power and position.

Political Skill

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 (Networking ability, or an adeptness at identifying an developing diverse contacts.) (Social astuteness, or the tendency to observe others and accurately interpret their behavior.)

Discretion

Is the degree to which managers have the right to make decisions on their own.

Substitutability

Is the degree to which people have alternatives in accessing resources.

Influence

Is the use of an actual behavior that causes behavioral or attitudinal changes in others. (Influence can be seen as directional- Most frequently occurs downward [managers influencing employees] but can also be lateral [peers influencing peers] or [employees influencing managers]) (Influence is all relative- Absolute power of the "influencer" and "influencee" isn't as important as the disparity between them.

Pressure

Is the use of coercive power through threats and demands.

Ingratiation

Is the use of favors, complements, or friendly behavior to make the target feel better about the influencer.

Rational Persuasion

Is the use of logical arguments and hard facts to show the target that the request is worthwhile one.

Leadership

Is the use of power and influence to direct the activities of followers toward goal achievement.

Exchange Tactic

Is used when the requestor offers a reward or resource to the target in return for performing a request.

Coalitions

Occur when the influencer enlists other people to help influence the target. (Influence tactics tend to be most successful when used in combination.) (The influence tactics that tend to be most successful are those that are "softer" in nature. *Ration persuasion, consultation, inspirational appeals, and collaboration*)

Compliance

Occurs when targets of influence are willing to do to what the leader asks, but they do it with a degree of ambivalence (behaviors but not attitudes).

Apprising

Occurs when the requestor clearly explains why performing the request will benefit the target personally.

Consultation

Occurs when the target is allowed to participate in deciding how to carry out or implement a request

Engagement

Occurs when the target of influence agrees with and becomes committed to the influence request (behaviors and attitudes).

Resistance

Occurs when the target refuses to perform the influence request and puts forth an effort to avoid having to do it.

Centrality

Represents how important a person's job is and how many people depend on that person to accomplish their tasks.