MGT 3404 Exam 4

Common Influence Tactics?

1. Rational persuasion 2. Inspirational appeals 3. Consultation 4. Ingratiation 5. Personal appeals 6. Exchange 7. Coalition tactics 8. Pressure 9. Legitimating tactics

Four Key Behaviors of Transformational Leaders?

1. inspirational motivation 2. idealized influence 3. individualized consideration 4. intellectual stimulation

four devices for stimulating constructive conflict are?

1. spurring competition among employees 2. changing the organization's culture and procedures 3. bringing in outsiders for new perspectives 4. using programmed conflict to elicit different opinions without inciting people's personal feelings

Building Effective Teams includes?

Collaboration, Trust, Performance, Motivation, team Composition, Roles Norms

(five conflict-handling styles) both parties give up something to gain something?

Compromising

what is an increasingly valued task-oriented trait?

Cross-cultural competency

(five conflict-handling styles) ordering an outcome?

Dominating / Forcing

(five conflict-handling styles) confront the issue and cooperatively identify the problem, generating and weighing alternatives and selecting a solution?

Integrating

So What Do We Know about Transformational Leadership?

It Can Be Used to Train Employees at Any Level, You Can Prepare and Practice Being Transformational, and It Should be Used for Ethical Reasons

four key issues with workplace communications?

Leaders and employees aren't on the same page, Context is missing, Data is incomplete, and Insights aren't accessible

(Six sources of power) Influencing Behavior Because of One's Formal Position?

Legitimate Power

Six sources of power include?

Legitimate Power, reward power, coercive power, expert power, referent power, and informational power

(five conflict-handling styles) allows the desires of the other party to prevail?

Obliging/ Accommodating

no message gets sent Example: If a manager has an idea but is afraid to voice it because he or she fears criticism, then obviously no message gets sent, is what barrier?

Sender barrier

what leadership is an essential prerequisite to effective leadership, and the best leaders learn to display both transactional and transformational styles of leadership

Transactional

The Best Leaders Are Both?

Transactional and Transformational

what leadership leads to superior performance when it adds to transactional leadership.

Transformational

I'm seeing the real you." People tend to trust you if they believe you're being your genuine self. this is?

authenticity

(five conflict-handling styles) ignoring or suppressing a conflict?

avoiding

low concern for self and high concern for others?

avoiding

there are five conflict-handling styles which are?

avoiding, obliging/accommodating, dominating, compromising, and integrating

what approaches try to determine the unique behaviors displayed by effective leaders?

behavioral leadership

to maximize the use of organizational assets leaders need?

business skills

(Common Influence Tactics) Getting others to support your efforts to persuade someone?

coalition tactics

(Six sources of power) Influencing Behavior by Threatening or Giving Punishment?

coercive power

to identify problems and their causes in rapidly changing situations leaders need?

cognitive abilities

four basic skills for leaders?

cognitive abilities, interpersonal skills, business skills, strategic skills

the act of sharing information and coordinating efforts to achieve a collective outcome, the Foundation of Teamwork?

collaboration

to draft an organization's mission, vision, strategies, and implementation plans leaders need?

conceptual skills

The positive and "dark triad" traits suggest the qualities that are?

conducive and detrimental to success in leadership roles

A process in which one party perceives that its interests are being opposed or negatively affected by another party, simply disagreement, a perfectly normal state of affairs?

conflict

(Common Influence Tactics) Getting others to participate in planning, decision making, and changes?

consultation

(Barriers to communication) Language differences and Style differences?

cross-cultural barriers

(four kinds of conflict) clashes between cultures, is what type of conflict?

cross-cultural conflicts

the recipient doesn't understand the message Example: You pulled an all-nighter traveling back from spring break and today your brain is fuzzy and unfocused during class lectures, is what barrier?

decoding barrier

High concern for self and high concern for others?

dominating

bad conflict, conflict that hinders the organization's performance or threatens its interests is?

dysfunctional conflict

"You care about me and my success." People will trust you if they believe you really care about them, this is?

empathy

the message is not expressed correctly Example: If people have a different first language, the meaning of words can be misinterpreted, is what barrier?

encoding barrier

(four kinds of conflict) clashes because of what others have, is what type of conflict?

envy-based conflicts

(Common Influence Tactics) Making explicit or implied promises and trading favors?

exchange

(Six sources of power) Influencing Behavior Because of One's Expertise?

expert power

positive interpersonal attributes?

extraversion, agreeableness, emotional intelligence

the recipient doesn't respond Example: You give someone driving directions, but since they only nod their heads and don't repeat the directions back to you, you don't really know whether you were understood, is what barrier?

feedback barrier

leadership along a range of styles (from passive to transactional to transformational), with the most effective being transactional/transformational leaders?

full-range

good conflict, Conflict which benefits the main purposes of the organization and serves its interests. is?

functional/productive conflict

(Barriers to communication) Two general statements about gender and communication differences: Some observable differences in communication across the gender spectrum, Most of these differences likely are the result of socialization rather than biology?

gender differences

(Four Key Behaviors of Transformational Leaders) "We are here to do the right thing."?

idealized influence

(Four Key Behaviors of Transformational Leaders) "You have the opportunity here to grow and excel."?

individualized consideration

You don't have to be a leader in name to be a leader!! Within many organizations, you'll find what leaders in particular areas

informal

(Six sources of power) Influencing Behavior Because of the Logical and/or Valuable Information One Communicates?

informational power

(Common Influence Tactics) Getting someone in a good mood prior to making a request.?

ingratiation

(Common Influence Tactics) Trying to build enthusiasm by appealing to others' emotions, ideals, or values?

inspirational appeals

(Four Key Behaviors of Transformational Leaders) "Let me share a vision that transcends us all."?

inspirational motivation

High concern for self and low concern for others?

integrating

(Four Key Behaviors of Transformational Leaders) "Let me describe the great challenges we can conquer together."?

intellectual stimulation

positive task-oriented traits?

intelligence, conscientiousness, open to experience, emotional stability, and positive affect

(four kinds of conflict) clashes among workgroups, teams, and departments, is what type of conflict?

intergroup conflicts

to influence and persuade others leaders need?

interpersonal skills

- being visionary - Being inspiring, setting the tone, and articulating the vision - Managing people - Being inspirational (charismatic) - Acting decisively - Putting people first—responding to and acting for followers - Mistakes can happen when leaders choose the wrong goal, direction, or inspiration; overlead; or fail to implement the vision - Coping with change—organizations need leadership to direct the constant change necessary for survival in today's dynamic business landscape this is being a?

leader

the ability to influence employees to voluntarily pursue organizational goals?

leadership

what varies along a full range of leadership styles, from passive (laissez-faire) "leadership" atone extreme, through transactional leadership, to transformational leadership at the other extreme.

leadership behavior

We cannot ignore the implications of?

leadership traits

(Common Influence Tactics) Basing a request on authority or right, organizational rules or policies, or explicit/implied support from superiors?

legitimating tactics

"Your reasoning and judgment make sense." You stand a better chance of having people trust you if they have faith in your judgment and competence. this is?

logic

- Planning, organizing, directing, controlling - Executing plans and delivering goods and services - Managing resources - Being conscientious - Acting responsibly - Putting customers first—responding to and acting for customers - Mistakes can happen when managers don't appreciate people are the key resource, underlead by treating people like other resources, or fail to be held accountable - Coping with complexity—complex organizations are chaotic without good management this is being a?

manager

Influencing followers to internalize, and Committing to a set of shared goals, and facilitating the group and individual work that is needed to accomplish those goals?

managerial leadership

Managerial leadership may be demonstrated by?

managers and also by those who exercise leadership on a daily basis

the communication channel is blocked, This includes empathy, allowing you to show others that you care, and organizational intuition, so you keenly understand how your emotions and actions affect others, is what barrier?

medium barrier

negative interpersonal attributes?

narcissism, Machiavellianism, psychopathy

(Barriers to communication) how unwritten and unspoken messages may mislead, Eye contact, Facial expressions, Body movements and gestures, Touch?

nonverbal communication

Unwritten Rules for Team Members?

norms

low concern for self and low concern for others?

obliging

(Common Influence Tactics) Referring to friendship and loyalty when making a request or asking a friend to do a favor?

personal appeals

(Barriers to communication) individual attributes that hinder communication, variable skills in communicating effectively, Variations in the way we process and interpret information, Variations in trustworthiness and credibility, Attentional issues, and Generational differences?

personal behaviors

(four kinds of conflict) clashes because of personal dislikes or disagreements, is what type of conflict?

personality conflicts

Four kinds of conflict are?

personality, envy, intergroup, and cross-cultural

(Barriers to communication) sound, time, space, technology issues, noise, and physical distance,?

physical barriers

Barriers to communication include?

physical barriers, personal barriers, cross-cultural barriers, nonverbal communication, and gender differences

is the ability to marshal human, informational, and other resources to get something done

power

(Common Influence Tactics) Demanding compliance or using intimidation or threats?

pressure

(Common Influence Tactics) Trying to convince someone with reason, logic, or facts?

rational persuasion

no message gets received Example: Because you were texting during a class lecture, you weren't listening when the professor announced a new assignment due to tomorrow, is what barrier?

receiver barrier

(Six sources of power) Influencing Behavior Because of One's Personal Attraction?

referent power

primarily concerned with the leader's interaction with his or her people?

relationship-oriented leadership

How to Use the Tactics to Influence Outcomes?

rely on the core, be authentic, consult rather than legitimate, ingratiation is not a good long-term strategy, be subtle, and learn to influence

(Six sources of power) influencing Behavior by Promising or Giving Rewards?

reward power

How Team Members Are Expected to Behave?

roles

Organizations may want to include personality and trait assessments in their?

selection and evaluation processes

different types of barriers include:

sender barrier, encoding barrier, medium barrier, decoding barrier, receiver barrier, and feedback barrier

behaviors that ensure that people, equipment, and other resources are used in an efficient way to accomplish the mission of a group or organization?

task-oriented

two categories of behavior?

task-oriented behavior and relationship oriented behavior

however, constructive, or functional, conflict benefits?

the main purposes of the organization and serves its interests

what can lead to inactivity?

too little conflict

what can lead to warfare?

too much conflict

attempt to identify distinctive characteristics that account for the effectiveness of leaders

trait approaches to leadership

focuses on clarifying employees' roles and task requirements and providing rewards and punishments contingent on performance?

transactional leadership

transforms employees to pursue organizational goals over self-interests?

transformational leadership

reciprocal faith in others' intentions and behaviors.?

trust

who occupy a growing but still very small number of CEO and top management positions in the united states?

women