MNGT Exam 4 Ch 13

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

accomodating

A process by which two parties resolve conflicts through the use of a specially trained, neutral third party

alternative dispute resolution

involves appearing to others to have high levels of honesty and geniuness

apparent sincerity

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

apprising

occurs when a third party determines a binding settlement to a dispute

arbitration

Want to be in pursuing their own goals

assertive

the 5 styles for handling conflict are a combinations of what

assertive and cooperative

(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

avoiding

the goal is for each party to walk away feeling like it has gained something of value

bargaining

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

centrality

entails the process of formalizing an agreement reached during the previous stage

closing and commitment

ocurs when the influenccer enlists other people to help influence the target

coalitions

exists when a person has control over punishments in an organization

coercive power

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

collaboration

attempting to make it easier for the target to complete the request

collaboration

(high assertiveness, low cooperation) occurs when one party attempts to get his or her own goals meet without concern for the other party's result

competing

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

compromise

with regard to the concerns of others

cooperative

influence can be seen as what

directional

the degree to which managers have the right to make deisions on their own

discretion

involves win-lose negotiating over a fixed-pie of resources

distributive bargaining

Influence most frequently occurs ____________- but can also be ____________ and ___________

downward. lateral, upward

Is the ability to effectively understand others at work and use that knowledge to influence others in ways that enhance personal and or organization objectives

political skills

can be defined as the ability to influence the behavior of others and resist unwanted influence in return

power

The what power if the influencer and influencee isn't as important as what between them

absolute. disparity

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

ingratiation

How many different styles ccan a leader use when handling conflict

5

Makes a ruling and you must abide by it

Arbitration

what describes each negotiator's bottom line

BATNA

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

Compliance

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

Consultation

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

Internalization

Can choose to listen to them or not

Mediation

What are the two sexual harassments

Quid pro quo, hostile work environment

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

exchange tactic

Each party makes a case for its position and attempts to put all favorable information on the table

exchanging information

What are the two personal powers

expert and referent

is derived from a person's expertise, skill, or knowledge on which other depend

expert power

compare yourself to others

high self-monitor

Creates an environment in which it is difficult for them to work

hostile work environment

Usually more than one event

hostile work environment

Is the use of an actual behavior that causes behavioral and attitudinal changes in others

influence

power can be seen as a ability to resist the what of others

influence attempts

what tends to be most successful when used in combination

influence tactics

what are the moderately effective influence tactics

ingratiation, personal appeals, apprising

A tactic designed to appeal to the targets values and ideals, thereby creating an emotional or attitudinal reaction

inspirational appeal

is aimed at accomplishing a win-win scenario

integrative bargaining

What are the three responses to influence tactics

internalization, compliance, resistance

involves having an unassuming and convincing personal style that's flexible enough to adapt to different situations

interpersonal influence

is the use of power and influence to direct the activities of followers towards goal achievement

leadership

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

legitimate power

What are the three organizational powers

legitimate, reward, coercive

avoiding is what

lose-lose

accomodating is

lose-win

minipulative and controlling

machiavellianism

requires a third party to facilitate the dispute resolution process, through this third party has no formal authority to dictate a solution

mediation

What are the two alternative dispute resolution

mediation and arbitration

power and influence are ___________ correlated with job performance

moderately

Is a process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences

negotiation

Is an adeptness at identifying and developing diverse contacts

networking ability

What are the political skills

networking ability, social astuteness, interpersonal influence, apparent sincerity

limited or changing resources, ambiguity in roles, performance pressure, unclear performance evaluations

organizational characteristics

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

organizational politics

What is the goal of dispute resolution

parties come to a voluntary agreement

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

personal appeals

Need for power, high self-monitor, Machiavellianism

personal characteristics

What are the stages of negotiation

prep, exchange information, bargaining, closing and commitment

each party determineds what its goal are for the negotiation and whether or not the other party has anything to offer

preparation

what is the most important stage of negotiating

preparation

is the use of coercive power through threats and demands

pressure

What are the least effective influence tactics

pressure, coalitions, exchange tactic

"This for that" sexual harassment

quid pro quo

Benefit or punishment contingent on submitting or rejecting

quid pro quo

Sexual harassment in which they control something

quid pro quo

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

rational persuasion

What are the most effective influence tactics

rational persuation, inspirational appeal, consultation, collaboration

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

referent power

Influence is all what

relative

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

resistance

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

reward power

is the tendency to observe others and accurately interpret their behavior

social astuteness

the influence tactics that tend to be most successful are those are what

softer in nature

is the degree to which people have alternatives in accessing resources

substitutability

What are the four contingency factors

substitutability, discretion, centrality, visibility

Just because a person has the ability to influence others does not mean what

they will

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

visibility

competing is what

win-lose

collaborating is what

win-win


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