TMP 127 Final Study Guide

Give an example of a manageable questions.

"Could you explain the reasons for your decisions?" "What is your feeling on the matter?"

Give an example of an unmanageable questions.

"you wouldn't want to make us look bad, would you?" "Haven't we spent enough time on this crazy idea?"

What are the different bureaucratic structures?

Functional, multi-divisional, product, geographic, client, matrix

What are the three components of Organization Culture?

Observable artifacts, espoused values, basic underlying assumptions

What are the sources of leader power?

Personal, positional, informational

define an organizational chart

a drawing that represents every job in the org and the formal reporting relationships between those jobs

What is framing? (negotiation)

a point of view or perspective we bring to an interaction, how we view a situation can affect how willing we are to engage in a negotiation and even our goals, helps focus attention on the priorities you want to emphasize

what are paper and pencil tests?

ability and personality tests

what is networked culture?

all employees are friendly to one another, but everyone thinks differently and does their own thing, conducive to highly creative organizations

what are the pros of matrix structure?

allows for flexibility, can adapt more quickly to the environment

What does narrow span of control allow?

allows managers to be more hands-on with employees, giving them an opportunity to use directive leadership styles while developing close mentoring relationships with employees, especially important if manager has substantially more skill or expertise than the subordinates

What are the pros of a multi-divisional structures?

allows managers to specialize in one product, geographic, or market area, managers become experts in their area, corporate managers do not need to direct supervision of the division, divisional management improves the use of resources

what is the chain of command?

answers the questions of "who reports to whom?", every employee has one person to whom they report, the specific flow of authority down through the levels of an organization's structure

What are the phases of socialization?

anticipatory stage, encounter stage, understanding and adaptation stage

When does decentralization become necessary?

as a company grows larger

what are ability tests?

assess the extent to which applicants possess the skills necessary for job performance, such as verbal comprehension or numerical skills

what is collaboration influence?

assistance or resources offered in exchange for a request

What is ingratiation?

attempting to get a target in a good mood before making a request

What are geographic structures?

based around locations where company does business, functions placed under manager responsible for a specific location,

what is distributive bargaining?

based on the attempt to divide up a fixed "pie" or amount of resources, resulting in a win-lose situation, negotiators typically take an adversarial posture to dividing a fixed amount of resources

what is the encounter stage?

begins the day an employee starts work. some things can only be learned once a person becomes an organizational insider.

What is anchoring? (negotiation)

can be accomplished by a seller's listed price, or an initial offer made by a buyer or job candidate

What are the cons of matrix structures?

can be stressful and confusing reporting to two bosses

What is cultivating positive emotions? (negotiation)

can help negotiators by increasing their willingness to seek mutually beneficial solutions and improving their ability to engage in creative thinking

What is questioning? (negotiation)

can help steer the discussion toward desirable issues in a more subtle way

What are the characteristics of a tall org?

centralized authority, many levels of authority, narrow spans of control, potential for communication problems, upper-level management might find it complicated communicating with lower-level management

What are the two major forces of organizational change?

changes in leadership, mergers and acquisitions

What are the key components of preparation and planning?

clarify what you want, develop and frame, create a strategy

what are the key components of clarifying and justifying your case?

clarify your interests, use a frame to make your case persuasive, use questions to understand others' interests, share relevant information that supports your case

What are stories?

consist of anecdotes, accounts, legends, and myths that are passed down from cohort to cohort within an organization. Telling stories can be a major mechanism through which leaders and employees describe what the company values or finds important

What are the five different specific cultural types?

customer service, safety, diversity, sustainability, creativity

What are the characteristics of a flat org?

decentralized authority, fewer levels of authority relative to company size, wide spans of control, lower level managers and nonmanagerial employees have the right to make important decisions about org resources, more flexible, empowering of employees

What is agenda setting? (negotiation)

decide key issues to discuss and allocate time accordingly

what are inspirational appeals?

designed to arouse anthusiasm/emotions

What are the pros of having a strong culture?

differentiate from other organizations, allows employees to easily identify themselves within the org, facilitates desired behaviors among employees, creates stability

What is another term for work specialization?

division of labor

What are the cons of a multi-divisional structures?

duplication of functions across the organization (HR, finance, marketing) is inefficient

What are the cons of functional structure?

employees don't communicate as well across functions as they do within functions, preoccupied with own department and lose sight of organizational goals

what is mercenary culture?

employees tend to think alike but aren't friendly towards one another, very political environments

What is the difference between espoused and enacted values?

espoused values are stated and explicit, enacted values are those represented by actual actions of the organization and its members

What is a 'strong culture'?

exists when employees definitively agree about the way things are supposed to happen within the organization and when their subsequent behaviors are consistent with those expectations (high consensus, high intensity)

What are the personal sources of leadership power?

expert and referent

What is creativity culture?

favors new ideas and innovation, affects both the quantity and quality of creative ideas within an organization

What are labor relations?

fifth component, encompass the steps that managers take to develop and maintain good working relationships with the labor unions that may represent their employee's interests

What is scripting? (negotiation)

first step, preparing your negotiation strat and clarify what you want and why you want it

what are the key components of bargaining and problem solving?

focus on problems, not people, focus on interests not positions, look forward not backward, select from options using principles, or objective criteria

What is customer service culture?

focused on service quality

What are physical ability tests?

for job requiring physical abilities such as firefighting, garbage collecting, and package delivery, measure strength and stamina as selection tools

What is sustainability culture?

fostered by the mission and values of many organizations, helping the greater social good, incredibility valuable in recruiting top talent as the culture resonates well with many of today's job applicants

What are symbols?

found throughout an organization, from its corporate logo to the images it places on its website to the uniforms its employees wear

What are the four different general culture types?

fragmented, mercenary, networked, communcal

offer a brief explanation of orientation programs.

good way to start the socialization process, newcomer orientation session

What are product structures?

group business units around different products that the company produces, responsible for manufacturing, marketing, and doing research and development for the products in its own division

What is an arbitrator in a three party negotiation?

has legal power to bind both parties to an agreement determined by the arbitrator, cost-effective and time effective alternative to litigation, disadvantage neither party is involved in generating the ultimate solution

What is a mediator in a three party negotiation?

has no stake in the outcome of the agreement, low-cost, controls the process but does not control the outcome

What is diversity culture?

having a culture of diversity, especially for larger organizations with many employees

What is summarizing? (negotiation)

helps keep the discussion focused but can also help reduce redundancy

what is the goal of an organization chart?

helps members and outsiders understand how work is structured within the company

What are the pros of functional structure?

high degree of work specialization thats centrally coordinated, managers have expertise in an area and interact with others with the same type of expertise, encourages learning from others, easy for managers to monitor and evaluate workers

what is the ASA framework?

holds that potential employees will be attracted to organizations whose cultures match their own personality, orgs will select candidates based on whether their personalities fit the culture, those who do not fit will be unhappy or ineffective when working at the org

what does span of control effect?

how "tall" or "flat" its organization chart becomes

What is the normative appeal tactic? (verbal negotiation tactics)

i will appeal to a societal norm

What is the question tactic? (verbal negotiation tactics)

i will ask you something about yourself

What is the promise tactic? (verbal negotiation tactics)

i will do something if you will do something i want you to

What is the threat tactic? (verbal negotiation tactics)

i will do something you do not want me to do, if you do something i don't want you to do

What is the commitment tactic? (verbal negotiation tactics)

i will do something you want

What is the punishment tactic? (verbal negotiation tactics)

i will give you something negative now, on the spot

What is the reward tactic? (verbal negotiation tactics)

i will give you something positive now, on the spot

What is the command tactic? (verbal negotiation tactics)

i will order you to do something

What is the self-disclosure tactic? (verbal negotiation tactics)

i will tell you something about myself or important information

What is an example of an org with a "decentralized" structure?

if decision making is delegated to junior employees and these employees feel empowered to make decisions on their own

What is an example of an org with a "highly centralized" structure?

if only senior managers within a company have authority to make final decisions

What is the warning tactic? (verbal negotiation tactics)

if you do something I don't want you to, a third party will do something you do not want

What is the recommendation tactic? (verbal negotiation tactics)

if you do something i want you to do, a third party will do something you want

What is social proof principle? (persuasion)

if you make purchase decisions based on what you see in online reviews, you're proving how effective the principle of consensus can be

What is human resource management (HRM)?

includes all the activities managers engage in to attract and retain employees and to ensure they perform at a high level and contribute to the accomplishment of org goals

list the benefits of developing negotiation skills.

increase your salary, profits, and marketability, save time and money, and grief, improve relationships, reduce the number and severity of conflicts, reduce stress

What are the moderately effective influence tactics?

ingratiation, personal appeals, apprising

What are the different selection tools for new hires?

interviews, background information, references, performance tests, physical ability tests, paper and pencil tests

What is authority principle? (persuasion)

involves referencing experts and expertise

What is reward leader power?

involves the potential to influence due to one's control over desired resources, influence on others through the ability to administer rewards

What happens if followers have greater amounts of expert power?

leader may be unable to influence them using expert power alone

What are the three types of positional power?

legitimate, reward, coersive

what is rational persuasion?

logical arguments, factual evidence

What are the five factors that impact the ability for leaders to influence others?

low substitutability, high discretion, high centrality, high visibility, level of crisis

What are the cons of having a strong culture?

makes merging difficult, attracts similar people risking diversity, create extreme behavior among employees, makes adapting to environmental changes difficult

What is a structured interview?

managers ask each applicant the same standard questions

What is reciprocity principle? (persuasion)

means that when you give something to somebody, they feel obligated to give something back to you in return, even by only saying "thank you"

What are performance tests?

measure job applicants' performance on actual job tasks

what are personality tests?

measure personality traits and characteristics relevant to job performance

What is a matrix structure?

more complex design that try to take advantage of two types of structures at the same time

What happens to subordinates when leaders use personal power?

more motivation and satisfaction, less absent, better performance

offer a brief explanation of realistic job previews.

occur during the anticipatory stage of socialization, most inexpensive and effective ways of reducing early turnover rates

What are multi-divisional structures?

organizational forms in which employees are grouped into divisions around products, geographic regions, or clients, each division operates relatively autonomously from the others and have their own functional groups

what is communal culture?

organizations with friendly employees who all think alike

how are organizational designs formed?

orgs don't just let structure form, they proactively design it to match circumstances and needs

What is scarcity principle? (persuasion)

people are naturally attracted to the rare and exclusive. If they are convinced that they need to act now or it will disappear, they are motivated to act

What is liking principle? (persuasion)

people like those that like them and are like them, making a purchase based on what you see in online reviews

What is legitimate leader power?

power depends on person's organizational role, formal or official authority

What are the five stages of negotiation?

preparation and planning, defining ground rules, clarifying and justifying your case, bargaining and problem solving, closure and implementation

What are the least effective influence tactics?

pressure tactics, exchange, coalition tactics

what is an unstructured interview?

proceeds similar to an ordinary conversation, interviewer feels free to ask probing questions to discover what the applicant is like and does not ask fixed set of questions

offer a brief explanation of mentoring

process by which a junior-level employee develops a relationships with a senior-level employee. mentor provides social knowledge, resources, and psychological support throughout the protege's time at the company

What is strategic human resource management?

process by which managers design the components of an HRM system to be consistent with each other, with other elements of organizational architecture, and with the organization's strategy and goals

what are the most effective influence tactics?

rational persuasion, consultation, inspirational appeals, collaboration

Identify three ways the book argues you can improve socialization in ways that reduce turnover and adapt to the organization?

realistic job previews, orientation programs, mentoring

What are the 6 persuasion principle identified by cialidini?

reciprocity, scarcity, authority, commitment and consistency, social proof, liking

What are the five components of an HRMS?

recruitment and selection, training and development, performance appraisal and feedback, pay and benefits, labor relations

What are references in the hiring process?

references from former employees or other knowledgable sources who know the applicants' skills, abilities, and other personal characteristics

What is language?

reflects the jargon, slang, and slogans used within the walls of an organization

What is centralization?

reflects where decisions are formally made in an org

What is the span of control?

represents how many employees someone is responsible for in an org,

What is classifies as background information?

resumes, applications, and sometimes background checks

Why would an org establish geographic structures?

revolve around the different tastes of customers in different regions, the size of the locations that need to be covered by salespeople, or the manufacturing and distribution of a product is better served by geographic breakdown

What are physical structures?

say a lot about culture, is the workplace open? Does the top management work in a separate section of the building?

What are the key strategies for negotiating effectively?

scripting, agenda setting, anchoring, cultivating positive emotions, framing, questioning, summarizing

What is training and development?

second component of HRM, managers ensure that org members develop skills and abilities that will enable them to perform their jobs effectively

What are the key components of defining ground rules?

set an agenda, agree on what to do if an agreement is not reached, discuss what is not acceptable i.e. yelling, discuss standards or objective criteria

What is the anticipatory stage?

starts the moment a potential employee hears the name of the organization, bulk of the information acquired during this stage occurs during the recruitment and selection processes that employees go through

What are the outcomes on commitment in person-organization fit?

strong positive effect on commitment, employees who fit with their organization tend to have higher levels of affective commitment

What are the two types of interviews?

structured and unstructured

What is better a structured or unstructured interview?

structured are superior because they are more likely to yield information that will help identify qualified candidates, less subjective, and less influences by the interviewer's biases

What are the 6 types of observable artifacts?

symbols, physical structures, language, stories, rituals, ceremonies

What is a consultant in a three party negotiation?

teaches and advises the negotiating parties on skills and techniques of negotiation, assists both sides

What are espoused values?

the beliefs, philosophies, and norms that a company explicitly states. Can range from published documents to verbal statements made to employees by executives and managers

Define power.

the capacity to produce effects on others or the potential to influence others

What are rituals?

the daily or weekly planned routines that occur in an organization

What is person-organization fit?

the degree to which a person's personality and values match the culture of an organization. employees judge fit by thinking about the values they prioritize the most, then judging whether the organization shares those values

what is safety culture?

the degree to which safe behaviors at work are viewed as expected and valued

what is the understanding and adaptation stage?

the final stage of socialization, newcomers come to learn the content areas of socialize and internalize the norms and expected behaviors of the organization

What is recruitment and selection?

the first component of an HRM system, to attract new hires who have the abilities, skills, and experiences to help achieve org goals

What are ceremonies?

the formal events, generally performed in front of an audience of organizational members

what are pay and benefits?

the fourth component, rewarding high-performing organization members with pay raises and bonuses, increase the likelihood that an org most valued human resources will be motivated to continue their high levels of contribution, benefits such as health insurance are important outcomes that employees receive by virtue of their membership in an org

What are observable artifacts?

the manifestations of an organizations culture that employees can easily see or talk about

What is the functional bureaucratic structure?

the most basic, employees are grouped according to function they perform for the organization (ex. marketing, finance, ect.)

What is referent leader power?

the potential influence one has due to the strength of their relationship between the leader and their followers

What is coersive leader power?

the potential to influence others through the administration of negative sanctions or the removal of positive events, ability to control through the fear of punishment

What is expert leader power?

the power of knowledge, influence others through their relative expertise in particular areas

what is socialization?

the primary process by which employees learn the social knowledge that enables them to understand and adapt to the organization's culture. process that starts before an employee starts works and end when the employee leaves the organization

What is organization design?

the process of creating, selecting, or changing the structure of an organization

what are basic underlying assumptions?

the taken-for-granted beliefs and philosophies that are so ingrained that employees simply act on them rather than questioning the validity of their behavior in a given situation

What is work specialization?

the way in which tasks in an organization are divided into separate jobs, never-ending trade-off among productivity, flexibility, and worker motivation

What is performance appraisal and feedback?

third component, serves to purposes, first to give managers the information they need to make good HR decisions, and reward org members

What is a conciliator in a three party negotiation?

trusted third party whose role is to ensure that a steady flow of accurate information exists between the negotiating parties, does not rule on an agreement, but merely counsels the parties about ways to approach the agreement and ways to view the information that is being presented

what are the key components of closure and implementation?

verbally summarize what both parties agreed to, review key points to ensure understanding, draft agreement in writing, have both parties sign agreement

What are the outcomes on performance in person-organization fit?

weak positive effect on performance, tend to have slightly higher levels of task performance with effects on citizenship behavior slightly stronger

what are personal appeals?

when a target is asked to do a favor out of friendship

What is exchange in regards to influence tactics?

when a target is influenced through the exchange of favors

What are coalition tactics?

when agents seek the help of others to influence the target

What is fragmented culture?

when employees are distant and disconnected from one another

what is a reality shock?

when employees compare the information they acquired as outsiders to what they now know as insiders, when the two sets of information do not quite match

what is integrative bargaining?

when negotiators believe that a win-win situation exists and can be reached, there is a chance that both parties can achieve their primary objectives without either feeling they lost, goal is to collaborate and generate one or more creative solutions that are acceptable to both parties

what is a client structure?

when organization have a very large number of customers that all act in a similar way, orgs might organize their business around serving those customers

What is consultation?

when targets are asked to participate in planning

what is apprising in influence?

when the target will personally benefit from the request

What is formalization?

when there are many specific rules and procedures used to standardize behaviors and decisions, rules and procedures are a necessary mechanism for control in every organization

What are pressure tactics?

when threats or persistent reminders are used to influence targets

What is commitment principle? (persuasion)

when you commit to something, you feel obligated to follow through on it