MNGT Exam 4 Ch 13
(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
