Org Beh CH13

  1. A capacity that 7 has to influence the behavior of 6 so that 6 acts in accordance with 7's wishes.
  2. 6's relationship to 7 when 7 possesses something that 6 requires.
  3. A power base that is dependent on fear of the negative results from failing to comply.
    Coercive Power
  4. Compliance achieved based on the ability to distribute rewards that others view as valuable
    Reward power
  5. The power a person receives as a result of his or her position in the formal hierarchy of an organization.
    Legitimate Power
  6. Influence based on special skills or knowledge.
    Expert Power
  7. Influence based on identification with a person who has desirable resources or personal traits.
    Referent Power
  8. Ways in which individuals translate power bases into specific actions.
    Power tactics
  9. Legitimacy, Rational Persuasion, Inspirational Appeal, Consultation, Exchange, Personal Appeal, Ingratiation, Pressure, Coalitions.
    Nine Distinct Influence Tactics
  10. Relying on your authority position or saying a request accords with organizational policies or rules.
  11. Presenting logical arguments and factual evidence to demonstrate a request is reasonable
    Rational Persuasion
  12. Developing emotional commitment by appealing to a target's value, need, hopes, and aspirations.
    Inspirational Appeal
  13. Increasing support by involving the target in deciding how to accomplish your plan.
  14. Rewarding the target with benefits or favors in exchange for acceding to a request.
  15. Asking for compliance based on friendship or loyalty.
    Personal Appeal
  16. Using flattery, praise or friendly behavior prior to making a request.
  17. Using warnings, repeated demands and threats.
  18. Enlist the aid or support of others to persuade the target to agree.
  19. The ability to influence others in such a way as to enhance one's objectives.
    Political Skill
  20. Any unwanted activity of a sexual nature that affects an individual's employment and creates a hostile work environment.
    Sexual Harrassment
  21. Activities that are not required a job role but influences the distribution of advantages and disadvantages within an organization.
    Political Behavior
  22. A negotiation approach that treats the reward "pie' as fixed, so any gain one party achieves comes at the expense of the other(s)
    Zero-Sum Approach
  23. Reactive and protective behaviors to avoid action, blame or change.
    Defensive Behaviors
  24. The process by which individuals attempt to control the impression others form of them.
    Impression management
Card Set
Org Beh CH13
Power and Leadership