Leadership
is the use of power and influence to direct the activities of followers toward goal achievement
Power
can be defined as the ability to influence the behavior of others and resist unwanted influence in return.
influence
is the use of an actual behavior that causes behavioral or attitudinal changes in others.
Legitimate Power
is derived from a position of authority inside the organization and is sometimes referred to as "formal authority.
Reward Power
exists when someone has control over the resources or rewards another person wants.
Coercive Power
exists when a person has control over punishments in an organization
Expert Power
is derived from a person's expertise, skill, or knowledge on which others depend.
Referent Power
exists when others have a desire to identify and be associated with a person.
Substitutability
is the degree to which people have alternatives in accessing resources. Leaders have more power when there are not substitutes for the rewards or resources the leader controls
Centrality
represents how important a person's job is and how many people depend on that person to accomplish their tasks. Leaders have more power when their role is important and interdependent with others in the organization.
Discretion
is the degree to which managers have the right to make decisions on their own. Leaders have more power when they have freedom to make his or her own decisions without being restrained by organizational rules
Visibility
is how aware others are of a leader's power and position. When others know about the leader and the resources he or she can provide, the leader will have more power
Rational Persuasion
is the use of logical arguments and hard facts to show the target that the request is a worthwhile one.
Inspirational Appeal
is a tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudinal reaction
Consultation
occurs when the target is allowed to participate in deciding how to carry out or implement a request.
Collaboration
by attempting to make it easier for the target to complete the request
Ingratiation
is the use of favors, complements, or friendly behavior to make the target feel better about the influencer.
Personal Appeals
are when the requestor asks for something based on personal friendship or loyalty
Exchange tactic
is used when the requestor offers a reward or resource to the target in return for performing a request.
Apprising
occurs when the requestor clearly explains why performing the request will benefit the target personally
Coalitions
occur when the influencer enlists other people to help influence the target.
Pressure
is the use of coercive power through threats and demands
Engagement
occurs when the target of influence agrees with and becomes committed to the influence request (behaviors and attitudes).
Compliance
occurs when targets of influence are willing to do to what the leader asks, but they do it with a degree of ambivalence (behavioral change but not attitude).
Resistance
occurs when the target refuses to perform the influence request and puts forth an effort to avoid having to do it (no change to behavior or attitude).
Competing
high assertiveness, low cooperation) occurs when one party attempts to get his or her own goals met without concern for the other party's results.
Win-lose approach occurring most often when one party has high levels of organizational power.
Avoiding
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.
Doesn't really resolve the conflict.
Usually results in an unfavorable resu
Accommodating
(low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way.
Appropriate when the issue is not important to the leader but very important to the other party or if the leader has less power than
Collaboration
high assertiveness, high cooperation) occurs when both parties work together to maximize outcomes.
Win-win approach requiring full sharing of info, full discussion of concerns, and relatively equal power.
Compromise
(moderate assertiveness, moderate cooperation) occurs when conflict is resolved through give-and-take concessions.
Negotiation is a process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different p
Autocratic Style
the leader makes the decision alone without asking for the opinions or suggestions of the employees in the work unit.
Consultative Style
the leader presents the problem to individual employees or a group of employees, asking for their opinions and suggestions before ultimately making the decision him- or herself.
Facilitative Style
the leader presents the problem to a group of employees and seeks consensus on a solution, making sure that his or her own opinion receives no more weight than anyone else's.
Delegative Style
the leader gives an individual employee or a group of employees the responsibility for making the decision within some set of specified boundary conditions.