HROB 2100 Lecture Notes - Lecture 9: Best Alternative To A Negotiated Agreement, Ingratiation, Power Control

• School: University of Guelph
• Department: Human Resources and Organizational Behaviour
• Course: HROB 2100
• Professor: Tom Medcof

Document Summary

Power- the potential to influence other people and resist unwanted influence in return: perception. Personal power: expert power- personal expertise, skill or knowledge ex. Electrical telling you to rewire your house or you many have a problem and you will do it: referent power- people wanting to do what you ask them to do because they like you. Influence tactics: convert power into actually influence over others: rational persuasion. Inspiration: consultation, ingratiation, personal appeals, exchange, coalition formation, pressure, legitimacy. Conflict- the process in wish one party perceives that its interest are being opposed or negatively affected by another party. Interpersonal conflict handling styles: win-won orientation: believe parties will find a mutually beneficial solution, win-lose orientation: belief that the more one party receives, the less the other receives. Best alternative to negotiated agreement (batna: showing a car dealer an alternative car that is the same with a lower car.