ADM 2341 Lecture Notes - Lecture 11: Negotiation
9 May 2016
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Document Summary
Power: ability to influence the behaviour of others and resist unwanted influence in return. 5 major types of power grouped into 2 dimensions. Legitimate power: derive from position of authority inside the org (formal authority) Reward power: when someone has control over the resources or rewards another person wants. Coercive power: when a person has control over punishments in the org. Expert power: derived from a persons expertise, skill, or knowledge on which others depend. Referent power: when others have a desire to be associated with a person. Degree to which a people have alternatives in accessing resource. Is the degree to which managers have the right to make decisions on their own. Represents how important (central) a persons job is. How aware others are of a leaders power and position. We can use tactics to influence others in an org towards org goals (figure 11-2) If power in orgs is used to further ones own self interests.
