Management and Organizational Studies 2181A/B Lecture Notes - Lecture 10: Interpersonal Attraction, Conflict Resolution, Negotiation

• School: Western University
• Department: Management and Organizational Studies
• Course: Management and Organizational Studies 2181A/B
• Professor: Kyle Cameron

Document Summary

The ability to influence the behaviour of others and resists unwanted influence in return. Reward power: an agent"s ability to control the rewards that the target wants. Coercive power: based on the agent"s ability to cause an unpleasant experience for. Legitimate power: the agent has influential rights, based on position and mutual agreement. If people generally like you, good chance you"ll have the power to get them to do what you want) Expert power: the agent has knowledge that the target needs. (ex. Tech experts that the organization needs increases amount of power you have in negotiations) The use of an actual behaviour that causes behavioural or attitudinal changes in others. Influence can be multidirectional (downward, lateral and upward) The range in which attempts to influence a person will be perceived as legitimate and will be acted on without a great deal of thought. ** most effective the target is more internalized more committed to behavioural and attitudinal change.