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Lecture 5

Week 5_Lecture9.docx

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York University
Administrative Studies
ADMS 2400
Sabrina Deutsch Salamon

ADMS2400 JUNE.6 WEEK 5_Lecture 9 Power, Conflict and Negotiation 1 Topic: Power, Conflict and Negotiation  Learning Objectives ► Power & Influence  types of power  types of responses to influence ► Conflict  types of conflict ► Principles of Effective Negotiation  Exercise  Power ► Power is the ability to influence the behaviour of others and resist unwanted influence in return  Organizational Power ► 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.  Personal Power ► Personal Power  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.  Influence ► Influence is the use of an actual behaviour that causes behavioural or attitudinal changes in others.  Influence is directional  Most frequently occurs downward (managers influencing employees) but can also be lateral (peers influencing peers) or upward (employees influencing managers).  Influence is relative  Absolute power of the “influencer” and “influence” isn‟t as important as the disparity between them.  Influence Tactics ► Rational persuasion is the use of logical arguments and hard facts to show the target that the request is a worthwhile one. ► An inspirational appeal is 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. ► An individual uses collaboration by attempting to make it easier for the target to complete the request. ► Ingratiation is the use of favors, complements, or friendly behaviour to make the target feel better about the influencer. ► Personal appeals are when the requestor asks for something based on personal friendshi
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