TMP 127 Lecture 18: School Notes

• School: UCSB
• Department: Technology Management Program
• Course: TMP 127
• Professor: Eric Zackrison

Document Summary

Effective listening - benefits: listen to themselves more carefully, state clearly their thinking and feelings, listen more carefully to the other party, less argumentative, prepared to incorporate other pov. Effective listening - barriers: distracted, emotionally involved, prejudgment, uninterested, tired, lack of comprehension, listening only for facts, we don"t know how. Power: ability to influence behavior of others & resist unwanted influence in return. Contingency factors: leaders better able to use their power to influence others when they have, low substitutability, high discretion, high centrality, high visibility. Influence: use of an actual behavior that causes behavioral or attitudinal changes in others - most frequently occurs downward (managers influencing employees) but can also be lateral (peers influencing peers) or upward (employees influencing managers) Power and influence in action: leaders can use power & influence to navigate political environment in the organization and resolve conflicts within the organization.