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Chapter 11-12

ADMS 1000 Chapter Notes - Chapter 11-12: Fiedler Contingency Model

Administrative Studies
Course Code
ADMS 1000
Keith Lehrer

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Power chapter 11-12
Organization based:
Legitimate – authority of office (Webers bureaucracy)
Reward – financial/ other (if I pay you will you show up)
Coercive – punishment (firing)
Expert – specialized knowledge (criminal lawyer)
Referent – cf halo effect
Contingency factors
Substitutability – do employees have alternatives to obtain resources which power holder has
(School v-p)
Discretion – can power-holder act solo (gym teacher)
Centrality – how central is he to how many other roles (school accountant)
Visibility – how recognized is his power (school principle)
Influence tactics
Most effective – rational persuasion, consultation (now we will sit down and i will explain to you
why it is important to sit and listen)
Moderately effective personal appeals, exchange (you scratch my back i scratch yours)
Least effective – pressure, coalitions
Responses to influence attempts
Most effective – engagement, they get committed, buy in
Intermediate – compliance (indifferent acquiescence)
Least - resistance
Factors affecting organizational politics
-Personal characteristics:
-Perceives need for power
-Being a closely guarded person
-Having a strong manipulative propensity
5 types of conflict resolution
Competing – high assertiveness, low co-operation. Win-lose outcome
Avoiding – low assertiveness. No resolution
Accommodating – low assertiveness, high co-operation
Collaborating – high assertiveness, both parties work for best outcome, high trust
Compromising – moderate assertiveness losses and gains shared
Power and influence moderately correlated with job performance. Can facilitate task
performance and increase good citizenship behaviour.
Distributive bargaining – wage contracts, often win-lose
Integrative bargaining – more collaborative style win-win potential
Stages of negotiation
Preparation – included best alternatives to negotiated agreement
Exchanging information
Bargaining – goal: gain something out of this process
Closing and commitment – often formal agreement/contact
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