ORGS 1000 Chapter Notes - Chapter 9+11: Femininity, Negative Affectivity, Individualism
11 Apr 2016
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Chapter 11: power, inluence, and negotiation power ability to inluence behaviour of others and resist unwanted inluence in return. Purpose: power in organizaions come from diferent sources. Personal power personal characterisics authority/posiion legiimate power: reward power: control of resources/beneits coercive power: ability to give punishments expert power: referent power: atraciveness and charisma experise/knowledge. Purpose: inluence tacics are most successful when used in combinaion. Most successful inluence tacics are soter uses personal forms of power (not organizaional) Efecive internalizaion: target agrees with and becomes commited to request compliance: do what leader asks but with some mixed feelings resistance: target refuses to perform request, and avoids it. Purpose: using inluence for conlict resoluion conlict when 2 or more people perceive their goals are in opposiion. Purpose: successful leaders are good at negoiaing outcomes of all types, with knowledge of power structures and how best to inluence other paries.
