OB: power conflict and negotiation (Power (Bases of power (Coercive power:…
OB: power conflict and negotiation
Dependency: B's is dependent on a A when A possesses something that B needs. The greater the dependence the more power person A has. It can increase when the resource is important, scarce and non-sustitutable
Bases of power
Coercive power: a power base dependent on fear of negative results
Reward power: compliance achieved based on the ability to distribute rewards that others view as valuable
Legitimate power: the formal authority to control and use resources based on a person's position in the formal hierarchy
Expert power: influence based on special skills or knowledge
Referent power: influence based on possession by an individual of desirable resources or personal traits.
ways in which individuals translate power bases into specific actions.
nine influence tactics: legitimacy, rational persuasion, inspirational appeals, consultation, exchange, personal appeals, ingratiation, pressure, coalitions.
Rational persuasion, inspirational appeals and consultation is the most effective
Pressure is the least effective.
a process that begins when one party perceives that another party has negatively affected, or is about to negatively affect, something that the first party cares about.
Effects of conflict
Negative: slower decision making, deteriorating relationships, turnover, absenteeism
Positive: higher quality decisions, mutual understanding, earning, innovation
Relationship conflict: awareness of interpersonal incompatibilities
Task conflict: awareness of differences in viewpoints and opinions about content and goals of work
Process conflict: awareness of controversies about ...............................
distributive bargaining: negotiation that seeks to divide up a fixed amount of resources (a win-lose situation)
Integrative bargaining: negotation that seeks one or more settlements that can .........................