Term
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Definition
| involves win–win situations in which one’s self-interest is served by cooperating actively and creatively with potential adversaries. |
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Term
| Three Possible Influence Outcomes |
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Definition
Commitment
substantial agreement followed by initiative and persistence in pursuit of common goals
Compliance
reluctant agreement requiring subsequent prodding to satisfy minimum requirements
Resistance
stalling, unproductive arguing, or outright rejection |
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Term
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Definition
| ability to marshal the human, informational, and material resources to get something done |
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Term
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Definition
| plans, self-doubts, mixed outcomes and concerns for others |
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Term
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Definition
| expressions of power for the sake of personal aggrandizement become paramount |
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Term
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Definition
| obtaining compliance by promising or granting rewards. |
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Term
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Definition
| obtaining compliance through threatened or actual punishment. |
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Term
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Definition
| obtaining compliance through formal authority. |
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Term
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Definition
| obtaining compliance through one’s knowledge or information. |
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Term
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Definition
| obtaining compliance through charisma or personal attraction. |
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Term
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Definition
| recognizing and releasing into the organization the power that people already have in their wealth of useful knowledge, experience, and internal motivation. |
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Term
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Definition
| process whereby employees play a direct role in setting goals, making decisions, solving problems, and making changes in the organization |
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Term
| Participative management helps employees fulfill three basic needs: |
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Definition
Autonomy
Meaningfulness of work
Interpersonal contact |
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Term
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Definition
the process of granting decision-making authority to lower-level employees
amounts to power distribution |
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Term
| Personal initiative is characterized by the following aspects: |
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Definition
consistent with the organization’s mission,
has a long-term focus,
goal-directed and action-oriented,
persistent in the face of barriers and setbacks
self-starting and proactive. |
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Term
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Definition
| How can you improve your leverage position |
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Term
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Definition
| How can your work make the business more successful? |
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Term
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Definition
| How can you enhance your reputation, especially with those who can achieve your goals? |
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Term
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Definition
| How can you increase your network of allies and supporters? |
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Term
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Definition
| intentional acts of influence to enhance or protect the self-interests of individuals or groups |
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Term
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Definition
| an informal group bound together by the active pursuit of a single issue |
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Term
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Definition
| the process by which people attempt to control or manipulate the reactions of others to images of themselves or their ideas |
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Term
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Definition
| manipulating information about one’s performance |
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Term
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Definition
| praising and doing favors for one’s supervisor |
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Term
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Definition
| presenting oneself as a polite and nice person |
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