Organizational Change
Fear of losing job security and uncertainty about the future are common reasons for this reaction to organizational change.
What is resistance to change?
Key questions for this STAR Model element include, “What capabilities can create a competitive advantage?”
What is strategy?
This company is known for its self-management system, where employees rely on personal accountability instead of formal bosses.
What is Morning Star?
Negotiators who make this are more likely to anchor the negotiation in their favor.
What is the first offer?
The three factors that influence dependency and power are scarcity, importance, and this.
What is substitutability?
The final stage of Lewin’s change model, involving the reinforcement of new behaviors, is called this.
What is refreezing?
The STAR Model emphasizes the need for all elements to be consistent and mutually reinforcing.
What is alignment?
This strategy for change involves breaking down a large goal into manageable, motivating steps.
What is shrinking the change?
According to research, these can be developed through deliberate practice and behavioral cultivation.
What are leadership skills?
The process that involves attracting, selecting, and retaining employees who fit well with an organization's culture.
What is attraction-selection-attrition (ASA)?
This step involves developing a clear picture of the desired future state of the organization.
What is creating a vision?
Grouping jobs into units based on function, product, customer, or geography is known as this.
What is departmentalization?
This is the lowest outcome you’re willing to accept in a negotiation before walking away.
What is reservation/resistance/walkaway price/point?
Boeing shifted from being engineering-driven to being focused on this, leading to safety and quality concerns.
What is profit?
This type of negotiation strategy focuses on creating a win-win outcome by collaborating to meet the needs of both parties?
What is integrative negotiation?
Kotter’s model begins with this step, which involves creating a compelling reason for change.
What is creating a sense of urgency?
This principle determines who reports to whom in an organization and establishes a clear line of authority.
What is chain of command?
This strategy for change involves breaking down a large goal into manageable, motivating steps.
What is shrinking the change?
Managing these is crucial for avoiding adversarial dynamics and achieving win-win outcomes during negotiations.
What are emotions?
This leadership theory suggests that the effectiveness of a leader depends on the fit between the leader's style and the situation. (The answer is NOT situational leadership)
What is contingency theory?
The names associated with the three-step and eight-step models are these, respectively.
What are Lewin and Kotter?
This structure allows decision-making authority to be distributed throughout various levels of the organization.
What is decentralization?
Hubert Joly avoided missteps at Best Buy by taking this crucial step to ensure changes addressed real needs.
What is diagnosing the problem?
This type of bargaining focuses on addressing underlying needs to create mutually beneficial solutions.
What is interest-based bargaining?
Flattering or making others feel good about themselves before attempting to persuade them is an example of this tactic.
What is ingratiation?