Negotiation
This is the first stage of the negotiation process, where parties prepare their goals, interests, and alternatives. This stage is often overlooked, to a negotiator's detriment.
What is preparation?
Extraversion and emotional intelligence are two traits often associated with this category of approaches to understanding leadership.
What are trait approaches?
This stage of team development is characterized by the team beginning to test boundaries and experiencing conflict over control and processes.
What is the storming stage?
This type of power comes from possessing specialized knowledge or skills that others find valuable.
What is expert power?
The three levels of organizational culture are artifacts, espoused values, and this.
What are underlying assumptions?
The acronym BATNA stands for this in the context of negotiation.
What is Best Alternative to a Negotiated Agreement?
Leadership is about influencing change, while this is about providing stability within processes.
What is management?
When team members work independently, combining their individual outputs to achieve a goal, they exhibit this type of task interdependence.
What is pooled interdependence?
Flattering or making others feel good about themselves before attempting to persuade them is an example of this tactic.
What is ingratiation?
An organization with a high degree of shared values and norms among its members is said to have this type of culture.
What is a strong culture?
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?
This leadership style allows employees significant freedom to make decisions and determine how to accomplish tasks.
What is laissez-faire or free-rein leadership?
The "social glue" that binds team members and contributes to productivity and satisfaction.
What is cohesion?
This influence tactic involves gaining support by asking others for their input in developing an idea or decision.
What is consultation?
This type of subculture exists in opposition to the dominant organizational culture and is often centered around a charismatic leader.
What is a counterculture?
This approach to negotiation views it as a competition where one party's gain is another party's loss.
What is distributive negotiation?
This leadership style is recommended when followers have high competence and high commitment.
What is delegating?
When managed effectively, this can foster creativity and improve decision-making within a team.
What is conflict?
The three factors that influence dependency and power are scarcity, importance, and this.
What is substitutability?
This type of culture focuses on customer satisfaction and often involves empowering employees to resolve customer issues autonomously.
What is a service culture?
When negotiators become fixated on their positions rather than underlying interests, it is called this.
What is positional bargaining?
This leadership theory suggests that the effectiveness of a leader depends on the fit between the leader's style and the situation.
What is contingency theory?
This term describes the tendency for individuals to contribute less effort in a group setting than when working alone.
What is social loafing?
Research shows this influence tactic, involving enthusiasm and emotional appeals, is highly effective for gaining commitment.
What is inspirational appeal?
The process that involves attracting, selecting, and retaining employees who fit well with an organization’s culture.
What is attraction-selection-attrition (ASA)?