Two or more individuals, interacting and interdependent, who have come together to achieve particular objectives
What is a group?
100
Represents an ability to affect outcomes and depends on personal characteristics and expertise
What is influence
100
A process in which two or more parties decide how to allocate scare resources or how to resolve a conflict.
What is negotiation?
100
A process in which two or more parties decide how to allocate scarce resources or how to resolve a conflict.
What is negotiation?
100
The degree to which tasks in the organization are subdivided into separate jobs (division of labor): high or generalized
What is work specialization?
200
Acceptable standards of behavior within a group that are shared by the group's members that express what they ought and ought not to do under certain circumstances
What are group norms?
200
Legitimate power which is vested in leaders within formal organizations
What is authority?
200
Based on the ability to distribute reward
What is reward power?
200
Negotiation that seeks to divide up a fixed amount of resources; a win-lose situation.
What is distributive bargaining?
200
The basis by which organizations are divided into smaller units. Grouping activities by: function, product, geography, process, customer
What is departmentalization?
300
Groups within the organization's structure, with designated work assignments (example: command groups and task groups)
versus:
Groups not within the organization's structure (example: interest groups and friendship groups)
What is Formal versus informal groups
300
To influence a group of organizational members toward the achievement of goals versus to use authority to obtain compliance from organizational members
What is leadership versus management?
300
Based on the ability to special skills and knowledge
What is expert power?
300
Negotiation that seeks one or more settlements to create a win-win situation
What is integrative bargaining?
300
The number os subordinates a manager can efficiently and effectively direct. Narrow or wide, flat or tall
What is the span of control?
400
Gaining acceptance by adjusting one's behavior to align with the norms of the group.
AND
Degree to which group members are attracted to each other and are motivated to stay in the group.
What is conformity and cohesiveness
400
Idealized influence, individualized consideration, inspirational motivation, intellectual stimulation are all found in this.
What is a transformational leader?
400
Based on position in hierarchy
What is legitimate power?
400
The best alternative to a negotiated agreement. The lowest acceptable value or outcome to an individual for a negotiated agreement. The bottom line for negotiations.
What is BATNA?
400
The degree to which decision making is concentrated. Decision making is concentrated at a single point in the organization or it is spread through the organization.
What is Centralization and decentralization?
500
Status is derived from one of three sources. (please list all three)
What is 1. power: a person has over you, 2. ability: to contribute to group goals 3. personal characterisitcs
500
Unconventional Behavior, sensitivity to followers, personal risk, and vision are all found in this.
What is a charismatic leader?
500
Based on fear of negative results
What is coercive power?
500
Prepare and plan --> definition of ground rules --> clarification and justification --> bargaining and problem solving --> closure and implementation
What is the negotiation process?
500
The degree to which jobs are standardized. Minimum worker discretion in how to get the job done, many rules and procedures to follow or
job behaviors are not programmed, employees have maximum discretion.