Like this study set? Create a free account to save it.

Sign up for an account

Already have a Quizlet account? .

Create an account


use of power and influence to direct the activities of followers toward goal achievement.


can be defined as the ability to influence the behavior of others and resist unwanted influence in return.

Legitimate power

is derived from a position of authority inside the organization and is sometimes referred to as "formal authority."

Reward power

exists when someone has control over the resources or rewards another person wants.

Coercive power

exists when a person has control over punishments in an organization.

Expert power

is derived from a person's expertise, skill, or knowledge on which others depend.

Referent power

exists when others have a desire to identify and be associated with a person.


is the use of an actual behavior that causes behavioral or attitudinal changes in others, directional.

Rational persuasion

is the use of logical arguments and hard facts to show the target that the request is a worthwhile one.

inspirational appeal

is a tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudinal reaction.


occurs when the target is allowed to participate in deciding how to carry out or implement a request.


is the use of favors, complements, or friendly behavior to make the target feel better about the influencer.

Personal appeals

are when the requestor asks for something based on personal friendship or loyalty.

exchange tactic

used when the requestor offers a reward or resource to the target in return for performing a request.


occurs when the requestor clearly explains why performing the request will benefit the target personally.


use of coercive power through threats and demands.


occur when the influencer enlists other people to help influence the target.


occurs when the target of influence agrees with and becomes committed to the influence request (behaviors and attitudes).


occurs when targets of influence are willing to do to what the leader asks, but they do it with a degree of ambivalence (behaviors but not attitudes).


occurs when the target refuses to perform the influence request and puts forth an effort to avoid having to do it.

Organizational politics

can be seen as actions by individuals that are directed toward the goal of furthering their own self-interests.

Political skill

is the ability to effectively understand others at work and use that knowledge to influence others in ways that enhance personal and/or organizational objectives.

Networking ability

is an adeptness at identifying and developing diverse contacts.

Social astuteness

is the tendency to observe others and accurately interpret their behavior.

Interpersonal influence

involves having an unassuming and convincing personal style that's flexible enough to adapt to different situations.

Apparent sincerity

involves appearing to others to have high levels of honesty and genuineness.


(high assertiveness, low cooperation) occurs when one party attempts to get his or her own goals met without concern for the other party's results.


(low assertiveness, low cooperation) occurs when one party wants to remain neutral, stay away from conflict, or postpone the conflict to gather information or let things cool down.


(low assertiveness, high cooperation) occurs when one party gives in to the other and acts in a completely unselfish way.


(high assertiveness, high cooperation) occurs when both parties work together to maximize outcomes.


(moderate assertiveness, moderate cooperation) occurs when conflict is resolved through give-and-take concessions.


is a process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences.

Distributive bargaining

involves win-lose negotiating over a "fixed-pie" of resources.

Integrative bargaining

is aimed at accomplishing a win-win scenario.


each party determines what its goals are for the negotiation and whether or not the other party has anything to offer.


describes each negotiator's bottom line.

Exchanging information

each party makes a case for its position and attempts to put all favorable information on the table


The goal is for each party to walk away feeling like it has gained something of value (regardless of the actual bargaining strategy).

Closing and Commitment

entails the process of formalizing an agreement reached during the previous stage.

Please allow access to your computer’s microphone to use Voice Recording.

Having trouble? Click here for help.

We can’t access your microphone!

Click the icon above to update your browser permissions and try again


Reload the page to try again!


Press Cmd-0 to reset your zoom

Press Ctrl-0 to reset your zoom

It looks like your browser might be zoomed in or out. Your browser needs to be zoomed to a normal size to record audio.

Please upgrade Flash or install Chrome
to use Voice Recording.

For more help, see our troubleshooting page.

Your microphone is muted

For help fixing this issue, see this FAQ.

Star this term

You can study starred terms together

Voice Recording