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26 Cards in this Set
- Front
- Back
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Rational Persausion
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trying to convince someone with reason, logic, or facts
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Inspirational Appeals
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trying to build enthusiasm by appealing to others emotions, ideals, or values
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Consultation
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getting others to participate in planning, making decisions, and changes
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Intigration
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Getting someone in a good mood prior to making a requiest
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Personal appeals
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referring to friendship and loyalty when making a request
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Exchange
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making explicit or implied promises and trading favors
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Coalition tactics
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getting others to support your efforts to persuade someone
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pressure
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demanding compliance or using intimidation or threats
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legitimating tactics
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basing a request on one's authority or right, organizational rules, policies, or explicit or implied support from superiors
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Three influence outcomes
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commitment, compliance, resistance
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Commitment
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substantial agreement followed by initiative and persistence in pursuit of common goals
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Compliance
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reluctant agreement requiring subsequent prodding to satisfy minimum requirements
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resistance
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stalling, unproductive arguing, or outright rejection
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How To Do A Better Job of Influencing and Persuading Others
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Liking, Reciprocity, Social Proof, Consistency, Authority, Scarcity
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Social Power
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ability to marshal the human, informational, and material resources to get something done
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Five bases of power
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reward, coercive (threatened), legitimate(authority), expert(knowledge), referent (charisma)
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Empowerment
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recognizing and releasing into the organization the power that people already have in their wealth of useful knowledge, experience, and motivation
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Participative Management
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process whereby employees play a direct role in setting goals, making decisions, solving problems, and making changes in the organization
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Participative management helps fulfill three basic needs
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autonomy, meaningfulness of work, interpersonal contact
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Empowering leadership
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involves sharing power with employees by communicating the significance of employee jobs, providing decision-making autonomy, expressing confidence in employee performance capabilities, and removing barriers to performance
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Organizational politics
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intentional acts of influence to enhance or protect the self-interests of individuals or groups
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Sources of uncertainty
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unclear objectives, vague performance measures, ill-defined decision processes, strong individual or group competition, any type of change
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levels of political action in organizations
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individual, coalition, network
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coalition
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informal group bound together by the active pursuit of a single issue
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impression management
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any attempt to control or manipulate the images related to a person, organization, or ideas
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favorable impression management
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job focused (performance), supervisor focused, self focused
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