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32 Cards in this Set
- Front
- Back
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BATNA |
Best alternative to a negotiated agreement |
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Bargaining zone |
Zone of potential agreement |
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Reservation point |
Lowest offer a seller will accept OR Maximum offer a buyer will accept |
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5 phases of negotiation |
Investigation Determine your BATNA Presentation Bargaining Closure |
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Distributive view |
A negotiation involves a "fixed pie" that is divided between negotiators |
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Integrative view |
Negotiation can find a way for both parties to get the best possible deal but expanding the "pie" |
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Qualities of a leader |
Intelligence Extraversion Conscientious Open to experience Self-esteem Integrity |
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Task oriented leader behaviors |
Initiating structures |
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People oriented leader behaviors |
Consideration |
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Types of decision making |
Autocratic decision making Democratic decision making Lassez-faire decision making |
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Theory X |
Employees are inherently lazy and do not enjoy working |
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Theory Y |
Employees can enjoy with and will put effort into furthering organizational goals. |
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Transformational leader |
Aligning employee goals with the leader's goals |
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Transactional leader |
Provide rewards for correct behavior |
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Getting employees on board with your goals |
Charisma Intellectual stimulation Inspirational motivation Individualized consideration Contingent rewards Trust |
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High/low-quality LMX relationship |
Whether a relationship with leader is based on trust, respect and loyalty |
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Servant leadership |
The primary mission of the leader is to develop employees to accomplish their own goals |
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Characteristics of power |
Dependency Scarcity Importance Substitutability |
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Types of power |
Legitimate power Reward power Coercive power Expert power Information power Referent power |
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Key network roles |
Central connectors Boundary spanners Peripheral specialists |
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Lewin's three stage process of change |
Unfreeze Change Refreeze |
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MPS |
[(skill variety + task identity + task significance) ÷ 3] x Autonomy x feedback |
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Hindrance stressors |
Factors that detract us from our goals |
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Challenge stressors |
Factors that cause stress but also promote individual growth |
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PsyCap |
Efficacy Optimism Hope Resilience |
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Filtering |
Managing the way you communicate in order to affect behavior |
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Stages of group development |
Forming, storming, morning, performing, adjourning |
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Types of bias |
Anchoring/adjustment Bias Availability Bias Escalation of Commitment Bias Fundamental Attribution Error |
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Organizational culture |
System of shared assumptions, values and beliefs that indicate what is appropriate behavior within a given organization |
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Assumptions |
Beliefs about human nature and reality that we take for granted |
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Values |
Shared principles, standards and goals |
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Artifacts |
Visible, tangible aspects of organizational culture |
