By the end of this lecture, you should

be able to
1. Describe and compare and contrast Five Bases

of Power
2. Identify the Causes and Consequences of
Political Behaviors in organization
3. Apply Impression Management (IM)
Techniques

Causes & Consequences of Politics

Political behavior activities that are not required
as part of ones formal role in the organization, but that
influence the distribution of _____________
within the organization.
Outside of ones specified job requirements.
Encompasses efforts to influence goals,

criteria, processes or decision making.

Includes such behaviors as withholding
information, whistle blowing, spreading rumors,
and leaking confidential information.

Causes of Political Behaviors

How do people react to Politics?

By the end of this lecture, you should

be able to
1. Describe and compare and contrast Five Types

of Power
2. Identify the Causes and Consequences of
Political Behaviors in organization
3. Apply Impression Management (IM)
Techniques

Impression Management (IM)

Impression management (IM) the process by
which individuals attempt to ____________ the
impression others form of them.
Mostly high self-monitors (vs low self-monitors)
Studies show the effectiveness of IM depends on
the ______________, such as job interviews
and performance evaluations.

Impression Management (IM) Techniques (p.421)

Ingratiation
_________ agreeing with bosss opinion to gain approval
Favors doing something nice for others e.g. free tickets
Defensive
________ explanation to minimize the severity e.g. ad
Apologies admitting responsibility
Self-Focused
Self-promotion highlight ones best qualities
____________ claim higher values of something you did
e.g. major sale
Assertive
__________ complimenting others e.g. peers
Exemplification doing more than you need e.g. late email

Are Political behaviors ethical?

Legitimate and Illegitimate Political
Behaviors in Organizations

http://education-portal.com/academy/lesson/legitimate-and-illegitimate-political-

behavior-in-organizations.html#lesson

Is Political behaviors ethical?

The Ethics of Behaving Politically
Questions to consider:
What is the __________ of engaging in politicking?
How does the utility of engaging in the political behavior
balance out any ________ (or potential harm) it will do
to others?
Does the political activity conform to standards of equity
and ____________?
13-9

Legitimate and Illegitimate Political

Behaviors in Organizations
What one person might think is within the rules, another
might think it's outside the rules.
oImmoral people can ____________ almost any

behavior
oRecognize the ability of power to CORRUPT

Conflict & Negotiation

Chapter 14

A Negotiation Role-Play
Purpose: Develop your negotiating skills
Break into pairs with a person OUTSIDE of

your group
Pick a role, Alex or C.J.
Read the Situation and role-specific instructions
Negotiate for 15 minutes
When the negotiation is complete, the class with
COMPARE the various strategies used and pair
outcomes

Role-Play
This role-play is designed to help you

develop your negotiating skills. The class is

to break into pairs. One person will play
the role of Alex, the department supervisor.
The other person will play C. J., Alexs
boss. Both participants should read The
Situation, The Negotiation, and the their
role only.

Q1 What type of Conflict is this?

__________

___________________

_____________

14

Q2 Where is the Loci of the Conflict?

__________ Conflict
Conflict that occurs between two people
____________ conflict
Conflict that occurs within a group or team
____________ Conflict
Conflict between different groups or teams

Q3 What are the different groups?

Q4 What are the Sources of Conflicts?

___________ One partys goals perceived to
Goals
interfere with others goals
Differentiation

17

Different values/beliefs
Explains cross-cultural and
generational conflict

Conflict increases with interdependence

_______
High risk of parties interfering with
Interdependence each other

Q4 What are the Sources of Conflicts?

18

_________
Resources

Motivates competition for the

resources

Ambiguous
________

Creates uncertainty, threatens

goals

Increases stereotyping
Communication Reduces motivation to communicate
Escalates conflict when one is
Problems
arrogant

Q5 Which stage are we in The Conflict Process?

13-19

Stage 1: Potential Opposition

_________________
Barriers Exist
Too Much or Too Little
Structure
Group Size, Age, Diversity
Ones gain at anothers
expense
_____________ Variables
Personality Values
Emotions
13-20

Stage 2: Cognition and Personalization

Potential for conflict is actualized
Parties make sense of conflict by defining it and its

potential solutions
Emotions play a major role in shaping perceptions

_____________ Conflict awareness by one or

more parties of the existence of conditions that create

conflict
________ Conflict - emotional involvement - parties
experience anxiety, tension, frustration, or hostility
13-21

Stage 3: Dimensions of Conflict-Handling Intentions

22

When to use which style?

Assertiveness

High

Low

Competing
You have a deep conviction about your
position
Desire to satisfy own interests
Only one party can win

Cooperativeness

High

When to use which style?

Assertiveness

High

Conflict has become socio-emotional

Let people cool down
When issue is trivial
Desire to withdraw/suppress a conflict
Issue can be resolved by itself over
time

Avoiding
Low

Cooperativeness

High

When to use which style?

Assertiveness

High

Low

Collaborating
Desire to satisfy fully the concerns of all
parties
Parties need to have trust/openness
Interests no longer perfectly oppose
one another

Cooperativeness

High

When to use which style?

Assertiveness

High

Other party has much more power

Issue is much less important to you
than other party
Harmony is especially important
Desire to place the opponents interests
above your own

Accommodating
Low

Cooperativeness

High

When to use which style?

Assertiveness

High

Low

Parties have equal power

Little hope for mutual gain/win-win
Each party gives up something

Compromising
To achieve temporary settlement
As a backup when problem-solving
is unsuccessful
Cooperativeness

High

Summary: Managing Conflict

Use in the appropriate situations:
Competition only one wins
Collaboration creative solution/win-win
Avoidance withdraw/need to cool down
Accommodation maintain harmony/place

opponents interests above own

Compromise each party gives up something

13-28

Stage 4: Behavior
Conflict becomes ____________
A dynamic process of interaction partys behavior

and others reactions

What were one partys behavior?
What were the other partys reactions?

Stage 4: Behaviors
Conflict-Intensity Continuum

30

Stage 5: Outcomes
______________:
Improves decision quality
Stimulates creativity and innovation
Encourages interest and curiosity
Problems are aired
Accepts change and self-evaluation
__________________:
Group is less effective
Cohesiveness and communications are reduced
Leads to destruction of the group

Q6. What is Negotiation & BATNA?

32

Q7. What are the possible Bargaining

Strategies?
___________________

___________________

Distributive Bargaining Zone

34

Distributive vs Integrative Bargaining

35

Q8. What are the necessary Conditions

for Integrative Bargaining?
Parties must be open with information and candid about

their concerns
Both parties must be sensitive regarding the others needs
Parties must be able to trust each other
Both parties must be willing to be flexible

Q9. How can we bridge both parties

using Integrative Bargaining? What do
you think is the BATNA for each party?
What is the possible settlement range?
Bridging:
Find a new creative option that satisfies the main

interests of both parties

Reformulate the conflict to consider the wider
variety of solutions that address the underlying
interests of both parties

Q10.Where are you in the Negotiation Process?

38

Summary: Conflict and Performance

39

Extra Note: Individual Differences in Negotiation

Personality
Little evidence to support strong relationship
Moods & Emotions
Showing anger helps in _________negotiations
Positive moods help _____________negotiations
Gender
_______- negotiate more competitively
__________ negotiate more cooperatively
Individual variation exists
13-40