Ch 5

Motivation: The processes that account for an individual's intensity, direction, and
persistence of effort toward attaining an organizational goal.

The they Kay element of motivation:

- Intensity: the amount of effort put forth to meet the goal

- Direction: efforts are channeled toward organizational goals
- Persistence: how long the effort is maintained

Expectancy Theory, Three key relationships:

- Effort-performance: perceived probability that exerting effort leads to successful

performance.
- Performance-reward: the belief that successful performance leads to desired
outcome.
- Rewards-personal goals: the attractiveness of organizational outcome (reward) to
the individual.
‫في رسمة لها‬

Ch 6

The Negotiation Process:

‫في رسمة لها‬
1- Preparation and planning
2- Definition of ground rules
3- Clarification and justification: In this step each party will explain, amplify, clarify,
and justify the original demands or proposals.
4- Bargaining and problem solving: Both parties will have to make some concessions
in order to reach agreement.
5- Closure and implementation

Ch 7

What Is Organization Structure?

Organizational Structure: Defines how job tasks are formally divided, grouped, and
coordinated

Key elements:

• Work specialization
• Departmentalization,
• Chain of command
• Span of control
• Centralization and decentralization
• Formalization
• Boundary spanning
Ch 8

Characteristics of Organizational Culture:

- Innovation and risk taking

- Attention to detail: are expected to exhibit precision, analysis.
- Outcome orientation: management focuses on results or outcomes rather than on the
techniques and processes used to achieve those outcomes.
- People orientation
- Team orientation
- Aggressiveness: people are aggressive and competitive rather than easygoing.
- Stability: maintaining the status quo in contrast to growth.

Founders create culture in three ways:

1. Hiring and keeping those who think and feel the same way they do

2. Indoctrinating and socializing those employees to their way of thinking and feeling

3. Acting as a role model and encouraging employees to identify with them