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Leadership Ch5

MGMT 4305 Lussier Leadership 6e Ch05

TermDefinition
coercive power involves punishment and withholding of rewards to influence compliance
connection power based on the user’s relationships with influential people
expert power based on the user’s skill and knowledge
information power based on the user’s data desired by others
legitimate power based on the user’s position power, given by the organization
negotiating a process in which two or more parties are in conflict and attempt to come to an agreement
networking the process of developing relationships for the purpose of socializing and politicking
one-minute self-sell an opening statement used in networking that quickly summarizes your history and career plan and asks a question
politics the process of gaining and using power
power the leader’s potential influence over followers
reciprocity involves creating obligations and developing alliances, and using them to accomplish objectives
referent power based on the user’s personal relationship with others
reward power based on the user’s ability to influence others with something of value to them
Created by: poolguy84
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