achievement motivation | The unconscious concern for achieving excellence in accomplishments through one's individual efforts.
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achievement-oriented leadership | Occurs when a leader sets high goals for subordinates, has high expectations for their performance, and displays confidence in subordinates, encouraging and helping them to take on greater responsibilities.
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charisma | The ability of some people to charm or influence others.
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directive leadership | Occurs when leaders tells subordinates exactly what they are supposed to do, giving them goals, specific tasks, guidelines for performing those tasks, and the like.
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compliance | Occurs when people comply with a request, but only because they have to.
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conflict | A process in which one party perceives that its interests are being opposed or negatively affected by another party
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countervailing power | Power that subordinates have over their superiors
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discretion | The freedom to exercise judgment—to make decisions without referring to a specific rule or receiving permission from someone else
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exchange | The promise of benefits or resources in exchange for another party’s compliance with your request
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impression management | The process of actively shaping one’s public image
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influence tactics | Steps that people can take to exert influence over others in an organization.
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ingratiation | Attempts to increase the extent to which someone likes you
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inoculation effect | Warning an audience you are trying to influence about opposing arguments.
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legitimate power | Power deriving from an implicit agreement that people higher in a hierarchy can request certain behaviors of their subordinates
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negotiation | An interpersonal decision-making process by which two or more parties try to reach an agreement over an issue that is being disputed, such as the allocation of scarce resources.
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network building | Actively seeking and establishing relationships with people who may prove useful in the future
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persuasion | The use of reason through factual evidence and logical arguments
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power | The potential of a person, team, or organization to require others to do certain things.
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resistance | Refusing to perform or delaying engagement in a required behavior
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silent authority | Occurs when someone complies with a request because of role expectations and the requester’s legitimate hierarchical power.
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substitutability | The availability of alternative resources
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visibility | The extent to which a power holder is known, or visible, to others.
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