| 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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