MGTS_3602__2005_Week_7_Power__persuasion___ethics_web_1

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Unformatted text preview: MGTS 3602 Week 7 Power, persuasion and ethics Dr. Remi Ayoko UQ Business School University of Queensland Mid-Semester Exam Date: 6 th September, 2005 Venue: Room 139 Goddard Bldg Time: 8am Duration: I hour including 10mins perusal Content: 40 Multiple Choice Questions (MCQs) which will be worth a mark each and will form 20% of your assessment in this course. The exam will cover topics encountered in weeks 1-6. As with all multiple questions, it will be about details. All learning encounters and materials related to the topics covered from wks 1-6 should be useful for the exam . Lecture 7 (Power, persuasion and ethics) will follow straight after the mid semester exam Overview of Lecture Power Sources and types of power Persuasion Influence tactics in negotiation Ethics Recognising and dealing with unethical behaviours Power, influence, ethics and Negotiation Power = capabilities the negotiator can assemble to give themselves an advantage or increase the probability of achieving their objectives (Lewicki, 2006) Power = the potential that individuals bring into a given situation to alter the attitudes & behaviors of others-influence Influence is power in action i.e. the actual messages and tactics individuals undertake to change the attitudes /behaviors of others kinetic power (French & Raven,1959) Ethics = social standards for what is right or wrong in a given situation such as negotiation POWER Power The ability to bring about outcomes desired in another person (Lewicki et al, 2004) Power is at play When A can make B do what A wants i.e. As ability to bring about outcomes he desires or the ability to get things done the way A wants them to be done (Thompson, 2004) Power, persuasion and influence are involved A Definition of Power Old school definition: the ability to bring about outcomes they desire or the ability to get things done the way [they want] them to be done New definition; an actor . . . has power in a given situation (situational power) to the degree that he can satisfy the purposes (goals, desires, or wants) that he is attempting to fulfill in that situation. (Deutsch,1973) Sources/types of Power Three main power types: Information and expertise Control over resources Ones position Power Based on Information and Expertise Information is the most common source of power Derived from the negotiators ability to assemble and organize data to support his or her position, arguments, or desired outcomes A tool to challenge the other partys position or desired outcomes, or to undermine the effectiveness of the others negotiating arguments Power Based on Control Over Resources People who control resources have the capacity to give them to someone who will do what they want....
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This note was uploaded on 06/18/2008 for the course MGTS 3602 at Queensland.

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