Ability to control someones behavior is present in a

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Ability to control someone’s behavior, is present in a lot of relationships but the impact of power is dependent on the context and situation 5.2 types of relationships Independent – when neither member of the relationship needs anything from the other Dependent – one person needs something that the other person has or can obtain
Interdependent – Each person in the relationship requires something that the other person has so each person controls some aspect of power within the relationship 5.3 where does power come from? Informational sources – if you know something that someone else does not know, you have power Positional sources – this is power based on your control over resources needed within a relationship based on the position you hold in the relationship Contextual sources – power based on the situation that a negotiation takes place in 5.4 types of power Legitimate power – power that is included in your position within an organizational structure Referent power – power that is given to someone based on their attractiveness or charisma Expert power – this is power that is derived from knowledge. Anyone that knows something that another person needs has expert power Reward power – if you can somehow reward or provide a benefit to someone, you have reward power Coercive power - the ability to punish or withhold a reward. 6.1 confirmation/disconfirmation Confirmation – we feel valued and respected. We will normally perceive behaviors that make us feel needed and respected as confirming Disconfirmation – behaviors that make us feel disrespected or not important 6.2 levels of confirmation Recognition – you have to communicate to someone that you know that they exist either in time or space and they MUST interpret your behavior as recognition Acknowledgement – you acknowledge someone’s thoughts as reflected in their verbal and nonverbal communication Endorsement – you must accept that someone else’s thoughts etc. are valid and you must communicate that acceptance Types of confirmation/disconfirmations Impervious – fails to acknowledge the other persons communicative attempt (not calling back) Interrupting – begins to speak before the other person is through making a point Irrelevant – making comments unrelated to what the person said Tangential – does acknowledge persons communications, but used to switch topic Impersonal – impersonal statements Ambiguous – contains a message with more than one meaning Incongruous – two messages that contradict each other 7.0 supportive and defensive climates Supportive o Description o Problem orientation o Spontaneity o Empathy o Equality
o Probisionalism Defensive o Evaluation o Control o Strategy o Neutrality o Superiority o Certainty 8.0 Transforming Negative Climates Types of confirmation/disconfirmation Ask for specifics o Ur unfair – what did I do that’s unfair

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