1
Q
What are reasons for conflict on Pfeffer’s model?
A
- Scarce resources.
- Interdependence (based on differentiation/specialisation).
- Different goals (based on differentiation/specialisation and different environments).
- Different beliefs about cause/effect relations (based on differentiation/specialisation and different environments).
2
Q
What are the two factors that can cause a conflict to become an open power struggle in Pfeffer?
A
- Importance of the matter.
- Distribution of power.
3
Q
What are the 8 power bases that are used when mapping the political landscape?
A
- Position
- Knowledge (info/expertise)
- Control of rewards
- Coercive power
- Alliances and networks
- Control over agendas
- Control over symbols
- Charisma
4
Q
What should you do according to Ury/Patton/Fisher’s principled negotiation model?
A
- separate people from problem
- focus on interests rather than position
- generate more options
- refer to objective/common evaluation criteria
5
Q
What are Cialdini’s six principles of persuasion?
A
- Liking principle. Focus on similarities.
- Authority principle. Perceive legitimate authority.
- Scarcity principle. More attractive the scarcer, advocate as unique.
- Consistency principle. By saying it you are more likely to do it.
- Reciprocity principle. Give back what you get.
- Principle of social proof. Do as you perceive similar people would do.
