BCOR 370 April 24 2013 Test will be on Chapters 11 12 13 Behavior Personality Motivation Leadership Self leadership Review for exam Basic people aspects of management Behavioral view vs cognitive view Key theories reinforcement theory Social cognitive theory mental processes Perceptions Personality Theories of personality o Myers 4 preferences o Big 5 model Motivation Theory x vs theory Y Maslows hierarchy of needs Hertsburg hygiene vs motivatiors Equity theory Expectancy theory Define power o 5 sources of power Typology of leaders Approaches to leadership o Trait approach o Behavior approach Leadership grid o Team management style Contingency approach o Fegler task oriented favorable vs unfavorable o Hercy Blankard Model 3 strategies Communication Conflict and Negotiation cont Ugli Orange Negotiation managers negotiate everyday Negotiating Negotiation should o Produce a wise agreement if agreement is possible o Be efficient o Not damage the relationships of the parties involved How do we usually negotiate o Positional Bargaining o win Lose bargaining o Distributive bargaining o Zero sum game my gain is your loss Positional Bargaining o o o 1 Produces unwise agreements Ego becomes identified with position Compromise solution often fails to meet need of those involved 2 Inefficient The more extreme the positions and smaller the concession the more time wasted 3 Damages Relationships Becomes a contest of wills that can damage or destroy a relationship Is there a better way YES Pricipled Negotiating win Win Negotiating Intergrative Bargaining Goal is a settlement that involves no loss to either party Principled Negotiating 1 Separate the people from the problem o Attack the problem not the people o Unite and face problem together 2 Focus on interests not positions o Objective is to satisfy underlying interests positions only hinder o Identify interests and work toward solution that satisfies all 3 Generate a variety of possibilities o Better chance of finding best one o Adversarial situations limit vision o Don t search for one right solution 4 Insist on some fair standard