Tactic
Linked Power Type(s)
Rational persuasion
Legitimate, Information
Inspirational appeals
Referent, Information
Personal appeal
Referent
Coalition tactic
Connection
What are the three main types of political behavior mentioned in Chapter 6?
N.R.C. = Networking – Reciprocity – Coalitions➤ “Never Reject Connections”
Political Behavior
Definition
Networking
Building relationships to gain influence and access.
Reciprocity
Exchanging favors; mutual obligation.
Coalitions
Forming alliances to increase power and push agendas.
List two guidelines for developing strong political skills (there are four total).Bonus if you name all four.
Understand organizational culture
Develop good working relationships
Be a loyal, honest team player
Gain recognition (increase visibility)
What are the three key steps of effective networking according to the chapter?
Hint: It's a 3-part process, and each step has a clear function.
Self-assessment One-minute self-sell Develop your network → “Sell One’s Development”
Step
Key Content
1. Perform a Self-Assessment & Set Goals
Identify your strengths, accomplishments, and align them with your job goals.
2. Create Your One-Minute Self-Sell
Practice explaining who you are, what you want, and what you offer in under a minute.
3. Develop Your Network
Expand your contacts (referrals, volunteering, LinkedIn) and improve name recall.
What are the five stages of the negotiation process according to Lussier, Leadership 7e?
PrepOpExBarClose
→ Preparation → Opening → Exploration → Bargaining → Closing
Stage
Textbook Description
1. Preparation
Understand the other party, define BATNA, set clear objectives
2. Opening
Build rapport, share vision, set the tone
3. Exploration
Exchange interests, listen, ask open-ended questions
4. Bargaining
Create win-win deals, make trade-offs, problem-solve assertively
5. Closing
Summarize, confirm agreement, document terms
What does BATNA stand for?And why is it important in a negotiation?
BATNA = Best Alternative to a Negotiated Agreement
BATNA defines your fallback plan if the negotiation fails.
It sets your walk-away point and strengthens your position — if you have a strong BATNA, you have more leverage.
Example from the book:
If the engineer asks for 10% equity, your BATNA might be to hire a less experienced person, outsource temporarily, or delay the feature.
What are the five core elements of team mentality that create synergy?
Mission – Objectives – Sharing – Individual support – Reinforcement → “My Objective: Synergize In Reinforcement”
Shared mission
Common objectives
Sharing information, insights, and perspectives
Making decisions that support each individual’s job
Reinforcing each other’s efforts
What’s the difference between a group and a team, according to the book?
“Groups = additive effort. Teams = synergistic effort.”
A group is when performance equals the sum of individual efforts — no synergy.
A team is when collective effort leads to performance greater than the sum of parts — synergy is created.
Name five traits of a highly effective team (you can name any five out of the ten listed in total).
Structural:
C.G.M.R.R. = Charter, Goals, Mix, Roles, Responsibility
Relational:
P.O.C.C.M. = Positive, Operating, Conflict, Communication, Management suppor
Team charter and norms
Widely shared team goals
Cohesion / task interdependence
Team mix and size
Clearly defined roles and responsibilities
Positive interpersonal relationships
Clearly stated operating procedures
Effective conflict resolution strategies
High-level interpersonal communication
Strong top management support
What is the role of the team leader in a well-functioning team, according to the book?Give 2–3 key points.
“Plan, clarify, coordinate, support.”
Planning and organizing the team’s work
Facilitating communication and collaboration
Clarifying roles and responsibilities
Providing support and maintaining team structure
Adjusting leadership behavior based on the team’s needs
What are two main benefits and two main limitations of using teams, according to the book?
🧠 S.E.I. → "Strong Effective Innovation"
🧠 P.S.G.D. → "Please Stop Group Dysfunction" or for memory rhythm: “People Say Groups Drag”
🔤 Letter
📘 Term
S
Synergy
E
Error Avoidance
I
Innovation
P
Pressure to Conform
Social Loafing
G
Groupthink
D
Demographic Differences
Name the four types of teams listed in Chapter 8.
Team Type
Definition (Summary)
Functional Team
People from the same department or specialty area.
Cross-Functional
Members from different departments collaborating.
Virtual Team
Geographically dispersed, connected via tech.
Self-Managed Team
Operate autonomously, with decision-making authority.
What are two benefits and two challenges of self-managed teams (SMTs)?
(Write them as bullets.)
✅ Benefits
⚠️ Challenges
Teamwork advantages
Potential for stress
Flexible working arrangements
Success not guaranteed
High employee retention
Transition of control (manager to team)
Lower production costs
Managerial resistance to giving up control
According to the book, how does the leadership role change in Self-Managed Teams (SMTs)?
D-F-Teambuilding
Distributed leadership → Leadership is shared among team members.
Leader becomes a facilitator → Instead of directing, the leader helps guide, support, and remove obstacles.
Focus on team-building activities → Strengthening cohesion, trust, and communication becomes essential.
What are the three things an organization must have to improve SMT effectiveness?
Support – Employee readiness – Paradigm shift → “Support Every Part”
Senior management support → Without top-level buy-in, SMTs usually fail.
Employee readiness → Team members must be capable of handling autonomy and responsibility.
Paradigm shift → Both managers and employees must change how they think about control, roles, and leadership.
What are the five problem member types in team meetings that leaders need to manage?
S.T.W.A.B.
🔤 Type
❓ Behavior
Silent
Doesn’t contribute, may hold back ideas
Talker
Dominates discussion, won’t listen
Wanderer
Goes off-topic, distracts the group
Arguer
Constantly opposes others, combative
Bored
Disengaged, uninterested, low energy
What are the five decision-making styles in the Normative Leadership Model?
Decide – Consult (individual) – Consult (group) – Facilitate – Delegate → “Don’t Consult Clueless Facilitators Daily”
#
Style
What it means (short)
1
Decide
Leader makes the decision alone
2
Consult individually
Leader talks to team members 1-on-1
3
Consult group
Leader meets with the group, then decides
4
Facilitate
Leader leads group discussion to reach consensus
5
Delegate
Leader gives full decision power to the team
What are the three personality traits that affect team decision-making?
Surgency – Agreeableness – Conscientiousness → “Successful And Cooperative”
Surgency → Includes assertiveness and dominance; more likely to take charge.
Agreeableness → Willingness to cooperate, trust, and get along with others.
Conscientiousness → Being organized, responsible, and dependable in decision-making.
What is charisma, according to Weber's theory in the book?
Charisma is a social construct between leader and follower, where the leader offers a transformative vision that exceeds the status quo, and followers accept it not because it’s rational, but because of their belief in the extraordinary qualities of the leader.
What are the three sources of charismatic leadership listed in the book?
Situation – Leader qualities – Interaction → “Strong Leaders Inspire”
The situation or social climate → Charisma can emerge from crisis, change, or instability.
The leader’s extraordinary qualities → Personal traits like vision, confidence, or presence.
The interaction of both → Charisma is strongest when both the context and the leader align.
List three effects that charismatic leaders have on their followers (according to the book).(You can describe the outcomes briefly.)
→ Trust – Acceptance – Confidence – Organizational citizenship – Loyalty – Leadership alignment – Self-efficacy
Trust and bonding → Followers develop strong emotional attachment to the leader.
Unconditional acceptance → Followers accept the leader without needing proof or rational justification.
Increased self-confidence and self-efficacy → Followers start to believe more in their own abilities.
Higher goals and risk-taking → Followers pursue more ambitious objectives and take greater risks.
Alignment of values and identity → Followers begin to internalize the leader’s vision, beliefs, and values.
What’s the difference between a Socialized Charismatic Leader (SCL) and a Personalized Charismatic Leader (PCL)?
Mnemonic: SCL = Serve / PCL = Promote (oneself)
SCL – Socialized Charismatic Leader
PCL – Personalized Charismatic Leader
Egalitarian, self-transcendent, empowering
Dominant, self-centered, narcissistic
Focuses on benefiting others and the organization
Focuses on self-glorification and personal power
Encourages empowerment and shared participation
Seeks obedience, dependency, submission
📘 “SCLs use charisma to serve others; PCLs use charisma to serve themselves.”
What are the four I’s of Transformational and Charismatic Leadership?
I.I.I.I. → Idealized, Inspirational, Individual, Intellectual
📌 Meaning
Idealized Influence
Leader acts as a role model, sets high ethical standards.
Inspirational Motivation
Leader communicates an inspiring vision with passion.
Individualized Consideration
Leader mentors and supports each follower personally.
Intellectual Stimulation
Leader encourages creativity, challenges assumptions.
What is the main goal of Transformational Leadership, and how does it differ from Transactional Leadership?
Type
Focus
Keyword
Transformational
Change + Vision
Inspire
Transactional
Stability + Deals
Exchange
What are the four steps of the transformation process described in the chapter?
“Challenge – Vision – Lead – Institutionalize” → “Change Very Lasting Impact”
Challenge the status quo
Present an inspiring vision of the future
Provide effective leadership during transformation
Institutionalize the change
Name three attributes of highly effective transformational/charismatic leaders listed in the chapter.
Vision
Superb communication skills
Self-confidence and moral conviction
Ability to inspire trust
High-risk orientation
High energy and action orientation
Relational power base
Achievement orientation
Ability to empower followers
Self-promoting personality
What’s the core idea behind servant leadership?
“To serve, not to direct.”
Servant leadership is a leadership style that transcends self-interest by focusing on serving the needs of others, helping them grow personally and professionally.
What are two key attributes of an effective servant leader?
Help – Trust – Service – Listening → “Humble Trust Serves Leadership”
Helping others discover their inner spirit
Earning and keeping others’ trust
Service over self-interest
Effective listening
What is steward leadership?
C.E.F.T.
Commitment to growth
Empowerment
Facilitation (not control)
Trust
→ “Coaches Empower For Trust”
Steward leadership is an employee-focused leadership style that empowers others to make decisions and have control over their own jobs.
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