Chapter 7 Connection power Power based on an individual's formal and informal links to influential or prestigious persons within and

outside an organization. Expert power Power based on the manager's possession of unique skills, knowledge, and competence. Information power Power based on an individual's access to valued data. Legitimate power A manager's right to make requests because of authority within an organizational hierarchy. Personal power Power based on an individual's credibility, reputation, expertise, experience, control of resources or information, and ability to build trust. Policy Decisions that govern action and determine an organization's relationships, activities, and goals. Politics A means of influencing the allocation of scarce resources, events, and the decisions of others. Position power Power of an individual that is determined by the job description, assigned responsibilities, recognition, advancement, authority, the ability to withhold money, and decision making. Power The potential ability to influence in order to achieve goals. Power plays Power plays are attempts by others to diminish or demolish their opponents. Punishment (coercive) power Power based on penalties a manager might impose if the individual or group does not comply with authority. Referent power Power based on admiration and respect for an individual. Reward power Power based on inducements offered by the manager in exchange for contributions that advance the manager's objectives Adaptive decisions The type of decisions made when problems and alternative solutions are somewhat unusual and only partially understood. Affinity map A tool used to identify problems. Artificial intelligence Computer technology that can diagnose problems and make limited decisions. Brainstorming A decision-making method in which group members meet and generate diverse ideas about the nature, cause, definition, or solution to a problem. Critical thinking A process of examining underlying assumptions, interpreting and evaluating arguments, imagining and exploring alternatives, and developing reflective criticism for the purpose of reaching a reasoned, justifiable conclusion. Decision making A process whereby appropriate alternatives are weighed and one is ultimately selected. Delphi technique A decision making technique in which judgments on a particular topic are systematically gathered from participants who do not meet face-toface. Descriptive (bounded) rationality model A decision-making process that emphasizes the limitations of the rationality of the decision maker and the situation. Dialectical inquiry A technique used to minimize groupthink through the use of a formal debate format. Experimentation A type of problem solving in which a theory is tested to enhance knowledge, understanding, or prediction. Expert systems Computer programs that provide complex data processing, reasoning, and decision making. Groupthink A negative phenomenon occurring in highly cohesive, isolated groups in which group members come to think alike, which interferes with critical thinking. Innovative decisions The type of decisions made when problems are unusual and unclear and creative solutions are necessary. Mindguards A feature of groupthink in which the group is "protected" from controversial information. Nominal group technique (NGT) A decision-making technique that elicits written questions, ideas, and reactions from group members. Objective probability The likelihood that an event will or will not occur based on facts and reliable information. Political decision-making model

A decision-making process in which the particular interests and objectives of powerful stakeholders influence how problems and objectives are defined. Premature concurrence seeking A result of groupthink caused by pressure to conform, self-censorship, mindguards, and apparent unanimity. Probability The likelihood that an event will or will not occur. Probability analysis A calculation of the expected risk made to accurately determine the probabilities of each alternative. Problem solving A process whereby a dilemma is identified and corrected. Rational (normative) decision-making model A decision-making process based on logical, well-grounded rational choices that maximize the achievement of objectives. Risky shift A phenomenon seen in groups in which riskier, more controversial decisions are made. Routine decisions The type of decisions made when problems are relatively well defined and common and when established rules, policies, and procedures can be used to solve them. Satisficing A decision-making strategy whereby the individual chooses a less than ideal alternative that meets minimum standards of acceptance. Statistical aggregation A decision-making technique in which individuals are polled regarding a specific problem and their responses are tallied. Subjective probability The likelihood that an event will or will not occur based on a manager's personal judgment and beliefs. Trial-and-error method A method whereby one solution after another is tried until the problem is solved or appears to be improving.