- The importance of negotiation
- The difference between distributive and integrative bargaining
- The Dual Concerns Model
- Fundamental Attribution Error and self-serving bias
- The 5 types of power
- Different frameworks of motivation
- The Job Characteristics Model
A myriad of dynamics can influence the behavior of individuals in organizations. Some of these influences can happen at the organizational level. Others might be imparted by how specific teams work. However, the heart of work dynamics are the ways individuals think and behave.
There are many potential lessons for learning more about how people think and act at work. This course addresses some basics of individual level work dynamics, including 1) understanding more about how individuals perceive and process information, 2) how individuals are motivated, 3) how individuals exert power and influence, and 4) how individuals navigate conflict. These are all valuable concepts for an understanding of organizational behavior.
In approaching these topics, the course introduces several frameworks and theories. The fundamental attribution error and self-serving bias help us understand the explanations we make for people’s behaviors. In motivation, we talk briefly about intrinsic vs. extrinsic motivation and the different needs that motivate individuals. We discuss the five bases of power and how those might be used to exert influence on others. Finally, we talk about negotiation and various ways to think about negotiation outcomes in hopes that all parties feel satisfied with the end results.
At the end of this course, participants should have a basic understanding of some of the ways that people think and act at work.
This course is approved for 1 AICP CM Credit.