Page 175 - DMGT519_Conflict Management and Negotiation Skills

Unit 8: Role of Attitude and Persuasion

same. This high need can be good in relationships, for example, if there is some type of conflict Notes
between a person with a high need and another, than the person with the high need if more
inclined to work through the problem until it is solved and everything is good in the relationship.
“Managers frequently commented that consistent definitions and formats are important aids to
communication, especially between people in different organizational units such as divisions
or departments.” (McClelland)

8.12 Herzberg’s Two-factor Theory

Frederick Herzberg conducted a study that describes the experiences that satisfy and dissatisfy
people in the work place. He wanted to know what motivates people to do well at work. The
two-factors that he found in this study were motivation and hygiene.
He found motivation factors to be things like achievement, responsibility, advancement and
growth. He also described the hygiene factors to be things such as working conditions, status,
technical supervision, policy and administration. The one thing that he did find in common with
the two factors was salary, which makes perfect sense. With the two-factors combined in the
work place it results in four different types of behavior. When both factors are high there is
nothing to complain about and the motivation is very good. When both factors are low the
person becomes very unmotivated and complains about everything. The two-factors are not
always on the high or low at the same time. So, even if the motivation is high, there may still be
a lot of complaining going on and vice versa (Herzberg).

Self Assessment

State whether the following statements are true or false:

7. A person that helps someone else in distress has perception.
8. Giving someone a better procession in the organization constitutes a sign of power.
9. A person that can go greater than budget limitations without warning.

10. A oral commitment is effective because of the physical act of writing something down.
11. Frederick Herzberg conducted a study that describes the experiences that satisfy and
dissatisfy people in the work place.

12. Mediators not only facilitate discussions, but they usually impose a structure and process
on the discussions.

8.13 The Concept of Power

8.13.1 Symbols of Power

When thinking about power one doesn’t think about what represents power but, in every
organization there are certain symbols of power. Bellow is some ideas of power and powerless
symbols. Also, if someone that wants to over coming powerlessness the person that has power
needs to share the power. The meaning of symbols, include an object or image that an individual
unconsciously uses to represent repressed thoughts, feelings, or impulses. Power means, the
possession of control or command over others. There are two different approaches associated
with symbols of power.
George Bush has power; what that means is that he can call us at anytime of the day and we will
answer. Along with if he wants to meet us and we have a very important engagement we will
drop it and see him. The power symbols are all there too.

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