Bargaining zone
A bargaining zone is the area between one party's minimum reservation point and the other party's maximum reservation point.

Base compensation
Base compensation is a salary or hourly wage paid to an individual.

BATNA
BATNA is the "best alternative to a negotiated agreement" or what can be done if an agreement cannot be reached.

BCG matrix
The BCG matrix ties strategy formulation to an analysis of business opportunities according to market growth rate and market share.

Behaviorally anchored rating scale (BARS)
A behaviorally anchored rating scale (BARS) is a performance appraisal method that uses specific descriptions of actual behaviors to rate various levels of performance.

Benchmarking
Benchmarking is a process of comparing operations and performance with other organizations known for excellence.

Bonus pay plan
A bonus pay plan provides cash bonuses to employees based on the achievement of specific performance targets.

Bottom-up planning
Bottom-up planning begins with ideas developed at lower management levels, which are modified as they are passed up the hierarchy to top management.

Brainstorming
Brainstorming is a group technique for generating a large quantity of ideas by free-wheeling contributions made without criticism.

Budget
A budget is a plan that commits resources to projects or programs; a formalized way of allocating resources to specific activities.

Bureaucracy
Bureaucracy is a rational and efficient form of organization founded on logic, order, and legitimate authority.

Business plan
A business plan describes the direction for a new business and the financing needed to operate it.

Career planning
Career planning is the process of systematically matching career goals and individual capabilities with opportunities for their fulfillment.

Career plateau
A career plateau is a position from which someone is unlikely to move to a higher level of work responsibility.

Career portfolio
A career portfolio documents academic and personal accomplishments for external review.

Centralization
Centralization is the concentration of authority for most decisions at the top level of an organization.

Centralized communication network
In a centralized communication network communication flows only between individual members and a hub or center point.

Certain environment
A certain environment offers complete information on possible action alternatives and their consequences.

Chain of command
The chain of command links all persons with successively higher levels of authority.

Change agent
A change agent is a person or group that takes leadership responsibility for changing the existing pattern of behavior of another person or social system.

Changing
Changing is the central phase in the planned-change process in which a planned change actually takes place.

Charismatic leader
A charismatic leader is a leader who develops special leader-follower relationships and inspires followers in extraordinary ways.

CIO
A CIO is a senior executive responsible for IT and its utilization throughout an organization.

Classical decision model
The classical decision model describes how managers ideally make decisions using complete information.

Coaching
Coaching is the communication of specific technical advice to an individual.

Code of ethics
A code of ethics is a written document that states values and ethical standards intended to guide the behavior of employees.

Coercive power
Coercive power is the capacity to punish or withhold positive outcomes as a means of influencing other people.

Cohesiveness
Cohesiveness is the degree to which members are attracted to and motivated to remain part of a team.

Collaboration or problem solving
Collaboration or problem solving involves working through conflict differences and solving problems to everyone wins.

Collective bargaining
Collective bargaining is the process of negotiating, administering, and interpreting a labor contract.

Combination strategy
A combination strategy involves stability, growth, and retrenchment in one or more combinations.

Committee
A committee is a formal team designated to work on a special task on a continuing basis.

Communication
Communication is the process of sending and receiving symbols with meanings attached.

Communication channel
A communication channel is the medium through which a message is sent.

Comparative management
Comparative management is the study of how management practices differ systematically from one country and/or culture to the next.

Competition or authoritative command
Competition or authoritative command uses force, superior skill, or domination to "win" a conflict.

Competitive advantage
A competitive advantage is a special edge that allows an organization to deal with market and environmental forces better than its competitors.

Compressed workweek
A compressed workweek is any work schedule that allows a full-time job to be completed in less than the standard 5 days of 8-hour shifts.

Compromise
Compromise occurs when each party to the conflict gives up something of value to the other.

Conceptual skill
A conceptual skill is the ability to think analytically and solve complex problems to the benefit of everyone involved.

Concurrent control or steering control
A concurrent control or steering control is a control that acts in anticipation of problems and focuses primarily on what happens during the work process.

Conflict
Conflict is a disagreement over issues of substance and/or an emotional antagonism.

Conflict resolution
Conflict resolution is the removal of the reasons-substantial and/or emotional-for a conflict.

Constructive stress
Constructive stress acts in a positive way to increase effort, stimulate creativity, and encourage diligence in one's work.

Consultative decision
A consultative decision is a decision made by a leader after receiving information, advice, or opinions from group members.

Contingency planning
Contingency planning identifies alternative courses of action that can be taken if and when circumstances change with time.

Contingency thinking
Contingency thinking maintains that there is no one best way to manage; what is best depends on the situation.

Contingency workers
Contingency workers are employed on a part-time and temporary basis to supplement a permanent workforce.

Continuous improvement
Continuous improvement involves always searching for new ways to improve operations quality and performance.

Continuous-process production
in continuous-process production raw production materials continuously move through an automated system.

Control chart
A control chart is a method for quality control in which work results are displayed on a graph that clearly delineates upper control limits and lower control limits.

Controlling
Controlling is the process of measuring performance and taking action to ensure desired results.

Control process
A control process is the process of establishing performance objectives and standards, measuring actual performance, comparing actual performance with objectives and standards, and taking necessary action.

Core competency
A core competency is a special strength that gives an organization a competitive advantage.

Core values
Core values are underlying beliefs shared by members of the organization and that influence their behavior.

Corporate culture
Corporate culture is the predominant value system for the organization as a whole.

Corporate governance
Corporate governance is the system of control and performance monitoring of top management.

Corporate social responsibility
Corporate social responsibility is an obligation of an organization to act in ways that serve both its own interests and the interests of its many external publics.

Corporate strategy
A corporate strategy sets long-term direction for the total enterprise.

Cost leadership strategy
A cost leadership strategy is a corporate competitive strategy that seeks to achieve lower costs than competitors by improving efficiency of production, distribution, and other organizational systems.

Cost-benefit analysis
Cost-benefit analysis involves comparing the costs and benefits of each potential course of action.

Creativity
Creativity is ingenuity and imagination that results in a novel solution to a problem.

Crisis problem
A crisis problem is an unexpected problem that can lead to disaster if not resolved quickly and appropriately.

Critical incident technique
A critical incident technique is a performance appraisal method that involves a running log of effective and ineffective job behaviors.

Cross-functional team
A cross-functional team is a team structure in which members from different functional departments work together as needed to solve problems and explore opportunities.

Cultural relativism
Cultural relativism suggests there is no one right way to behave; ethical behavior is determined by its cultural context.

Culture
Culture is a shared set of beliefs, values, and patterns of behavior common to a group of people.

Culture shock
Culture shock is the confusion and discomfort a person experiences when in an unfamiliar culture.

Customer structure
A customer structure is a divisional structure that groups together jobs and activities that serve the same customers or clients.

Cybernetic control system
A cybernetic control system is a control system that is entirely self-contained in its performance monitoring and correction capabilities.

Decentralization
Decentralization is the dispersion of authority to make decisions throughout all levels of the organization.

Decentralized communication network
A decentralized communication network allows all members to communicate directly with one another.

Decision
A decision is a choice among alternative courses of action for dealing with a "problem."

Decision making
Decision making involves the identification of a problem and the choice of preferred problem-solving alternatives.

Decision-support system
A decision-support system allows managers to interact with the computer to utilize information for solving structured and semistructured problems.

Defender strategy
A defender strategy is a corporate competitive strategy that emphasizes existing products and current market share without seeking growth.

Defensive strategy of social responsibility
A defensive strategy of social responsibility seeks to protect the organization by doing the minimum legally required to satisfy social expectations.

Delegation
Delegation is the process of distributing and entrusting work to other persons.

Departmentalization
Departmentalization is the process of grouping together people and jobs under common supervisors to form various work units or departments.

Design for disassembly
Design for disassembly is the design of products with attention to how their component parts will be used when product life ends.

Design for manufacturing
Design for manufacturing is creating a design that lowers production costs and improves quality in all stages of production.

Destructive stress
Destructive stress impairs the performance of an individual.

Differentiation
Differentiation is the degree of differences that exists among people, departments, or other internal components of an organization.

Differentiation strategy
A differentiation strategy is a corporate strategy that seeks competitive advantage through uniqueness, by developing goods and/or services that are clearly different from those offered by the competition.

Discipline
Discipline is the act of influencing behavior through reprimand.

Discrimination
Discrimination is an active form of prejudice that disadvantages people by denying them full benefits of organizational membership.

Distinctive competence
A distinctive competence is a special strength that gives an organization a competitive advantage in its operating domain.

Distributive justice
Distributive justice concerns the degree to which people are treated the same regardless of individual characteristics such as ethnicity, race, gender, or age.

Distributive negotiation
Distributive negotiation focuses on "win-lose" claims made by each party for certain preferred outcomes.

Divisional structure
A divisional structure groups together people who work on the same product, work with similar customers, or who work in the same area or processes.

Dual-career couple
A dual-career couple is one in which both adult partners are employed.

Economic order quantity (EOQ)
The economic order quantity (EOQ) method orders a fixed number of items every time an inventory level falls to a predetermined point.

Effective communication
Effective communication occurs when the intended meaning of the source and the perceived meaning of the receiver are identical.

Effective group
An effective group is a group that achieves and maintains high levels of both task performance and membership satisfaction over time.

Effective negotiation
Effective negotiation occurs when issues of substance and working relationships among the negotiating parties are maintained or even improved in the process.

Effective team
An effective team achieves high levels of both task performance and membership satisfaction.

Efficient communication
Efficient communication is communication that occurs at minimum cost in terms of resources expended.

Electronic commerce
Electronic commerce or e-business uses information technology to support online commercial transactions.

Emotional conflict
Emotional conflict results from feelings of anger, distrust, dislike, fear, and resentment as well as from personality clashes.

Employee involvement team
An employee involvement team meets on a regular basis to use its talents to help solve problems and achieve continuous improvement.

Employee stock ownership plan (ESOP)
An employee stock ownership plan (ESOP) allows employees to share ownership of their employing organization through the purchase of stock.

Employment discrimination
Employment discrimination occurs when non-job relevant criteria are used for hiring and job placements.

Enterprise-wide network
An enterprise-wide network is a set of computer-communication links that connect a diverse set of activities throughout an organization.

Entrepreneur
An entrepreneur is willing to pursue opportunities in situations others view as problems or threats.

Entrepreneurial pay
Entrepreneurial pay involves workers putting part of their compensation at risk in return for the right to pursue entrepreneurial ideas and share in any resulting profits.

Entrepreneurship
Entrepreneurship is dynamic, risk taking, creative, and growth oriented behavior.

Environmentalism
Environmentalism is the expression and demonstration of public concern for conditions of the natural or physical environment.

Equal employment opportunity (EEO)
Equal employment opportunity (EEO) is the right to employment and advancement without regard to race, sex, religion, color, or national origin.

Escalating commitment
Escalating commitment is the tendency to continue to pursue a course of action, even though it is not working.

Ethical behavior
Ethical behavior is accepted as "right" or "good" in the context of a governing moral code.

Ethical dilemma
An ethical dilemma is a situation with a potential course of action that, although offering potential benefit or gain, is also unethical.

Ethical imperialism
The attempt to externally impose one's ethical standards on other cultures is criticized as a form of ethical imperialism.

Ethics
Ethics form the code of morals that set standards as to what is good or bad, or right or wrong in one's conduct.

Ethics training
Ethics training seeks to help people better understand the ethical aspects of decision making and to incorporate high ethical standards into their daily behavior.

Ethnocentrism
Ethnocentrism is the tendency to consider one's culture as superior to all others.

European Union (EU)
The European Union (EU) is a political and economic alliance of European countries that have agreed to support mutual economic growth and to lift barriers that previously limited cross-border trade and business development.

Eustress
Eustress is stress that is constructive for an individual and helps her or him achieve a positive balance with the external environment.

Executive information system
An executive information system offers special support for top managers to access, process, and share information via computer to make a variety of operational and strategic decisions.

Expatriate
An expatriate lives and works in a foreign country.

Expectancy
Expectancy is a person's belief that working hard will result in high task performance.

Expert power
Expert power is the capability to influence other people because of specialized knowledge.

Expert system (EI)
An expert system (EI) is a computer program designed to analyze and solve problems at the level of the human expert.

Exporting
Exporting is the process of producing products locally and selling them abroad in foreign markets.

External control
External control is control that occurs through direct supervision or administrative systems, such as rules and procedures.

External customer
An external customer is the customer or client who buys or uses the organization's goods and/or services.

Extinction
Extinction discourages a behavior by making the removal of a desirable consequence contingent on the occurrence of the behavior.

Extranets
Extranets are computer networks that use the public Internet for communication between the organization and its environment.

Feedback
Feedback is the process of telling someone else how you feel about something that person did or said or about the situation in general.

Feedback control or postaction control
A feedback control or postaction control is a control that takes place after an action is completed.

Feedforward control or preliminary control
A feedforward control or preliminary control ensures that proper directions are set and that the right resources are available to accomplish them before the work activity begins.

Filtering
Filtering is the intentional distortion of information to make it appear most favorable to the recipient.

First-line managers
First-line managers oversee single units and pursue short-term performance objectives consistent with the plans of middle and top management levels.

Flexible benefits program
A flexible benefits program allows employees to choose from a range of benefit options within certain dollar limits.

Flexible budget
A flexible budget allows the allocation of resources to vary in proportion with various levels of activity.

Flexible manufacturing
Flexible manufacturing involves the ability to change manufacturing processes quickly and efficiently to produce different products or modifications of existing ones.

Flexible working hours
Flexible working hours are work schedules that give employees some choice in the pattern of daily work hours.

Focus strategy
A focus strategy is a corporate competitive strategy that concentrates attention on a special market segment to serve its needs better than the competition.

Force-coercion strategy
A force-coercion strategy attempts to bring about change through formal authority and/or the use of rewards or punishments.

Forecast
A forecast is an attempt to predict outcomes; it is a projection into the future based on historical data combined in some scientific manner.

Formal group
A formal group is a group created by the formal authority within the organization.

Formal structure
Formal structure is the structure of the organization in its pure or ideal state.

Formal team
A formal team is officially recognized and supported by the organization.

Franchising
Franchising is a form of licensing in which the licensee buys the complete "package" of support needed to open a particular business.

Fringe benefits
Fringe benefits are additional nonmonetary forms of compensation (e.g., health plans, retirement plans) provided to an organization's workforce.

Functional chimneys problem
The functional chimneys problem is a lack of communication and coordination across functions.

Functional conflict
Functional conflict is constructive and helps task performance.

Functional group
A functional group is a formally designated work group consisting of a manager and subordinates.

Functional managers
Functional managers are responsible for one area of activity, such as finance, marketing, production, personnel, accounting, or sales.

Functional strategy
A functional strategy guides activities within one specific area of operations.

Functional structure
A functional structure is an organizational structure that groups together people with similar skills who perform similar tasks.

Gain-sharing plan
A gain-sharing plan allows employees to share in any savings of "gains" realized through their efforts to reduce costs and increase productivity.

General Agreement on Tariffs and Trade (GATT) and World Trade Organization (WTO)
In the General Agreement on Tariffs and Trade (GATT) and World Trade Organization (WTO) member nations agree to ongoing negotiations and reducing tariffs and trade restrictions.

General environment
The general environment is comprised of the cultural, economic, legal-political, and educational conditions in the locality in which an organization operates.

General managers
General managers are responsible for complex organizational units that include many areas of functional activity.

Geographical structure
A geographical structure is a divisional structure that groups together jobs and activities being performed in the same location or geographical region.

Glass ceiling effect
The glass ceiling effect is an invisible barrier that limits the advancement of women and minorities to higher level responsibilities in organizations.

Global economy
The global economy is an economic perspective based on worldwide interdependence of resource supplies, product markets, and business competition.

Global manager
A global manager works successfully across international boundaries.

Global sourcing
Global sourcing is a process of purchasing materials or components in various parts of the world and then assembling them at home into a final product.

Grapevine
A grapevine is a common informal communication network.

Graphic rating scale
A graphic rating scale is a performance appraisal method that uses a checklist of traits or characteristics thought to be related to high-performance outcomes in a given job.

Group
a group is a collection of people who regularly interact with one another over time in respect to the pursuit of one or more common goals.

Group cohesiveness
Group cohesiveness is the degree to which members are attracted to and motivated to remain part of a group.

Group decision
A group decision is a decision made with the full participation of all group members.

Group decision-support system
A group decision-support system facilitates group efforts at solving complex problems while utilizing computerized information systems.

Group dynamics
Group dynamics are forces operating in groups that affect task performance and membership satisfaction.

Group norm
A group norm is a behavior, rule, or standard expected to be followed by group members.

Group process
Group process is the way team members work together to accomplish tasks.

Groupthink
Groupthink is a tendency for highly cohesive teams to lose their evaluative capabilities.

Groupware
Groupware is a software system that allows people from different locations to work together in computer-mediated collaboration.

Growth strategy
A growth strategy involves expansion of the organization's current operations.

Halo effect
A halo effect occurs when one attribute is used to develop an overall impression of a person or situation.

Hawthorne effect
The Hawthorne effect is the tendency of persons singled out for special attention to perform as expected.

Heuristics
Heuristics are strategies for simplifying decision making.

Higher order needs
Higher order needs, in Maslow's hierarchy, are esteem and self-actualization needs.

Human relations movement
The human relations movement is based on the viewpoint that managers who use good human relations in the workplace with achieve productivity.

Human resource maintenance
Human resource maintenance is a team's ability to maintain its social fabric so that members work well together.

Human resource management
Human resource management is the process of attracting, developing, and maintaining a talented and energetic workforce.

Human resource planning
Human resource planning is the process of analyzing staffing needs and identifying actions to fill those needs over time.

Human resources
Human resources are the people, individuals, and groups that help organizations produce goods or services.

Human skill
A human skill is the ability to work well in cooperation with other people.

Importing
Importing is the process of acquiring products abroad and selling them in domestic markets.

Individual decision
An individual decision is made when a manager chooses a preferred course of action without consulting others.

Individualism view
The individualism view is a view of ethical behavior based on the belief that one's primary commitment is to the advancement of long-term self-interests.

Informal group
An informal group is not officially created and emerges based on relationships and shared interests among members.

Informal learning
Informal learning occurs as people interact informally throughout the work day.

Informal structure
Informal structure is the undocumented and officially unrecognized structure that coexists with the formal structure of an organization.

Information system
An information system collects, organizes, and distributes data regarding activities occurring inside and outside an organization.

Innovation
Innovation is the process of taking a new idea and putting it into practice as part of the organization's normal operating routines.

Input standard
An input standard is a standard that measures work efforts that go into a performance task.

Inside-out planning
Inside-out planning focuses planning on internal strengths and trying to do better than what one already does.

Instrumentality
Instrumentality is a person's belief that various work-related outcomes will occur as a result of task performance.

Integration
Integration is the level of coordination achieved among subsystems in an organization.

Intellectual capital
Intellectual capital is the collective brain-power or shared knowledge of a workforce.

Intensive technology
Intensive technology focuses the efforts and talents of many people with high interdependence to serve clients.

Internal control
Internal control is self-control that occurs through self-discipline and the personal exercise of individual or group responsibility.

Internal customer
An internal customer is someone who uses to depends on the work of another person or group within the organization.

International business
An international business conducts commercial transactions across national boundaries.

International management
International management involves the conduct of business or other operations in foreign countries.

Interorganizational information systems
Interorganizational information systems facilitate information transfers among two or more organizations.

Intranets
Intranets are computer networks that allow persons within an organization to share databases and communicate electronically.

Intrapreneurship
Intrapreneurship is entrepreneurial behavior displayed by people or subunits within large organizations.

Intrinsic or natural reward
An intrinsic or natural reward is a reward that occurs naturally as a person performs a task or job.

Intuitive thinking
Intuitive thinking occurs when someone approaches problems in a flexible and spontaneous fashion.

Inventory
Inventory consists of materials or products kept in storage.

Job
A job is the collection of tasks a person performs in support of organizational objectives.

Job analysis
Job analysis is an orderly study of job requirements and facets that can influence performance results.

Job description
A job description is a written statement that details the duties and responsibilities of any person holding a particular job.

Job design
Job design is the allocation of specific work tasks to individuals and groups.

Job enlargement
Job enlargement is a job-design strategy that increases task variety by combining into one job two or more tasks that were previously assigned to separate workers.

Job enrichment
Job enrichment is a job-design strategy that increases job depth by adding to a job some of the planning and evaluating duties normally performed by the supervisor.

Job performance
Job performance is the quantity and quality of task accomplishment by an individual or group.

Job rotation
Job rotation is a job-design strategy that increases task variety by periodically shifting workers among jobs involving different tasks.

Job satisfaction
Job satisfaction is the degree to which an individual feels positively or negatively about various aspects of the job, including assigned tasks, work setting, and relationships with coworkers.

Job scope
Job scope is the number and combination of tasks an individual or group is asked to perform.

Job sharing
Job sharing is an arrangement that splits one job between two people.

Job simplification
Job simplification is a job-design strategy that involves standardizing work procedures and employing people in clearly defined and very specialized tasks.

Job specification
A job specification is a list of the qualifications required of any job occupant.

Joint venture
A joint venture is a form of international business that establishes operations in a foreign country through joint ownership with local partners.

Justice view
The justice view considers ethical behavior as that which treats people impartially and fairly according to guiding rules and standards.

Keiretsu
Keiretsu is a Japanese term describing alliances or business groups that link together manufacturers, suppliers, and finance companies with common interests.

Labor contract
A labor contract is a formal agreement between a union and the employing organization that specifies the rights and obligations of each party with respect to wages, work hours, work rules, and other conditions of employment.

Labor union
A labor union is an organization to which workers belong and that deals with employers on their collective behalf.

Law of effect
Thondike's law of effect states that behavior followed by unpleasant consequences is likely to be repeated, whereas behavior followed by unpleasant consequences is not likely to be repeated.

Leadership
Leadership is the process of inspiring others to work hard to accomplish important tasks.

Leadership style
Leadership style is the recurring pattern of behaviors exhibited by a leader.

Leading
Leading is the process of arousing enthusiasm and directing human-resource efforts toward organizational goals.

Lean production
Lean production involves streamlining systems and implementing new technologies to allow work to be performed with fewer workers and smaller inventories.

Learning
Learning is any change in behavior that occurs as a result of experience.

Learning organization
A learning organization utilizes people, values, and systems to continuously change and improve its performance based on the lessons of experience.

Legitimate power
Legitimate power is the capability to influence other people by virtue of formal authority or the rights of office.

Licensing agreement
A licensing agreement occurs when a firm pays a fee for the rights to make or sell another company's products.

Line managers
Line managers have direct responsibility for activities making direct contributions to the production of the organization's basic goods or services.

Long-linked technology
In long-linked technology, a client moves from point to point during service delivery.

Lose-lose conflict
In lose-lose conflict no one achieves his or her true desires and the underlying reasons for conflict remain unaffected.

Maintenance activity
A maintenance activity is an action taken by a team member that supports the emotional life of the group.

Management
Management is the process of planning, organizing, leading, and controlling the use of resources to accomplish performance goals.

Management by exception
Management by exception focuses managerial attention on substantial differences between actual and desired performance.

Management by objectives (MBO)
Management by objectives (MBO) is a process of joint objective setting between a superior and subordinate.

Management by wandering around (MBWA)
In management by wandering around (MBWA) workers at all levels talk with bosses about a variety of work-related matters.

Management development
Management development is training to improve knowledge and skills in the fundamentals of management.

Management information system (MIS)
A management information system (MIS) collects, organizes, and distributes data in such a way that the information meets managers' needs.

Management science or operations research
Management science or operations research is a scientific approach to management that uses mathematical techniques to analyze and solve problems.

Manager
A manager is a person in an organization who is responsible for the work performance of one or more other persons.

Manufacturing resources planning (MRPI)
Manufacturing resources planning (MRPI) is an operations planning and control system that extends MRP to include the control of all organizational resources.

Maquiladoras
Maquiladoras are foreign manufacturing plants that operate in Mexico with special privileges.

Mass customization
Mass customization involves manufacturing individual products quickly and with the production efficiencies once only associated with mass production of uniform products.

Mass production
Mass production is the production of a large number of one or a few products with an assembly-line type of system.

Master budget
A master budget is a comprehensive short-term budget for an organization as a whole.

Materials requirements planning (MRP)
Materials requirements planning (MRP) is an operations planning and control system for ensuring that the right materials and parts are always available at each stage of production.

Matrix structure
A matrix structure is an organizational form that combines functional and divisional departmentation to take best advantage of each.

Mechanistic design
A mechanistic design is highly bureaucratic, with centralized authority, many rules and procedures, a clearcut division of labor, narrow spans of controls, and formal coordination.

Mediating technology
Mediating technology links together parties seeking a mutually beneficial exchange of values.

Mediation
In mediation a neutral party engages in substantive discussions with conflicting parties in the hope that the dispute can be resolved.

Mentoring
Mentoring is the act of sharing experiences and insights between a seasoned and a junior manager.

Merit pay
Merit pay is a system of awarding pay increases in proportion to performance contributions.

Middle managers
Middle managers report to top-level management, oversee the work of several units, and implement plans consistent with higher level objectives.

Mission
The mission of an organization is its reason for existing as a supplier or goods and/or services to society.

Mixed message
A mixed message results when a person's words communicate one message while actions, body language, or appearance communicate something else.

Modeling
Modeling demonstrates through personal behavior that which is expected of others.

Monochronic culture
In a monochronic culture people tend to do one thing at a time.

Moral-rights view
The moral-rights view is a view of ethical behavior that seeks to respect and protect the fundamental rights of people.

Motion study
Motion study is the science of reducing a task to its basic physical motions.

Motivation
Motivation is a term used in management theory to describe forces within the individual that account for the level, direction, and persistence of effort expended at work.

Multicultural organization
A multicultural organization is based on pluralism and operates with respect for diversity in the workplace.

Multiculturalism
Multiculturalism involves pluralism and respect for diversity in the workplace.

Multidimensional thinking
Multidimensional thinking is the capacity to view many problems at once, in relationship to one another, and across long and short-term horizons.

Multinational corporation (MNC)
A multinational corporation (MNC) is a business firm with extensive international operations in more than one foreign country.

NAFTA
NAFTA is the North American Free Trade Agreement linking Canada, the United States, and Mexico in a regional economic alliance.

Narrative approach
A narrative approach to performance appraisal method uses a written essay description of a person's job performance.

Need
A need is a physiological or psychological deficiency a person feels the compulsion to satisfy.

Need for Achievement (nAch)
Need for Achievement (nAch) is the desire to do something better or more efficiently, to solve problems, or to master complex tasks.

Need for Affiliation (nAff)
Need for Affiliation (nAff) is the desire to establish and maintain good relations with people.

Need for Power (nPower)
Need for Power (nPower) is the desire to control, influence, or be responsible for other people.

Negative reinforcement
Negative reinforcement strengthens a behavior by making the avoidance of an undesirable consequence contingent on the occurrence of the behavior.

Negotiation
Negotiation is the process of making joint decisions when the parties involved have different preferences.

Network
A network is a system of computers that are linked together to allow users to easily transfer and share information.

Network structure
A network structure is an organizational structure that consists of a central core with "networks" of outside suppliers of essential business services.

Noise
Noise is anything that interferes with the effectiveness of the communication process.

Nominal group technique
Nominal group technique is a group technique for generating ideas by following a structured format of individual response, group sharing without criticism, and written balloting.

Nonprogrammed decision
A nonprogrammed decision is unique and specifically tailored to a problem at hand.

Nonverbal communication
Nonverbal communication is communication that takes place through channels such as body language and the use of interpersonal space.

Objectives
Objectives are the specific results or desired end states that one wishes to achieve.

Obstructionist strategy
An obstructionist strategy avoids social responsibility and reflects mainly economic priorities.

OD intervention
An OD intervention is a structured activity initiated by consultants or managers that directly assists in a comprehensive organizational development program.

Open system
An open system interacts with its environment and transforms resource inputs into outputs.

Operant conditioning
Operant conditioning is the process of controlling behavior by manipulating its consequences.

Operating budget
An operating budget is a budget that assigns resources to a responsibility center on a short-term basis.

Operating objectives
Operating objects are specific results that organizations try to accomplish.

Operational plan
An operational plan is a plan of limited scope that addresses those activities and resources required to implement strategic plans.

Operations management
Operations management is a branch of management theory that studies how organizations transform resource inputs into product and service outputs.

Optimizing decision
An optimizing decision results when a manager chooses an alternative that gives the absolute best solution to a problem.

Organic design
An organic design is decentralized with fewer rules and procedures, more open divisions of labor, wide spans of control, and more personal coordination.

Organization
An organization is a collection of people working together in a division of labor to achieve a common purpose.

Organization chart
An organization chart is a diagram that describes the basic arrangement of work positions within an organization.

Organizational design
Organizational design is the process of creating structures that best organize resources to serve mission and objectives.

Organization development (OD)
Organization development (OD) is the application of behavioral science knowledge in a long-range effort to improve an organization's ability to cope with change in its external environment and increase its internal problem-solving capabilities.

Organization structure
Organization structure is the system of tasks, reporting relationships, and communication that links people and groups together to accomplish tasks that serve the organizational purpose.

Organizational behavior
Organizational behavior is the study of individuals and groups in organizations.

Organizational behavior modification
Organizational behavior modification is the application of operant conditioning to influence human behavior at work.

Organizational communication
Organizational communication is the process through which information is exchanged through interactions among people inside an organization.

Organizational culture
Organizational culture is the system of shared beliefs and values that develops within an organization and guides the behavior of its members.

Organizational design
Organizational design is the process of creating structures that best organize resources to serve mission and objectives.

Organizational ecology
Organizational ecology is the study of how building design may influence communication and productivity.

Organizational life cycle
The organizational life cycle is the evolution of an organization over time through different stages of growth.

Organizing
Organizing is the process of arranging people and resources to work toward a common purpose.

Orientation
Orientation consists of activities through which new employees are made familiar with their jobs, their co-workers, and the policies, rules, objectives, and services of the organization as a whole.

Output standard
An output standard is a standard that measures performance results in terms of quantity, quality, cost, or time.

Participative planning
Participative planning is the inclusion in the planning process of as many people as possible from among those who will be affected by plans and/or asked to help implement them.

Part-time work
Part-time work is work done on a basis that classifies the employee as "temporary" and requires less than the standard 40-hour workweek.

Perception
Perception is the process through which people receive, organize, and interpret information from the environment.

Performance appraisal
Performance appraisal is a process of formally evaluating performance and providing feedback on which performance adjustments can be made.

Performance effectiveness
Performance effectiveness is an output measure of a task or goal accomplishment.

Performance efficiency
Performance efficiency is a measure of the resource cost associated with goal accomplishment.

Performance gap
A performance gap is a discrepancy between the desired and actual state of affairs.

Performance management system
A performance management system sets standards, assesses results, and plans actions to improve future performance.

Performance norm
A performance norm identifies the level of work effort and performance expected of group members.

Personal staff
Personal staff are "assistant-to" positions that provide special administrative support to higher level positions.

Personal wellness
Personal wellness is the pursuit of one's physical and mental potential through a personal-health promotion program.

Plan
A plan is a statement of intended means for accomplishing a desired result.

Planned change
Planned change occurs as a result of specific efforts in its behalf by a change agent.

Planning
Planning is the process of setting objectives and determining what should be done to accomplish them.

Policy
A policy is a standing plan that communicates broad guidelines for making decisions and taking action.

Political risk
Political risk is the possible loss of investment or control over a foreign asset because of political changes in the host country.

Polychronic culture
In a polychronic culture time is used to accomplish many different things at once.

Portfolio planning
A portfolio planning approach seeks the best mix of investments among alternative business opportunities.

Positive reinforcement
Positive reinforcement strengthens a behavior by making a desirable consequence contingent on the occurrence of the behavior.

Power
Power is the ability to get someone else to do something you want done or to make things happen the way you want.

Prejudice
Prejudice is the holding of negative, irrational attitudes toward individuals because of their group identity.

Principled/integrative negotiation
Principled/integrative negotiation uses a "win-win" orientation to reach solutions acceptable to each party.

Privatization
Privatization is the selling of state-owned enterprises into private ownership.

Proactive strategy
A proactive strategy meets all the criteria of social responsibility, including discretionary performance.

Problem
A problem is a difference between an actual situation and a desired situation.

Problem solving
Problem solving is the process of identifying a discrepancy between an actual and desired state of affairs and then taking action to resolve it.

Problem symptom
A problem symptom is a sign of the presence of a performance deficiency or opportunity that should trigger a manager to act.

Procedural justice
Procedural justice concerns the degree to which policies and rules are fairly administered.

Procedure or rule
A procedure or rule is a standing plan that precisely describes what actions are to be taken in specific situations.

Process
A process is a group of related tasks creating something of value to a customer.

Process reengineering
Process reengineering systematically analyzes work processes to design new and better ones.

Process structure
A process structure groups jobs and activities that are part of the same processes.

Process value analysis
Process value analysis identifies and evaluates core processes for their performance contributions.

Product life cycle
Produce life cycle is the series of stages a product or service goes through in the "life" of its marketability.

Product structure
A product structure is an organizational structure that groups together jobs and activities working on a single product or service.

Productivity
Productivity is a summary measure of the quantity and quality of work performance with resource utilization considered.

Profit-sharing plan
A profit-sharing plan distributed a proportion of net profits to employees during a stated performance period.

Program evaluation and review technique (PERT)
The program evaluation and review technique (PERT) is a means for identifying and controlling the many separate events involved in the completion of projects.

Programmed decision
A programmed decision applies a solution from past experience to the problem at hand.

Progressive discipline
Progressive discipline is the process of tying reprimands in the form of penalties or punishments to the severity of the employee's infractions.

Project management
Project management is the responsibility for making sure that all activities in a project are completed on time, in the order specified, and with high quality.

Project schedule
A project schedule is a single-use plan for accomplishing a specific set of tasks.

Projection
Projection is the assignment of personal attributes to other individuals.

Prospector strategy
A prospector strategy is a corporate competitive strategy that involves pursuing innovation and new opportunities in the face of risk and with the prospects of growth.

Proxemics
Proxemics is the use of interpersonal space, such as in the process of interpersonal communication.

Psychological contract
A psychological contract is the shared set of expectations held by an individual and the organization, specifying what each expects to give and receive from the other in the course of their working relationship.

Quality
Quality is a degree of excellence, often defined as the ability to meet customer needs 100 percent of the time.

Quality circle
A quality circle is a group of employees who meet periodically to discuss ways of improving the quality of their products or services.

Quality control
Quality control involves checking processes, material, products, or services to ensure that they meet high standards.

Rational persuasion strategy
A rational persuasion strategy attempts to bring about change through persuasion backed by special knowledge, empirical data, and rational argument.

Reactor strategy
A reactor strategy is a corporate competitive strategy that involves simply responding to competitive pressures in order to survive.

Realistic job previews
Realistic job previews are attempts by the job interviewer to provide the job candidate with all pertinent information about a prospective job and the employing organization, without distortion and before a job offer is accepted.

Reason strategy
A reason strategy of influence relies on personal power and persuasion based on data, needs, and/or values.

Reciprocity strategy
A reciprocity strategy of influence involves the mutual exchange of values and a search for shared positive outcomes.

Recruitment
Recruitment is a set of activities designed to attract a qualified pool of job applicants to an organization.

Referent power
Referent power is the capability to influence other people because of their desires to identify personally and positively with the power source.

Refreezing
Refreezing is the final stage in the planned-change process during which the manager is concerned with stabilizing the change and creating the conditions for its long-term continuity.

Reliability
Reliability refers to the ability of an employment test to yield the same result over time if taken by the same person.

Replacement
Replacement is the management of promotions, transfers, terminations, layoffs, and retirements.

Responsibility
Responsibility is the obligation to perform that results from accepting assigned tasks.

Responsibility center
A responsibility center is a work unit formally charged with budgetary responsibility for carrying out various activities.

Retrenchment strategy
A retrenchment strategy involves slowing down, cutting back, and seeking performance improvement through greater efficiencies in operations.

Retribution strategy
A retribution strategy of influence relies on position power and results in feelings of coercion or intimidation.

Reward
A reward is a work outcome of positive value to the individual.

Reward power
Reward power is the capability to offer something of value-a positive outcome-as a means of influencing other people.

Risk environment
A risk environment is a problem environment in which information is lacking, but some sense of the "probabilities" associated with action alternatives and their consequences exists.

Robotics
Robotics is the use of computer-controlled machines to completely automate work tasks previously performed by hand.

Role
A role is a set of activities expected of a person in a particular job or position within the organization.

Role ambiguity
Role ambiguity occurs when a person in a role is uncertain about what others expect in terms of his or her behavior.

Role conflict
Role conflict occurs when the person in a role is unable to respond to the expectations held by one or more others.

Role overload
Role overload occurs when too many role expectations are being communicated to a person at a given time.

Satisficing
Satisficing involves choosing the first satisfactory alternative that comes to your attention.

Satisfier factor
A satisfier factor is a factor in job content, such as a sense of achievement, recognition, responsibility, advancement, or personal growth, experienced as a result of task performance.

Scenario planning
Scenario planning identifies alternative future "scenarios" and makes plans to deal with each.

Scientific management
Scientific management involves developing a science for every job, including rules of motion and standardized work instruments, careful selection and training of workers, and proper supervisory support for workers.

Selection
Selection is the process of choosing from a pool of applicants the person or persons who best meet job specifications.

Selective perception
Selective perception is the tendency to define problems from one's own point of view or to single out for attention things consistent with one's existing beliefs, values, or needs.

Self-fulfilling prophecy
A self-fulfilling prophecy occurs when a person acts in ways in order to confirm another's expectations.

Self-managing work team
A self-managing work team, sometimes called an autonomous work group, is a group of workers whose jobs have been redesigned to create a high degree of task interdependence and who have been given authority to make decisions about how they go about the required work.

Self-serving bias
Self-serving bias explains personal success by internal causes and personal failures by external causes.

Semantic barriers
Semantic barriers are verbal and nonverbal symbols that are poorly chosen and expressed, creating barriers to successful communication.

Shaping
Shaping is positive reinforcement of successive approximations to the desired behavior.

Shared power strategy
A shared power strategy is a participative change strategy that relies on involving others to examine values, needs, and goals in relationship to an issue at hand.

Simultaneous structure
A simultaneous structure involves the coexistence of mechanistic and organic structures within an organization in the attempt to accomplish both production efficiency and innovation.

Single-use plan
A single-use plan is used only once.

Skill
A skill is the ability to translate knowledge into action that results in the desired performance.

Skills-based pay
Skills-based pay is a system of paying workers according to the number of job-relevant skills they master.

Small-batch production
Small-batch production is the production of a variety of custom products that are tailor-made, usually with considerable craftsmanship, to fit customer specifications.

Small business
A small business has fewer than 500 employees, is independently owned and operated, and does not dominate its industry.

Social audit
A social audit is a systematic assessment and reporting of an organization's commitments and accomplishments in areas of social responsibility.

Social loafing
Social loafing is the tendency of some people to avoid responsibility by "free-riding" in groups.

Socialization
Socialization is the process of systematically changing the expectations, behavior, and attitudes of a new employee in a manner considered desirable by the organization.

Sociotechnical system
A sociotechnical system designs jobs so that technology and human resources are well integrated in high-performance systems with maximum opportunities for individual satisfaction.

Span of control
Span of control is the number of subordinates reporting directly to a manager.

Specialized staff
Specialized staff are positions that perform a technical service or provide special problem-solving expertise for other parts of the organization.

Specific environment
A specific environment is comprised of the actual organizations and persons with whom the focal organization must interact in order to survive and prosper.

Stability strategy
A stability strategy maintains the present course of action.

Staff managers
Staff managers use special technical expertise to advise and support the efforts of line workers.

Stakeholders
Stakeholders are the persons, groups, and institutions directly affected by an organization's performance.

Standing plan
A standing plan is used more than once.

Statistical quality control
Statistical quality control is the use of statistical techniques to assist in the quality control process.

Stereotype
A stereotype results when an individual is assigned to a group or category and then the attributes commonly associated with the group or category are assigned to the individual in question.

Strategic business unit (SBU)
A strategic business unit (SBU) is a separate operating division that represents a major business area and operates with some autonomy vis-�-vis other similar units in the organization.

Strategic constituencies analysis
A strategic constituencies analysis is the review and analysis of the interests of external stakeholders of an organization.

Strategic human resource planning
Strategic human resource planning analyzes staffing needs and identifies actions to fill those needs.

Strategic management
Strategic management is the managerial responsibility for leading the process of formulating and implementing strategies that lead to longer term organizational success.

Strategic opportunism
Strategic opportunism is the ability to remain focused on long-term objectives by being flexible in dealing with short-term problems and opportunity as they occur.

Strategic plan
A strategic plan is comprehensive and addressed longer term needs and directions of the organization.

Strategy
A strategy is a comprehensive plan or action orientation that sets critical direction and guides the allocation of resources for an organization to achieve long-term objectives.

Stress
Stress is a state of tension experienced by individuals facing extraordinary demands, constraints, or opportunities.

Stressor
A stressor is anything that causes stress.

Structured problem
A structured problem is familiar, straight-forward, and clear in its information requirements.

Subcultures
Subcultures within organizations are common to groups of people with similar values and beliefs based upon shared personal characteristics.

Substantive conflict
Substantive conflict is disagreement over such things as goals, the allocation of resources, distribution of rewards, policies, and procedures, and job assignments.

Substitutes for leadership
Substitutes for leadership are factors in the work setting that move work efforts toward organizational objectives without the direct involvement of a leader.

Subsystem
A subsystem is a work unit or smaller component within a larger organization.

Survivor syndrome
Survivor syndrome is the stress experienced by people who fear for their jobs after having "survived" large layoffs and staff cutbacks in an organization.

SWOT analysis
A SWOT analysis sets the stage for strategy formulation by analyzing organizational strengths and weaknesses and environmental opportunities and threats.

Symbolic manager
A symbolic manager uses symbols to establish and maintain a desired organizational culture.

Synergy
Synergy is the creation of a whole that is greater than the sum of its individual parts.

Task activity
A task activity is an action taken by a group member that contributes directly to the group's performance purpose.

Task force
A task force is a formal team convened for a specific purpose and expected to disband when that purpose is achieved.

Task goals
Task goals are performance targets for individuals and/or groups.

Team
A team is a collection of people who regularly interact to pursue common goals.

Team building
Team building is a sequence of collaborative activities to gather and analyze data on a team and make changes to increase its effectiveness.

Team leaders or supervisors
Team leaders or supervisors report to middle managers and directly supervise nonmanagerial workers.

Team structure
A team structure is an organizational structure through which permanent and temporary teams are created to improve lateral relations and solve problems throughout an organization.

Teamwork
Teamwork is the process of people working together in groups of accomplish common goals.

Technical skill
A technical skill is the ability to use a special proficiency or expertise in one's work.

Technology
Technology is the combination of equipment, knowledge, and work methods that allows an organization to transform inputs into outputs.

Telecommuting or flexiplace
Telecommuting or flexiplace involves working at home or other places using computer links to the office.

Theory X
Theory X is a set of managerial assumptions that people in general dislike work, lack ambition, are irresponsible and resistant to change, and prefer to be led rather than to lead.

Theory Y
Theory Y is a set of managerial assumptions that people in general are willing to work and accept responsibility and are capable of self-direction, self-control, and creativity.

Theory Z
Theory Z is a term that describes a management framework used by American firms following Japanese examples.

Top-down planning
Top-down planning begins with broad objectives set by top management.

Top managers
Top managers are the highest level managers and work to ensure that major plans and objectives are set and accomplished in accord with the organization's purpose.

Total quality management (TQM)
Total quality management (TQM) is managing with an organization-wide commitment to continuous work improvement, product quality, and meeting customer needs completely.

Training
Training involves a set of activities that provide learning opportunities through which people can acquire and improve job-related skills.

Trait
A trait is a relatively stable and enduring personal characteristic of an individual.

Transactional leadership
Transactional leadership is leadership that orchestrates and directs the efforts of others through tasks, rewards, and structures.

Transformational leadership
Transformational leadership is the ability of a leader to get people to do more than they originally expected to do in support of large-scale innovation and change.

Transnational corporation
A transnational corporation is an MNC that operates worldwide on a borderless basis.

Type A personality
A type A personality is a person oriented toward extreme achievement, impatience, and perfectionism and who may find stress in circumstances others find relatively stress-free.

Uncertain environment
An uncertain environment is a problem environment in which information is so poor that it is difficult even to assign probabilities to the likely outcomes of known alternatives.

Unfreezing
Unfreezing is the initial phase in the planned-change process during which the manager prepares a situation for change.

Unplanned change
Unplanned change occurs spontaneously or at random and without a change agent's direction.

Unstructured problem
An unstructured problem involves ambiguities and information deficiencies.

Valence
Valence is the value a person assigns to work-related outcomes.

Validity
Validity refers to the ability of an employment test to measure exactly what it is intended to relative to the job specification.

Values
Values are broad beliefs about what is or is not appropriate behavior.

Virtual meeting
A virtual meeting is a meeting conducted by a computer-mediated process of information sharing and decision making.

Virtual office
The virtual office enables workers to "commute" via computer networks, fax machines, and express mail delivery service.

Virtual team
A virtual team is a group of people who work together and solve problems through computer-based rather than face-to-face interactions.

Whistleblower
A whistleblower exposes the misdeeds of others in organizations.

Wholly owned subsidiary
A wholly owned subsidiary is a local operation completely owned by a foreign firm.

Win-lose conflict
A win-lose conflict occurs when one party achieves its desires at the expense and exclusion of the other party's desires.

Win-win conflict
A win-win conflict occurs when conflict is resolved to the mutual benefit of all concerned parties.

Work process
A work process is a related group of tasks that together create a value for the customer.

Work-at-home
Work-at-home involves accomplishing a job while spending all or part of one's work time in the home.

Workflow
Workflow is the movement of work from one point to another in a system.

Workforce diversity
Workforce diversity is a term used to describe demographic differences (age, gender, race and ethnicity, and able-bodiedness) among members of the workforce.