UTA MANA-3318 Exam 3 Chapter 11

Power

Having the discretion and means to asymmetrically enforce one’s will over others.

The ability to influence another person

Formal Power

Based on one’s position in the organization

Personal Power

Based on unique characteristics of the individual

Influence

Process of affecting the thoughts, behaviors, and feelings of another person

Authority

Right to influence another person

Zone of Indifference

Range in which attempts to influence a person will be perceived as legitimate and acted on without a great deal of thought

Reward (French and Raven’s Bases of Power) (Formal)

Ability to provide incentives or other things valued

Coercive (French and Raven’s Bases of Power) (Formal)

Ability and willingness to punish others (can be threats)

Legitimate (French and Raven’s Bases of Power) (Formal)

Ability to make a request and get a response due to the nature of the roles between two people

Expert (French and Raven’s Bases of Power) (Personal)

Ability to influence others due to expertise, skill, knowledge.

Referent (French and Raven’s Bases of Power) (Personal)

Ability to influence others based upon others’ identification with the person who has desirable resources or personal traits

Intergroup Sources of Power

• Control of critical resources

• Strategic Contingencies

  • Activities that other groups depend on in order to complete their tasks

Other Types of Power

• Information Power

• Personal Power

• Social Power

Kanter’s Symbols of Power

• Getting items on agenda

• Access to early information

• Have the top managers seek out their opinions

Kanter’s Symbols of Powerlessness

• Overly close supervision

• Inflexible adherence to rules

  • Tendency to job themselves than train others

Korda’s Symbols of Power

• Office Furnishings

  • Effect of furniture on perceptions

• Time Power

  • using clock/watches at power symbols

• Standing by

  • Game in which people keep cell phones on them so executive can reach others

Pressure (Influence Tactics)

Person uses demands, threats, intimidation for compliance

Ingratiation (Influence Tactics)

Person seeks to get you in a good mood before asking you to do something

Exchange (Influence Tactics)

Person makes an explicit/implicit promise you will receive rewards or tangible benefits if you comply

Upward Appeals (Influence Tactics)

Person seeks to persuade you that request is approved by higher management for assistance in your compliance

Coalition (Influence Tactics)

Person seeks aid of others to persuade you

Rational Persuasion (Influence Tactics)

Person uses logical arguments & factual evidence to persuade you

Inspirational Appeals (Influence Tactics)

Person makes emotional request/proposal that arouses enthusiasm by appealing to your values/ideals

Consultation (Influence Tactics)

Person seeks your participation in making a decision or planning how to implement a proposed policy, strategy, change

How To Increase Influence

• Build connections

• Listen before persuading

• Mind body langiage

• Develop expertise

Charisma

Outgoing, energetic, likable who naturally draws others to them

Political Skill

Getting things done outside of organizational bylaws. 4 Dimensions:

• Social astuteness

• Interpersonal Influence

• Networking ability

• Sincerity