MANA Chapter 11

Formal Power

based on one’s position in the organization

Personal Power

based on the unique characteristics of the individual

Influence

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

Authority

the right to influence another person

Zone of Indifference:

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

French and Raven’s Bases of Power

• Reward: power in allocating resources

• Coercive: power in punishment

• Legitimate: power in job status

• Expert: power in intelligence

• Referent: power in liking

Other Types of Power

• Information: access to and control over important information

• Personal (Selfish): power used for personal gain

• Social: power used to create motivation or to accomplish group goals

Kanter’s Symbols of Power

• Ability to intercede for someone in trouble

• Ability to get placements for favored employees

• Exceeding budget limitations

• Procuring above-average raises for employees

• Getting items on the agenda at meetings

• Access to early information

• Having top managers seek out their opinion

Kanter’s Symbols of Powerlessness (3 Symptoms)

• 1.) Overly close supervision

• 2.) Inflexible adherence to the rules

• 3.) Tendency to do the job themselves rather than training others to do it

Korda’s Symbol of Power

• Office Furnishing: effect of furniture on perceptions

• Time Power: using clocks and watches as power symbols

• Standing By: a game in which people are obliged to keep their cell phones with them at all times so executives can reach them

Influence Tactics (How we influence others)

• Pressure: the person uses demands, threats, or intimidation to convince you to comply with a request or to support a proposal

• Ingratiation: the person seeks to get you in a good mood or to think favorably of him or her before asking you to do something

• Exchange: the person makes an explicit or implicit promise that you will receive rewards or tangible benefits if you comply with a request or support a proposal or reminds you of a prior favor to be reciprocated

How to win friends and influence people

• Build connections

• Listen before you try to persuade

• Mind you body language (and your tine)

• Develop expertise 

• Give people what they want (when you can)

Cialdini’s 6 Principles of Influence

• Friendship/Liking

• Reciprocity

• Social Validation

• Commitment/Consistency

• Authority

• Scarcity

Charisma

a charismatic person is outing, energetic, and likable, who naturally draws other to them

Political Skill: getting things done outside of organizational bylaws (4 dimensions)

• Social astuteness

• Interpersonal influence

• Networking ability

• Sincerity