CoB 202``

3 components to effectivley influence in an organization

trust, flexibility, knowledge

trust

having faith in the honesty, integrity, reliability, and competence of another

flexibility`

trade-offs, allowing others to influence us, activley seeking out and taking into consideration the input of others when setting goals, making decisions, etc

knowledge

truly understanding a partners business purposes, circumstancees, and challenges

5 main influencing styles

bridging, rationalizing, asserting, inspiring, negotiating

bridging

building relationships and finding common ground across different groups or perspectives (dont expect an outcome, but help people get together)

rationlizing

justifyings a persons vbehavior to themselves and others (using logic, data, facts, etc)

asserting

using your authority and confidence to make your opinions or positions known and accepted by others (ex. using a “title, “im the mom”)

inspiring

power to uplift, motivate, and encourage others to take positive and creative action (ex. storytelling)

negotiating

affecting the outcome by using persuasion to shape the other party’s perceptions and actions ( ex.

power

ability to exert influence in order to control other people or events, and the capacity to defend against the influence of others

authority

type of power that a person possesses due to his position

influence

the use of power

where does power come from?

power is given by others → can also be taken away

power

used to achieve short and long term goals

legitimate power

power comes to leader from orgs authority and from rules of the org

expert power

stems from ones expertise and knowledge; power of special skill ,knowledge

charismatic power

attraction, devotion, admiration, “RIZZ”

reward power

ability to provide rewards, giving something needed by follow, intrinsic/ extrinsic motivation, things like praise, recognition,

coercive power

ability to threaten or punish, based off fear, tangible punishment like firing or psychological punishment like critisicm

advantages of power

meet organizational goals, exerting influence on peers and subordinates, drive important decisions, influence up down and across

countervailing power

the less powerful party that still has some degree of power; power relationships depends on some minimum level of trust

norms

a code of conduct about what constitutes acceptable behavior (ex. clothing, language, expression of feelings) (often implicit or unspoken)

conformity

tendency to believe, behave, and perceive in ways that are consistent with group norms

power is what?

relational → it can only exist when there are at least two people

dependence

leads people to do things they may not otherwise do

people who use power efffectively

attain desired jobs faster, make more money, promoted faster

weak ties

indirect relationships

strong ties

direct relationships

influence

use of power

influence leads to 1 of 3 reactions

resistance, complicance, commitment

resistance

influenced person is opposed to carrying out the request

compliance

the person will do what the influencer asks, but not enthused about it

commitment

the person agrees and strives to do it with energy and engagement

what tactics are used most frequently?

rational persuasion and pressure

what type of influence is most common?

downward, then upward, then lateral

organizational politics

represent efforts by organizational members to seek resources and achieve desired goals through informal systems and structures

political skills

combo of most effective influence tactics that result in behavior which is “disarmingly charming and engaging manner that inspires confidence, trust, and sincerity” - “(looking for the “win-win”)

social influence

a form of political skill involving influence without auhtority

P1: friendship/liking

we tend to like others who are like us, similar to us, flatter us

P2: commitment and consistency

foot-in-the-door, lowballing, bait-and-switch

foot-in-the-door

make a small request, then when its granted, make a larger request

lowballing

an offer is agreed upon but then other unattractive details are added

bait-and-switch

deal is switched with another

P3: scarcity

psychological reactance theory

psychological reactance theory

proposes that whenever free choice is limited the need to retain our freedom makes us want it more thna before

P4: Reciprocity

people tend to repay actions in kind

P5: social proof

we tend to view actions as more acceptable to the degree we see others performing them in the same or similar situations

social proof is most influential over what conditions?

uncertainity and similarity

P6: appeals to auhtority

people generally defer judgement to experts or auhtority figures

variations of appeals to authority

snob appeal, appeal to tradition, appeal to novelty

3 symbols that can create artificial authority

titles, clothing, automobiles

6 principles of social influence

1. friendship/liking, 2. commitment/consistency, 3. scarcity, 4. reciprocity, 5. social proof, 6. appeals to authority

what relationship is the most important work relationship

employee-manager (communication is key within relationship)

managing your boss

its improtant to understand your boss’ mindset and see the world through his or her lens