ORGS 2100 - Class 8: Power, Influence, & Conflict

What is power?

capability to shape other’s action & withstand other’s influence

What are the social power bases?

• organizational

• personal

What are the organizational social power bases?

• legitimate

• coercive

• reward

What are the personal social power bases?

• expert

• referent

What does Stanford’s Jeffrey Pfeffer comprehensively claim in the “If You Want to Change the World, You Need Power: Part 1” video?

• personal power

  • ambition

  • confidence

  • persistence

  • energy

  • empathy

• authenticity doesn’t get far

• accept world to change world

What are the persuasion methods?

• emotion

>

• logic

• authority

What are the influence tactics?

• rational persuasion

• consultation

• inspirational appeal

• collaboration

>

• ingratiation

• personal appeal

• apprise

>

• pressure

• coalition

• exchange

What are the most effective influence tactics?

• rational persuasion

• consultation

• inspirational appeal

• collaboration

What are the moderately effective influence tactics?

• ingratiation

• personal appeal

• apprise

What are the least effective influence tactics?

• pressure

• coalition

• exchange

What are the additional persuasion tactics?

• create scarcity

• ‘foot in door’ technique

• offer proof

• appeal reputation

• set expectation

• pave way

• frame message

What is the ‘foot in door’ technique?

1. small commitment

2. big commitment

What is ‘pave way’ as an additional persuasion tactic?

1. ask for more

2. ask for want

What is the ‘frame message’ as an additional persuasion tactic?

• gain

v.s.

• loss

What is James Clawson’s “Level 3 Leadership” model?

power use

• source

• outcome

• action

What is L1?

visible behaviour

• behaviour >

• overlook / underestimate chance to influence L2 & L3

What is L2?

conscious thought

What is L3?

underlying value

What is the L1 source?

influence what others do

What are the L1 outcomes?

• short-term compliance

• obligatory agreement

What are the L1 actions?

organizational social power bases

What is the L2 source?

influence what others think

What are the L2 outcomes?

• compliance

• cognitive commitment

What are the L2 actions?

• expert power personal social base

What is the L3 source?

influence what people love

What are the L3 outcomes?

• affective commitment

• long-term change

What are the L3 actions?

• referent power personal social base

What are the common conflict precipitators?

• misunderstanding

• clashing personality

• competing need

• differing value

• ambiguity

• performance

What does one do in ‘misunderstanding’ as a common conflict precipitator?

facilitate clear communication

What does one do in ‘clashing personality’ as a common conflict precipitator?

facilitate open communication

What does one do in ‘competing need’ as a common conflict precipitator?

collaboration & abundance > competition & scarcity

What does one do in ‘differing value’ as a common conflict precipitator?

criteria

What does one do in ‘ambiguity’ as a common conflict precipitator?

facilitate shared communication

What does one do in ‘performance’ as a common conflict precipitator?

address & encourage accountability

What is the single greatest conflict factor?

perceived incompatible difference

What does perceived incompatible difference entail?

• interdependence

• inevitability

• scarce resource

• expressed struggle

• incompatible goal

What are some functional conflict element examples?

• confirmation

• cooperation

• de-escalation

• integration

• focus on problem & task / process

What are some dysfunctional conflict element examples?

• disconfirmation

• escalation

• opposition

• polarization

• focus on person & other judgment

What are some conflict management style examples?

// conflict resolution style

• avoid

• accommodate

• compete

• compromise

• collaborate

What are some appropriate avoid scenario examples?

• relationship >

• confrontation ≠ solution

• ≠ time / place

• hostile other

• ≠ alternative

• strife > worth

• emotion >

• information >

What are some inappropriate avoid scenario examples?

• need to resolve

• linger resentment

• confrontation = solution

What are some appropriate accommodate scenario examples?

• standstill

• one doesn’t strongly feel

• relationship >

• lack of power

• alternative >

• build credit

• preserve dignity

What are some inappropriate accommodate scenario examples?

• one says what they think other wants

• resolution → other’s expense

• long-term resentment

• give in ≠ solve

What are some appropriate compete scenario examples?

• threaten safety

• quick decision & unlikely consensus

• skill: one >

• ≠ middle ground

• one leverages unwillingness to compete

What are some inappropriate compete scenario examples?

• damage long-term relationship

• attention → solution

• other’s expense

What are some appropriate compromise scenario examples?

• complex & moderate issue

• limited resource

• acceptable solution

• one’s learning to trust

• approach < cause

• one = other

• allow to fully examine

• time pressure

• alternative <

What are some inappropriate compromise scenario examples?

• ≠ on board & committed

• alternative >

What are some appropriate collaborate scenario examples?

• win-win

• big issue

• best solution >

• learning >

• build commitment

What are some inappropriate collaborate scenario examples?

• little time

• low trust

• skill & topic disparity

What is workplace bullying?

repeated malicious behaviour causing harm

What are some workplace bullying form examples?

• psychological

• physical

What are the psychological harassment signs?

• subtle

• overt

What are the intervention steps?

1. stop behaviour

2. communicate consequence

3. document & report

4. take action

5. know law

(M/C Quiz) The tactic of making people feel good is known as:

• Ingratiation

(M/C Quiz) Interdependence is what makes a team, a team. Which of the following is false about interdependence:

• Interdependent teams always have a leader who is in charge

• Comprehensive interdependence is the most complicated type

• There is give & take in all models of interdependence

• Interdependence dance often includes components where there is independent work done

(M/C Quiz) While your team member is not the most educated, or the most skilled, they still tend to have power in the team because of their:

• expert power

• cooperative power

• temporal power

• referent power

(M/C Quiz) Believe it or not, __ can constitute harassment.

• asking for time

• not wanting to go lunch

• repeatedly ignoring someone

• laughing at unfunny joke

(M/S Quiz) Which of the following are conflict management style examples:

• avoid

• agree to disagree

• collaborate

• compromise

(T/F Quiz) We should usually attempt to avoid conflict.

• False

(M/C Quiz) Conflict can best be explained by…

• Perception of incompatibility

(M/C Quiz) There are a number of known persuasion tactics. These do not include:

• bird in hand

• foot in door

• social proof

• pave way

(M/C Quiz) A leader who’s using what people care about to instil belief is likely using __ leadership.

• L3

(M/C Quiz) Often, when we discover that __, avoiding or giving in to conflict can be the best approach.

• we’re going to lose

• relationship matters most

• other’s an idiot

• we’re sad

What is conflict?

situation of perceived incompatibility leading to antagonistic interaction when one feels other interferes with ability to attain objective

What are the legitimate power guidelines?

• stay within rights

• politely request

• describe purpose

What are the coercive power guidelines?

• warn people

• fairly punish

• follow through

What are the reward power guidelines?

• be clear

• propose attractive reward

• offer what one can follow through

What are the expert power guidelines?

• support proposal

• honestly request

• communicate justification

What are the referent power guidelines?

• follow through

• do for others even when not required

• support other

What are the contingency factors?

• substitutability

• centrality

• discretion

• visibility

What is influence?

behaviour use causing behavioural / attitudinal change

What are rational persuasion’s uses?

• important & feasible proposal

• upward influence

What is consultation as an influence tactic?

allow target to participate in request

What is collaboration as an influence tactic?

leader offers to help target

What is ingratiation?

// suck up

influence tactic using favours to have target feel better about leader

What is ingratiation’s use?

long-term strategy

What is apprise?

target explains benefit

What is guanxi?

ability to influence decisions by creating obligation base

What should be noted about influence tactic use?

• combination >

• softer nature >

What are the influence attempt responses?

• internalization

>

• compliance

>

• resistance

What is the most common influence attempt response?

compliance

What shifts in compliance?

• behaviour

• not attitude

What shifts in resistance?

• not behaviour

• not attitude

What are the major ways people can use power to influence?

• organizational politics

• conflict resolution

What is organizational politics?

self-interest action

What is political skill?

ability to understand other & influence enhancing personal &/or organizat

What are organizational politics causes?

• personal

<

• organizational

… characteristic

What are the organizational politics personal characteristics?

• power need

• Machiavellianism

What is Machiavellianism?

will to deceive other to acquire power

What are the organizational politics organizational characteristics?

• lack of decision participation

• limited / changing resource

• role ambiguity

• high & unclear performance pressure & evaluation

What are the organizational politics negative employee reactions?

decreased…

• job satisfaction

• organizational commitment

• task performance

increased…

• strain

What explains why organizational characteristics’ stronger organizational politics effect is good for organizations?

easier to clarify performance measure & role than change personal characteristic

What are the conflict resolution style factor combinations?

• assertive

• cooperative

What are avoiding’s factor combinations?

• low assertiveness

• low cooperation

→ lose-lose

What are avoiding’s causes?

• one wants to remain neutral

• stay away & postpone conflict

What are accommodating’s factor combinations?

• low assertiveness

• high cooperation

→ lose-win

What are accommodating’s causes?

• one gives in

What are competing’s factor combinations?

• high assertiveness

• low cooperation

→ win-lose