Power

power

the capacity A has to influence the behavior of B so that B acts in accordance with A’s wishes

the greater B’s dependence on A, the greater is A’s power in the relationship

influence using different bases of power

legitimate → position/role

reward → ability to give rewards (carrot)

coercive → ability to punish (stick)

expert → based on expertise/knowledge

referent → based on liking/status/respect

reason/rational persuasion tactic

using the attractiveness of the logic/facts + data to persuade

infratiation tactic

use of flattery, acting humble/being friendly

coalitions tactic

getting the support of the other people in the organization

bargaining tactic

use of negotiation

pressure/assertiveness tactic

use a forceful approach