Power

Notes from lecture slideshow

Power

The capacity, discretion, and means to enforce one's will over others.

Influence

The ability to affect someone's behavior, development, or actions; translates power into action.

Positional Power

Power derived from an individual's formal position or authority within an organization.

Legitimate Power

Power from formal authority, control of resources, and decision-making rights.

Reward Power

Power from controlling positive outcomes, such as raises, promotions, or recognition.

Coercive Power

Power from the ability to punish or impose negative consequences.

Personal Power

Power derived from individual qualities, knowledge, relationships, or access to information.

Expert Power

Power based on specialized knowledge, skills, or expertise.

Referent Power

Power based on charisma, likability, admiration, and personal relationships.

Information Power

Power from controlling valuable information, insights, or access; can be formal or personal.

Centrality

Power gained through a network of task and interpersonal relationships.

Criticality

Power gained from performing work that is important to others.

Flexibility

Freedom to exercise independent judgment and make decisions.

Visibility

Being recognized for your work and interacting with influential organizational members.

Relevance

Working on issues central to the organization's objectives.

Legitimacy Influence Tactic

Using authority, rules, or procedures to justify a request.

Rational Persuasion

Using logical arguments, evidence, and facts to influence someone.

Inspirational Appeals

Appealing to someone's values, ideals, or emotions to inspire action.

Consultation

Seeking someone's participation and input before making a decision.

Exchange

Offering rewards or favors in return for someone's cooperation.

Personal Appeals

Using friendship, loyalty, or personal relationships to gain cooperation.

Ingratiation

Using flattery, praise, or friendliness to influence someone.

Pressure

Using demands, threats, or repeated reminders to gain compliance.

Coalition Tactics

Forming alliances with others to persuade someone to act.

Hard Influence Tactics

Direct, forceful approaches such as pressure, coalitions, and legitimizing tactics.

Soft Influence Tactics

Friendlier, less coercive approaches such as rational persuasion, consultation, and inspirational appeals.

Retribution

Influencing through threats or negative consequences: "If you don't do X, you'll regret it."

Reciprocity

Influencing through rewards or mutual favors: "If you do X, you'll receive Y."

Reason

Influencing through evidence, values, or benefits to the individual or organization.

Commitment

An influence outcome where someone internally agrees and puts forth strong effort.

Compliance

An influence outcome where someone cooperates to gain rewards or avoid punishment without strong internal agreement.

Resistance

An influence outcome where someone actively avoids or opposes a request.

Most Effective Influence Tactic

Inspirational appeals; the slide reports a 90% commitment rate.

Organizational Politics

Intentional influence to protect or advance self-interest that is not aligned with organizational interests; uncertainty can increase political behavior.

Impression Management

Attempting to control how others perceive you through techniques such as flattery, self-promotion, conformity, favors, excuses, apologies, and exemplification.