Power and Politics - People & Org.

This set of flashcards covers key vocabulary and concepts related to power and politics in organizations.

Leadership

The ability to influence a group towards the achievement of goals.

Power

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

Dependence

B's relationship to A when A possesses something that B requires.

Formal Power

Power based on an individual's position in an organization.

Personal Power

Power that comes from an individual's unique characteristics, such as expertise.

Coercive Power

A power base that is dependent on fear of negative results from failing to comply. It is also a type of formal power.

Reward Power

Compliance achieved based on the ability to distribute rewards that others view as valuable. It is also a type of formal power.

Legitimate Power

The power a person receives as a result of his or her position in the formal hierarchy of an organization. It is also a type of formal power.

Expert Power

Influence based on special skills or knowledge. A type of personal power.

Referent Power

Influence based on identification with a person who has desirable resources or personal traits. A type of personal power.

Political Skill

The ability to influence others in such a way as to enhance one's objectives.

Impression Management

The process by which individuals attempt to control the impression others form of them.

Organizational Politics

Activities that are not required as part of a person's formal role in the organization but that influence, or attempt to influence, the distribution of advantages and disadvantages within the organization.

Dependence Postulate

The greater B's dependence on A, the more power A has over B.

Power Tactics

Ways in which individuals translate power bases into specific actions.

Zero-sum Approach

An approach that treats the reward 'pie' as fixed, such that any gains by one individual are at the expense of another.

Which base/s of power are most effective?

Personal Power

What creates dependence?

Importance, scarcity, and non-substitutability of resources.

What is Social Network Analysis

examines patterns of communication among organizational members to identify how information flows between them.

What is a sociogram?

An informal version of an organization chart, but instead shows how resources really flow in an organization.

What are the nine distinct influence tactics?

Legitimacy, rational persuasion, inspirational appeals, consultation, exchange, personal appeals, ingratiation, pressure, and coalitions.

What is Legitimacy?

Relying on your authority position or requests within organizational policies or rules. One of the nine power tactics.

What is Rational Persuasion?

Representing logical arguments and factual evidence to demonstrate a request is reasonable. One of the nine power tactics.

What is Inspirational Appeals?

Developing emotional commitment by appealing to a target’s values, needs, hopes, and aspirations. One of the nine power tactics.

What is Consultation?

Increasing support by involving the target in deciding how to accomplish your plan.

What is Exchange?

Rewarding the target with benefits or favors in exchange for complying in a request. One of the nine power tactics.

What is Personal Appeals?

Asking for compliance based on friendship or loyalty. One of the nine power tactics.

What is Ingratiation?

Using flattery, praise, or friendly behavior prior to making a request. One of the nine power tactics.

What is Pressure?

Using warnings, repeated demands, and threats. One of the nine power tactics.

What is Coalitions?

Enlisting the aid or support of others to persuade the target to agree. One of the nine power tactics.

Which power tactics tend to be the most effective?

Rational persuasion, inspirational appeals, and consultation.

What is, typically, the least effective power tactic?

Pressure tactic

Does power lead to corruption?

Yes, it leads people to place their own interests ahead of others’ needs or goals. It can also lead individuals to “objectify” others. It can also cause the individual to react negatively to any threats to their competence.

What characteristics change how power effects people differently?

Personality, organizational systems, gratitude for power, and those who started in low status and gain power (change in power dynamics).

What is Sexual Harassment?

Any unwanted activity of a sexual nature that affects an individual’s employment and creates a hostile work environment.

Does sexual harassment disproportionately affect women in certain jobs? For example, the restaurant industry.

True

Do larger power differentials make sexual harassment more likely to occur?

True

Is it possible for an organization to be politics free?

It’s possible, but unlikely.

What is politicking?

People using whatever influence they can to support their goals and interests. Additionally, the difference in view on the same action (whether it was positive or negative politics).

People with what characteristics are more likely to engage in political behavior?

High self-monitors, internal locus of control, and high need for power.

How does an individual’s investment in a company influence their pursuit of political action?

The more a person expects of increased future benefits from an organization, the more likely they are to use political action/illegitimate means.

An individual with low expectations of success from political means is unlikely to use them, but high expectations typically showcase themselves in what two groups?

Experienced/powerful individuals (polished political skills) & Naive employees (who misjudge their chances).

What factors make role politicking more prevalent in an organization?

Declining resources, opportunities for promotion, low trust, role ambiguity, and unclear performance evaluation systems.

Is it true that organizational politics are positively related to job satisfaction?

False

What are some of the negative effects of organizational politics?

Decreased job satisfaction, increased anxiety and stress, increased turnover, and reduced performance.

What is Defensive Behaviors?

Reactive and protective behaviors to avoid action, blame, or change.

What are the eight impression management techniques?

Conformity, favors, excuses, apologies, self-promotion, enhancement, flattery, and exemplification

What is one of the best ways to influence people?

Indirectly

Is traditional power often ineffective?

True

What are the components of the three-dimensional model of power?

Situational, relational, dynamic

What is situational power?

Power that comes from understanding the context, environment, goals, and opportunities, not just personal traits or authority.

What limits leaders’ situational power?

Overreliance on formal authority or personal traits instead of recognizing broader sources of influence.

What is the meritocracy paradox?

Systems that claim to reward merit can still contain hidden biases, meaning effort alone doesn’t guarantee outcomes.

What is relational power?

Power derived from relationships, networks, and interactions with others.

What are two types of relationships?

Instrumental (ex: career resources) & supportive (ex: trust, feedback)

What is co-creation?

Involving others early in problem-solving to build buy-in and reduce resistance.

What is brokerage in networks?

Creating value by connecting people who are not otherwise connected.

What is dynamic power?

The idea that power is not fixed,it must be continually adapted as contexts and relationships change.

Why is time important in power?

Resistance often decreases over time; leaders must stay engaged and allow others to come on board gradually.

How can experimentation build power?

Small experiments create evidence, reduce resistance, and build momentum.

What does “pause, reflect, and pivot” mean?

Leaders should reassess strategies, adapt to new information, and adjust their approach over time.

What are the three types of social influence?

Compliance, identification, internalization

What is compliance? (social influence)

Behavior change due to rules or authority

What is identification? (social influence)

Influence based on trust and connection to the leader

What is internalization? (social influence)

Deep change in beliefs, values, and culture

Which type of social influence is the most powerful and lasting?

Internalization, because it changes how people think and what they believe.

What is the biggest mistake leaders make with power?

Relying too much on control, authority, or personal traits instead of context and relationships

What is the most effective use of power?

Mobilizing others’ passion, commitment, and shared purpose rather than forcing compliance.

What role does storytelling and symbolism play?

They help shape beliefs, identity, and culture, enabling deeper influence (internalization).