MODULE 2 - PART 2 (STAGE SETTING)

ESTABLISHING INFORMATION POWER

• Agents might carefully rehearse their speeches, examine the logic, and practice the delivery.

• Or they may first give a target some background information, which would build a basis for the subsequent persuasion

CONTEXT

____________ is pretty important even if its written, there are information that is not necessarily spoken in public. There are usually public statements but statements when you reread it, you have the luxury of time as the writer/one preparing the information to prepare and present it in a manner that is most palatable/consumable to your audience.

• It builds a basis for the subsequent persuasion because it establishes a view that the one who delivers the topic knows what they’re talking about.

EXPERT POWER

What other means of stage setting can Information Power be more effective?

INTIMIDATION

• To use coercion effectively, it may be important to demonstrate to the target not only that the means are available for coercion, but also that the agent is ready and willing to pay the costs that coercion implies.

T

T OR F: In order to utilize personal reward or coercion, or referent power, the agent may first attempt to ingratiate her or himself with the target, with well-placed compliments, flattery, and so on.

T

T OR F:

• Stage-setting can target multiple bases of power.

• Ingratiation simply means you are getting yourself immersed/known to that person. 

  • Being friendly first.

  • is to immerse yourself/make yourself known to the target of influence.

EMPHASIZING COMMUNITY

• To establish referent power, the agent must also develop a sense of communality with the target (“Look,” the supervisor may say, “we are really all one team, trying to get this done.”)

• EFFECTIVE IN REFERENT POWER

SELF PROMOTION

• Demonstrations of one’s superior knowledge such as resenting of the amount of training and experience he or she has. Others maybe in the form of language, the room setup, and the academic achievements of a person.

• SOURCE FOR EXPERT POWER

AUTHORIZATION FOR LEGITIMATE POSITION POWER

• Presentation of evidence for the legitimate authority of the agent’s position. This includes the established authority relating to the position being held by the agent.

Doing Favors to Establish Legitimate Reciprocity

• To establish this form of legitimacy, the agent may first do a favor for the target, or emphasize the various favors that he or she has done in the past.

Guilt Induction for Legitimate Equity

• An agent may induce guilt in order to establish his or her legitimacy of equity. Somehow the agent may convince the target that the target has caused harm or pain, for which the agent is entitled to compensation in the form unhesitating compliance.

T

T OR F:

• Legitimacy/Legitimate authority could also come from equity.

• That those who are higher in terms of capabilities to provide for the other become obliged.

Demonstrating Effective Surveillance

• Since both coercive power and reward power require surveillance, influencing agents who expect to use these bases of power may find it necessary to establish their ability to determine whether a target has compiled. They may do this by confronting a subordinate regarding an infraction that the subordinate thought had been done in private.

• APPLICABLE TO REWARD AND COERCIVE POWER

1. AGENT KNOWS THERE IS CHANGE OF BEHAVIOR

2. TARGETS ARE MONITORED

The decision to give the incentive/provide punishment will only be necessary/available when the:

Implementing the Power Strategy and Assessing its Effects

• Evaluating the success of the influence attempt by the agent at the target. Whether or not the target has changed his/her behavior according to the desired outcome of the agent.

Metamorphic Effects of Power

The escalation process of using coercive power diminishing information power. Such process comes from the diminishing of the target while increasing the power of the agent.

• DEMINISHES INFORMATION POWER

• MORE COERCION IS LESS INFORMATION POWER

• It’s not about the information anymore, it’s about the threat.

Power/Interaction from Perspective of the Target

• Targets may also have varied motivations for accepting or rejecting the influence of agents:

  • Need for independence, power, and self esteem

  • Positive/negative feelings for the target.

Subsequent Relations Between Agent and Target

• The influence attempt, successful or unsuccessful, has very likely changed both the influencing agent and the target, changed their perceptions of themselves and changed their perceptions of the other.

T

T OR F: ACCORDING TO PETER COLEMAN. Subsequent Relations Between Agent and Target

CONFLICT BY COLEMAN

• A means of seeking or maintaining the balance or imbalance of power in relationships.

• It may also be waged as a symbolic expression of one’s identity and right to self-determination.

POWER BY COLEMAN

• Commonly used in conflict for achieving one’s goals

• Influences the types of conflict

UNDERSTANDING POWER

• Abstract

• Filtered by our individual experiences

• Useful approach: (to avoid misconceptions)

  • Power is the ability to make things happen or to bring about desired outcomes.

1. POWER AS DYNAMIC

2. MEANINGS OF POWER: ENVIRONMENRAL, RELATIONAL, PERSONAL

3. POTENTIAL AND KINETIC POWER

DISTINCTIONS OF POWER

POWER AS DYNAMIC

UNDER DISTINCTIONS OF POWER

• Determined not only by people but by the dynamic interaction of particular people behaving in a certain manner in a given situation

• Determined not only by the characteristics of the person or persons involved in any given situation, nor solely by the characteristics of the situation, but by the interaction of these two sets of factors.

Meanings of Power: Environmental

UNDER DISTINCTIONS OF POWER

• the degree to which an individual can favorably influence his or her overall environment

• Not just another person/political actor but the entirety of our environment/direct environment.

Meanings of Power: Relational

UNDER DISTINCTIONS OF POWER

• the degree to which a person can favorably influence another person;

• Your capability is now directed towards another identity/actor. There is already influence so the influence is already directed to another person.

Meanings of Power: Personal Power

UNDER DISTINCTIONS OF POWER

• the degree to which a person is able to satisfy his or her own desires

•  you have the power to eat the food you want/go to places you want/be with people you want to be with or simply the ability to achieve your own individual desires.

POTENTIAL POWER

UNDER DISTINCTIONS OF POWER

• The resources for power or the fools available to influence one’s environment, the other party, or one’s own desires.

  • Examples: wealth, social capital, physical strength, weapons, intelligence, knowledge, legitimacy, respect, affection, organizational skills, allies, etc.

KINETIC POWER

UNDER DISTINCTIONS OF POWER

• Involves the active employment of strategies and tactics of influence, which are simply the manner in which the resources are put to use to accomplish particular objectives.

• THIS POWER is already the utility of those resources.

  • Examples: persuasion, exchange, legitimacy, friendliness, ingratiation, praise, assertiveness, inspirational, appeal, consultation, pressure, and coalitions