chapter 14 management

Personalized Power

Power directed at helping oneself as a way of enhancing one's own selfish self-interests.

Socialized Power

Power directed at helping others.

Five Sources of Power

Legitimate, Reward, Coercive, Expert, and Referent.

Soft Influence Tactics

Rational persuasion, Inspirational appeals, Consultation, Ingratiation, and Personal appeals.

Hard Influence Tactics

Exchange, Coalition, Pressure, and Legitimating tactics.

Rational Persuasion

Using logical arguments and factual evidence to persuade.

Inspirational Appeals

Building enthusiasm by appealing to others' emotions, ideals, or values.

Consultation

Getting others to participate in planning, making decisions, and changes.

Ingratiation

Getting someone in a good mood prior to making a request (e.g., brown-nosing).

Personal Appeals

Referring to friendship and loyalty when making a request.

Exchange Tactics

Reminding someone of past favors or offering to make a trade.

Coalition Tactics

Getting others to support your effort to persuade someone.

Pressure Tactics

Using demands, threats, or intimidation to gain compliance.

Legitimating Tactics

Basing a request on one's authority or right, organizational rules, or support from superiors.

Organizational Politics

Intentional acts of influence to enhance or protect the self-interest of individuals or groups.

Political Behavior

Actions like attacking others, using information as a political tool, or building a base of support.

Impression Management

Attempts to manipulate the images that others have of us.