Power and Influence

  • Contingencies of power

    • Substitutability: the availability of alternatives 

Power decreases when:

  • The number of alternative sources of resources increases 

  • The availability of substitutes for the resource increases 


  • Centrality: the power holder’s importance, based on the degree and nature of his/her interdependence with others 

    • Increases with the number of people who depend on you

 

  • Visibility: how literally visible you are to others 

•Power increases as they are “visible” to others


  • Discretion: the freedom to exercise judgment and make decisions without referring to a specific rule or receiving person from someone else

 

  • Social influence: occurs when emotions, opinions or behaviors are affected by others 

  • it may be passive or active 

  • when a person a power, they have control over certain resources  which creates the potential to influence someone 


  • The six principles of influence:

    • Reciprocity: people feel indebted to those who do something for them or give them something 

    • Social proof: people tend to look to those around them to guide their decisions and actions 

    • Commitment & consistency: we’re more likely to do something after we’ve already agreed to it 

    • Liking: people are more likely to say yes to people that they like

    • Authority: people respect those in positions of authority and follow the lead of credible, knowledgeable experts

    • Scarcity: the less there is of something, the more valuable it is 

  • Door-in-the-face technique: refusing an initial large request increases the likelihood of agreeing to a second, smaller request (asking for $100 donation knowing its going to be a “no”, knowing that following up and asking for a $10 donation after does not seem so bad) 

  • Foot-in-the-door technique: agreeing to a small request increases the likelihood of agreeing to a second, larger request

  • Low-ball technique: agreeing to purchase something of a given price increases the likelihood of agreeing to purchase it at a higher price 

  • All 8 influence tactics

    • Pressure tactics: using demands, threats, or intimidation to convince you to comply with a request or to support a proposal