Chapter 13 - Power & politics
Power: capacity that A has to influence the behavior of B, so that B acts in B accordance with A’s wishes.
Dependency: B’s relationship to A when A possesses something that requires.
Formal power
Coercive power: power base that is dependent on fear of the negative results from failing to comply.
Reward power: compliance achieved based on the ability to distribute rewards that others view as valuable.
Legitimate power: power a person receives as a result of his/her position in the formal hierarchy of an organization.
Personal power
Expert power: influence based on special skills or knowledge.
Referent power: influence based on identification with a person who has desirable resources or personal traits.
Power tactics: ways in which individuals translate power bases into specific actions.
Nine influence tactics
Legitimacy
Rational persuasion
Inspirational appeals
Consultation
Exchange
Ingratiation
Pressure
Coalitions
Political skill: ability to influence others in such a way as to enhance one’s objectives.
Political behavior: 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.
Defensive behaviors: reactive and protective behaviors to avoid action, blame or change.
Impression management (IM): process by which individuals attempt to control the impression others form of them.
Power: capacity that A has to influence the behavior of B, so that B acts in B accordance with A’s wishes.
Dependency: B’s relationship to A when A possesses something that requires.
Formal power
Coercive power: power base that is dependent on fear of the negative results from failing to comply.
Reward power: compliance achieved based on the ability to distribute rewards that others view as valuable.
Legitimate power: power a person receives as a result of his/her position in the formal hierarchy of an organization.
Personal power
Expert power: influence based on special skills or knowledge.
Referent power: influence based on identification with a person who has desirable resources or personal traits.
Power tactics: ways in which individuals translate power bases into specific actions.
Nine influence tactics
Legitimacy
Rational persuasion
Inspirational appeals
Consultation
Exchange
Ingratiation
Pressure
Coalitions
Political skill: ability to influence others in such a way as to enhance one’s objectives.
Political behavior: 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.
Defensive behaviors: reactive and protective behaviors to avoid action, blame or change.
Impression management (IM): process by which individuals attempt to control the impression others form of them.
