A definition of power

• 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.

Bases of power

• 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

• 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.

Politics: power in action

• 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.

Causes and consequences of political behavior

• 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.