@@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.
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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.
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@@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.
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@@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.
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@@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.
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Chapter 13 - Power & politics
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