Power and Influence in the Workplace

Understanding Power

• Capacity to influence others
• Power dynamics involve perception, control of resources, and trust
• Creates unequal dependence

Sources of Power

Formal Power

• Coercive Power: Ability to punish
• Reward Power: Ability to provide benefits or remove negative consequences
• Legitimate Power: Right to demand based on position, includes control over information

Personal Power

• Expert Power: Derived from knowledge and experience
• Referent Power: Based on respect and admiration from others

Conditions Affecting Power

• Non-substitutability: Power increases with unique resources
• Centrality: More people affected increases power
• Visibility: Awareness of control increases power
• Discretion: Freedom in decision-making enhances power

Use of Power

• Coercive, legitimate, and reward power are less effective
• Referent and expert power yield better results
• Deadline pressure increases reliance on expert power
• Importance of social awareness in power dynamics

Effects of Power on People

• Self-interest may overshadow others' needs
• Power can cause negative reactions to threats
• Overconfidence and objectification of others may occur
• Potential for abuse, including bullying

Power Through Social Networks

• Networks provide information, visibility, and referent power
• Ties:
  • Strong Ties: Quick access to resources, less unique
  • Weak Ties: Unique resources, slower access
• Centrality Factors:
  • Betweenness, Degree Centrality, Closeness

Influencing Others

• Use of power bases to influence actions
• Types of influence: hard (direct) vs. soft (strategic) tactics

Influence Tactics

Types

• Legitimate Authority: Subtle influence based on position
• Vocal Authority: Direct use of power and assertiveness
• Information Control: Manipulating access to information
• Coalition Formation: Group power for influence
• Persuasion: Logical arguments and emotional appeals
• Exchange: Offering benefits for compliance
• Impression Management: Shaping perceptions via likability

Factors in Choosing Tactics

• Source of Power: Expert/referent power for persuasion
• Level in Hierarchy: Techniques vary by position
• Personal/Organizational Values: Influence style aligned with values

Responses to Influence Tactics

• Commitment: Soft tactics like persuasion
• Compliance: Moderate tactics like impression management
• Resistance: Hard tactics like assertiveness