HOD 1100 Small Group Behavior This multimedia product and its contents are protected under copyright law. The following are prohibited by law: any public performance or display, including transmission of any image over a network; preparation of any derivative work, including the extraction, in whole or in part, of any images; any rental, lease, or lending of the program. Power and Influence HOD 1100 Small Group Behavior Copyright © Allyn & Bacon 2009

Copyright © Allyn & Bacon 2009 Introduction How do you get others to do what you want them to do? What do you do when they don’t do it? Why should others do what you say? How do you feel when others tell you what to do? How do you resist the efforts of others to influence you? Copyright © Allyn & Bacon 2009

Copyright © Allyn & Bacon 2009 Definitions Power is the ability to impose one’s will over others. Power can be held by individuals, groups, organizations or institutions. Influence is the means by which that power is exercised. Copyright © Allyn & Bacon 2009

Social Systems and Power Assumptions Social systems and settings are always exerting power (control) over people Individuals have varying levels of power and control over their own environment Social Exchange Theory Individuals give up certain things (costs) in order to get certain benefits (needs and desires). Example: union membership. Attitudes Towards Power and External Influence Commitment Compliance Resistance Disengage Copyright © Allyn & Bacon 2009

Copyright © Allyn & Bacon 2009 Examples of Power Power of the Majority Asch experiments Peer pressure to suppress personal views Power of an Authority Figure Milgram Experiments 26 out of 40 (65%) administered the full 450 volts to the learner Power of Roles Zimbardo Experiments Living out perceived roles (prisoners and guards) Power of Social Systems and Structures Families, governments, companies, religious groups, etc. Copyright © Allyn & Bacon 2009

Power Struggle (Storming) Individual members start speaking up different perspectives are shared pressure to conform is overcome by the need to express individual viewpoints Shift in perceptions of the leader subgroup forms to oppose the leader conflict with remaining members who support the leader Copyright © Allyn & Bacon 2009

Copyright © Allyn & Bacon 2009 Bases of Power Reward power Coercive power Legitimate power Referent power Expert power Informational power Copyright © Allyn & Bacon 2009

Copyright © Allyn & Bacon 2009 Influence Tactics Rational persuasion Inspirational appeal Consultation Ingratiation Exchange Personal appeal Coalition Legitimating Pressure Collaboration Apprising Copyright © Allyn & Bacon 2009

Outcomes of Influence Tactics 3 41 56 Pressure 44 53 Coalition Legitimating 23 30 47 Rational persuasion 31 28 Ingratiation 35 24 Exchange 42 33 25 Personal appeal 55 27 18 Consultation 90 % 10 % 0 % Inspirational appeal Commitment Compliance Resistance Influence Tactic Falbe & Yukl (1992) Copyright © Allyn & Bacon 2009

Copyright © Allyn & Bacon 2009 The Art of Persuasion Establish credibility Find common ground Provide compelling evidence Connect emotionally Copyright © Allyn & Bacon 2009

Power Tactic Dimensions Directness Direct: threats, demands, requests Indirect: manipulation, flattery, hints Rationality Rational tactics: bargaining, persuasion Nonrational tactics: criticize, cry Bilaterality Bilateral tactics: persuasion, negotiation, discussion Unilateral tactics: demands, fait accomplis, disengagement Copyright © Allyn & Bacon 2009

Case Study: 13th Century Scotland The Players Power Analysis: What does each party want? What do they do to get it? Power English Army Scottish Nobles William Wallace Scottish Peasants Committed Compliant Resistant Copyright © Allyn & Bacon 2009

Reflection Papers: Power Issues Getting everyone to do their fair share The desire of individuals to increase personal power (influence) over the group Strong reactions toward those with power Copyright © Allyn & Bacon 2009

Copyright © Allyn & Bacon 2009 Power Tactics How do you get your way? Write down 10 ways. Rate each behavior: P for positive N for negative NU for neutral Copyright © Allyn & Bacon 2009

Copyright © Allyn & Bacon 2009 Demonstration Group Copyright © Allyn & Bacon 2009

Copyright © Allyn & Bacon 2009 Family Systems (Kerr) Detachment Fusion Differentiation Emotional Cutoff (Independent) Enmeshment (Dependent) Ability to separate: - Thoughts from feelings - Self from others Copyright © Allyn & Bacon 2009

Copyright © Allyn & Bacon 2009 The Use of Power Quantity of Power Goal of Power Permissiveness No Power Directive Synergic Low High Self Group Copyright © Allyn & Bacon 2009

Who has the power in your group? Reward power Coercive power Legitimate power Referent power Expert power Informational power Copyright © Allyn & Bacon 2009

Copyright © Allyn & Bacon 2009 Types of Power Power over Power from (reactive) Power to (empowerment) Example: Madeleine Albright Copyright © Allyn & Bacon 2009

Maslow’s Hierarchy of Needs Self-actualization Esteem Belonging Needs Safety Needs Physiological Needs Copyright © Allyn & Bacon 2009