Chapter 6 Power and Influence

Power and Influence Authority Influence type of power that a person possesses due to his position Influence use of power

Myths of Power and Influence Power and influence are inherently “slimy” “Rationality” is the best form of influence Power stems solely from one’s position Involving others and sharing power weakens your own position First impressions and good manners are overrated

The Sources of Power and Influence Bases of Power Reward Legitimate Referent Expert Coercive

Bases of Power Reward power Legitimate power ability to provide others with rewards they desire in exchange for work you need accomplished Legitimate power that which is invested in a role or job position

Bases of Power Referent power Expert power Coercive power stems from another person either admiring you or wanting to be like you Expert power person possesses knowledge and skill that someone else requires Coercive power power to force someone to do something against their will

Question? What is the tendency to believe, behave and perceive in ways that are consistent with group norms? Normative justice Conventional observation Conformity Traditionalism The correct answer is “C” – conformity. See next slide.

Norms and Conformity Norms Conformity a code of conduct about what constitutes acceptable behavior Conformity tendency to believe, behave and perceive in ways that are consistent with group norms

The Range of Influence Tactics

Relative Effectiveness of Tactics Resistance Compliance Commitment

Question? What is the combination of the most effective influence tactics that results in behavior that is “disarmingly charming and engaging manner that inspires confidence, trust, and sincerity”? Legalistic skills Political skills Professionalism Authority skills The correct answer is “B” – political skills. See next slide

Influence Tactics Political skills combination of the most effective influence tactics that results in behavior that is “disarmingly charming and engaging manner that inspires confidence, trust, and sincerity”

Social Influence Weapons Principle 1: Friendship/Liking Ingratiation Self-enhancement Enhancing the other

Social Influence Weapons Principle 2: Commitment and Consistency Foot-in-the-door Lowballing Bait-and-switch

Social Influence Weapons Principle 3: Scarcity Hard to get Deadline One-of-a-kind

Social Influence Weapons Principle 4: Reciprocity Door-in-the-face That’s not all Foot-in-mouth

Social Influence Weapons Principle 5: Social proof Repeated affirmations Vivid examples Name-dropping

Social Influence Weapons Principle 6: Appeals to authority Snob appeal Appeal to tradition Appeal to novelty

Discussion Question? Which social influence weapon is the most effective? Appeals to authority Social proof Reciprocity Scarcity There is no one best answer. See slides 6-14 – 6-19.

Creating Artificial Authority 3 symbols are most dangerous Titles Clothing Automobiles

Managing Your Boss Important to understand your boss’s mindset and see the world through his lens Communicate in your boss’s preferred style Understand yourself

Communication Strategies Have a clear vision of your recommendation Outline both costs and benefits Ask for input

Professionalism: A Source of Trust and Respect capability of building relationships that bring out the best in people and navigating social situations Source of trust and respect

Building Positive Relationships Get to know your people – show genuine interest in others Practice MBWA – Management by Walking Around Get your hands dirty Arrive early to work and meetings Regularly talk a little about yourself Be authentic Show appreciation Under promise and over deliver

First Impressions & Introductions First rule of management etiquette is to understand the power of that good first impression and to be sure to polish your approach First impression is based on handshake, introductions, and clothing Learn and use names

Building Your Social Network Important property of power is “the ability to mobilize resources to get things done” Takes superior persistence, organization, and follow-up

Building Your Social Network Important to have a positive outlook on needing help and about soliciting support Get beyond your organization and become active in industry or other professional events Use an organizer to manage the contacts you have made

Frequent Relationship Mistakes Managers Make Taking credit for the work of others Failing to follow-up on commitments quickly Trying to show everyone who’s in charge Refusing to ask for help Over reliance on title

Test Your Influence Quotient Test your Influence Quotient at www.workingpsychology.com