Case of A Floundering Expatriate Power and Influence Case of A Floundering Expatriate

Case Analysis What was Donaldson’s job? How did he try to achieve it? Where did he go wrong? What should he have done instead?

How could Donaldson achieve those goals?

How can we make people do things they do not want to? Power Influence

What is Power? Potential to mobilize energy and make others do what you want or need Types of power: Personal Positional Relational

Personal Power Creating cooperation Winning in competitive environment Gaining support

Positional Power Formal authority Control over resources

Relational Power Direct Ties Interaction between ties Structure of social network

Power and Leadership Legitimate Sources of Power Position in the organization (formal authority) Reward Coerce or punish Expertise Referent power (charisma)

Understanding the context of power How is communication channeled in this organization? Mechanisms of reward and governance Organizational culture The audience

How do we exert power? Power of force Power of influence Surveillance power

Why Influence? Goals of influence Compliance Internationalization Commitment

Class exercise Please get into teams of 7 – your own or join with other teams. There should be only 7 people in each team. Need 1 volunteer from each team Volunteers please go outside the room Rest of the class: Please divide into 2 teams each (3 people in each team).

Influence Structures in Organizations

How to influence? Persuasion Assertion Ingratiation Attracting Inspirational appeal Exchange Use of humor

How do we persuade people? Logos, pathos and ethos – logic, emotions and values Key methods of persuasion: Keep it simple Share vivid stories Know your audience Repeat yourself Choose your words carefully Make it real

Organizational Politics Machiavellianism Alternate approaches to politics – creative problem solving mechanisms to bridge differential interests

Understanding power dynamics of an organization Identify the interdependence Who has the resources Whose compliance is needed Whose cooperation is required Identify sources of power Sources of difference and possible conflict – identify differences in goals, styles, stakes Broader context – factors that can lead to conflict or cooperation

Back to Donaldson… Can we analyze the power dynamics at Argos?