Power Refers to a capacity that A has to influence the behavior of B, so that B acts in accordance with A’s wishes. The definition implies a potential that need not be actualized to be effective. The more B is dependent upon A, the more power A has

What Creates Dependency?

Influence (power) Tactics Reason Use of facts, explaining logic & rationale Present reasons first, then state your position Assertiveness Direct and forceful approach Demanding compliance with requests Less on reason, more on position Coalition Getting the support of others to back up the request or the issue

Influence (power) Tactics Bargaining Exchange Benefits or favors (I do a favor for you, then you’ll do a favor for me): Equity theory / Norm of reciprocity Higher authority Gain support of those higher up to back up requests Friendliness Create goodwill before making a request Flattery

Overall Usage of Tactics: From Most to Least Popular When Subordinates Influenced Superiors When Managers Influenced Subordinates Most Popular Reason Coalition Friendliness Bargaining Assertiveness Higher authority Reason Assertiveness Friendliness Coalition Bargaining Higher authority Least Popular Material pertinent to this illustration is found on pages 405-406.

Influencing the Majority Opinion Holders Persuasion techniques Be positive and tactful in tone Uncover the reasoning & logic behind positions Ask questions/challenge the assumptions & reasoning Do not argue from position “I don’t know” Consider what type of evidence is most relevant to those you are trying to persuade Facts & figures Testimonials Experiencing

Contingent Use of Tactics Managers may vary tactics depending upon the situation and their objectives When seeking benefits from superiors, Friendliness When trying to persuade boss and subordinates to consider new ideas, Reason When prior requests have been unsuccessful, Assertiveness

Locating the Power Departmental Individual Place on committees Number of employees Budget allocation Location of offices Ability to intercede Approval for spending Items on the agenda Access to top brass Prentice Hall, 2001 Chapter 12

Position Based Power Coercive Power Reward Power Legitimate Power Control over punishments Influence is based upon one’s fear of the negative results that might occur if you don’t comply Reward Power Control over rewards Influence is based upon one’s desire to receive benefits/rewards Legitimate Power Due to position in the hierarchy, person has authority to make decisions – other than those involving distribution of rewards and/or punishments

Person Based Power Information Expert Referent Access Specialized knowledge, skills, and experience Others become dependent upon you Referent Personal traits, charisma Identification-based influence (others are influenced because they want to be around you and behave as you do) “Be like Mike” (Gatorade commercial)

Politics Those activities that are not required as part of one’s formal role in the organization but that influence or attempt to influence the distribution of advantages and disadvantages within the organization.