1. HOD 1100 Small Group Behavior
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Power and Influence
HOD 1100
Small Group Behavior
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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?
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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.
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4. 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
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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.
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6. 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
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Bases of Power
Reward power
Coercive power
Legitimate power
Referent power
Expert power
Informational power
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Influence Tactics
Rational persuasion
Inspirational appeal
Consultation
Ingratiation
Exchange
Personal appeal
Coalition
Legitimating
Pressure
Collaboration
Apprising
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9. Outcomes of Influence Tactics3 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)
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The Art of Persuasion
Establish credibility
Find common ground
Provide compelling evidence
Connect emotionally
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11. 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
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12. 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
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13. 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
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Power Tactics
How do you get your way? Write down 10 ways.
Rate each behavior:
P for positive
N for negative
NU for neutral
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Demonstration Group
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Family Systems (Kerr)
Detachment
Fusion
Differentiation
Emotional Cutoff
(Independent)
Enmeshment
(Dependent)
Ability to separate:
- Thoughts from feelings
- Self from others
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The Use of Power
Quantity
of Power
Goal of Power
Permissiveness No
Power
Directive
Synergic
Low
High
Self
Group
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18. Who has the power in your group?
Reward power
Coercive power
Legitimate power
Referent power
Expert power
Informational power
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Types of Power
Power over
Power from (reactive)
Power to (empowerment)
Example: Madeleine Albright
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20. Maslow’s Hierarchy of Needs
Self-actualization
Esteem
Belonging Needs
Safety Needs
Physiological Needs
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