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

2. 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?

3. How could Donaldson achieve those goals?

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

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

6. Personal Power Creating cooperation Winning in competitive environment
Gaining support

7. Positional Power
Formal authority
Control over resources

8. Relational Power Direct Ties Interaction between ties
Structure of social network

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

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

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

12. Why Influence? Goals of influence
Compliance
Internationalization
Commitment

13. 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).

14. Influence Structures in Organizations

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

16. 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

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

18. 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

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