1. 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

2. What Creates Dependency?

3. 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

4. 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

5. 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

6. 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

7. 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

8. 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

9. 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

10. 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)

11. 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.