10.5: Contrast the positive and negative influences of politics in organizational behavior Flashcards
What are political skills in organizational behavior?
Political skills are the ability to understand others at work and use that knowledge to influence them to achieve personal and organizational objectives.
How do individuals with strong political skills benefit in organizations?
They are more likely to get things done, be rated as “promotable,” have a strong personal brand, and use influence effectively in teams and individually.
What role does politics play in the workplace?
Politics are crucial when allocating scarce resources and resolving competing interests, requiring effective influence tactics to achieve success.
Why is networking critical for career success?
Larger and more diversified personal networks are often the distinguishing factor for high performers, helping them access resources and opportunities.
What is a key takeaway about building a personal network?
Focus on actively developing relationships and connections to enhance career mobility and professional influence.
What challenge do junior employees face regarding influence?
They often lack formal authority but need to get things done by influencing others.
What are Cialdini’s six principles of social influence?
Friendship/Liking: People are more likely to say yes to those they like.
Commitment and Consistency: People align their actions with previous commitments.
Scarcity: People value opportunities more when they are rare.
Reciprocity: People feel obligated to return favors.
Social Proof: People follow what others are doing.
Appeals to Authority: People respect authority figures or credible sources.
How should social influence weapons be used?
Positively, to foster collaboration and ethical outcomes, while also defending against manipulative tactics.
What is the principle of friendship/liking?
We tend to like others who like us and are more likely to be influenced by people who show genuine liking, similarity, and offer praise.
What factors influence liking?
Similarities in age, race, gender, religion, politics, smoking habits, and attractiveness, as well as flattery and genuine praise.
How can flattery affect liking?
Even when flattery is obvious or motivated by self-interest, it can still increase liking and influence.
What is the “beauty premium”?
Attractive individuals often receive higher salaries, better job opportunities, and more favorable outcomes in areas like teaching evaluations and legal judgments.
Does the attractiveness effect weaken with more information?
No, attractiveness often remains relevant even when job-relevant information is available, although its influence is slowly declining over time.
What is the principle of commitment and consistency?
Once people commit to something, they feel pressured to act consistently with that commitment, justifying their decisions to themselves and others.
What is the “foot-in-the-door” technique?
A method where a small request is made first, leading to greater compliance with a larger request later.
What is the “bait-and-switch” technique?
A tactic where someone agrees to an offer but is then presented with a less attractive alternative, often leading them to comply.
How was commitment used in Steve Sherman’s study?
Asking people if they would volunteer increased actual volunteering rates later, as people felt committed to their previous responses.
How can commitment and consistency improve workplace outcomes?
Involving employees in creating improvement plans can lead to stronger accountability and adherence to those plans, fostering goodwill and better performance.
What is the principle of scarcity?
Scarcity is the idea that items or opportunities are more attractive when they are perceived to be in limited supply.
How does fear of loss influence behavior in scarcity?
People are more motivated by potential losses than equivalent gains, fearing lost opportunities or property.
How can scarcity be used to influence others at work?
Highlight the exclusivity of information or limited opportunities, such as early access to reports or unique skills.
Why does scarcity increase perceived value?
When something is rare or hard to get, people value it more highly due to its exclusivity.
What is the principle of reciprocity?
People feel obligated to repay others for actions or favors, creating mutual support and organized cooperation.
What is an example of reciprocity in influence?
Sales techniques like the “door-in-the-face” strategy, where a large request is followed by a smaller one that seems like a concession.
