ch 13 power and politics Flashcards
power
the ability to influence the behavior of others to get what you want
conformity
people’s tendencies to behave consistently with social norms
dependency
power that a person or unit gains from their ability to handle actual or potential problems facing the organization
- the more that a person or unit is dependent on you, the more power you have
- directly related to power
scarcity
uniqueness of a resource
- the more difficult something is to obtain, the more valuable it tends to be
importance
value of the resource
substitutability
one’s ability to find another option that works as well as the one offered
three questions to determine how dependent you are on someone
- scarcity
- importance
- substitutability
legitimate power
power the comes from one’s organizational role or position
reward power
the ability to grant a reward
coercive power
the ability to take something away or punish someone for noncompliance
expert power
comes from knowledge and skill
information power
access to specific information
referent power
personal characteristics of the person such as the degree to which we like, respect, and want to be like them
- charisma
influence tactics
- rational persuasion
- legitimating
- personal appeals
- exchange
- ingratiation
- pressure
- coalitions
- inspirational appeals
- consultation
responses to influence
resistance
compliance
commitment
rational persuasion
facts, data, and logical arguments to try to convince others that your point of view is the best alternative
inspirational appeals
seek to tap into our values, emotions, and beliefs to gain support for a request or course of action
consultation
the influence agent’s asking others for help in directly influencing or planning to influence another person or group
integration
different forms of making others feel good about themselves
personal appeals
helping another person because you like them and they asked for your help
exchange
give-and-take in which someone does something for you, and you do something for them in return
coalition tactics
a group of individuals working together toward a common goal to influence others
pressure
exerting undue influence on someone to do what you want or else something undesirable will occur
legitimating tactics
when the appeal is based on legitimate or position power
impression management
actively shaping the way you are perceived by others
three categories of impression management
nonverbal
verbal
behavior
nonverbal impression management
clothes you wear and you demeanor
verbal impression management
tone of voice, rate of speech, what you choose to say and how you say it
behavior impression management
how you perform on the job and how you interact with others
upward influence
ability to influence you boss and others in positions higher than yours
downward influence
ability to influence employees lower than you
organizational politics
informal, unofficial, and sometimes behind-the-scenes efforts to sell ideas, influence an organization, increase power, or achieve other targeted objectives
political skill
people’s interpersonal style, including their ability to relate well to others, self-monitor, alter their reactions depending upon the situation they are in, and inspire confidence and trust
social networks
visual maps of relationships between individuals
social network analysis (SNA)
a systematic effort to examine the structure of social relationships in a group
three key roles in a network
central connectors - people linked to the greatest number of people
boundary spanners - people who connect one network to another within the company or even across organizations
peripheral specialists - have special expertise that can be drawn upon even though they often work independently of the group
softer influence tactics
intrinsic motivation and self-esteem
inspirational, personal appeals, rational persuasion
harder influence tactics
extrinsic motivation and action oriented
exchange, coalitions, pressure appeals
negative impact of power on people
- corrupting impact - focus on self-interests
- threat to competence - more self-interested and overconfidence decisions
positive impact of power on peopl
- energize and lead to motivation to achieve goals
- enhance motivation to help others
- self-interested behavior is only linked to weak moral identities
