Ch 5 - Gaining Power and Influence Flashcards
Determinants of personal power
Expertise, Personal attraction, Effort, Legitimacy
Expertise
Task-relevant knowledge or experience
Personal attraction
Desirable characteristics associated with friendship
Effort
Higher-than-expected commitment of time
Legitimacy
Higher-than-expected commitment of time
Determination of position power
Centrality, Flexibility, Visibility, & Relevance
Centrality
Access to information in a communication network
Flexibility
Amount of discretion veste in a position
Visibility
Degree to which task performance is seen by influential people in the organization
Relevance
Alignment of assigned tasks and organizational priorities
Influence strategy
Retribution, Reciprocity, & Reason
Retribution
Force others to do what you say. Coercion (threaten) and intimidation (pressure). Use countervailing power to shift dependence to interdependence, confront the exploiting individual directly, and actively resist.
Reciprocity
Help others to want to do what you say. Bargaining (exchange) and Ingratiation (obligate)
Examine the intent of any gift- or favor-giving activity, confront individuals who are using manipulative bargaining tactics, and refuse to bargain with individuals who use high-pressure tactics
Reason
Show others that it makes sense to do. Persuasion based on facts, needs, or personal values
Explain the adverse effects of compliance on performance, defend your personal rights, and firmly refuse to comply with the request are guidelines of actions
Reprimand
A behavior-shaping approach used to transform unacceptable behaviors into acceptable ones. Using countervailing power to shift dependence to interdependence, confronting the exploiting individual directly, and actively resisting are not responses to be used to neutralize reprimand.
