Chapter 13: Power and Organizational Politics Flashcards
Refers to a capacity that A has to influence the behavior of B so B acts in accordance with A’s wishes.
Power
Is based on an individual’s position in an organization
Formal Power
It depends on fear of the negative results from failing to comply.
Coercive Power
With which people comply because it produces positive benefits.
Reward Power
It represents the formal authority to control and use organizational resources based on structural position in the organization.
Legitimate Power
Two bases of personal power
Expert Power and Referent Power
Is influence wielded as a result of expertise, special skills, or knowledge.
Expert Power
Is based on identification with a person who has desirable resources or personal traits.
Referent Power
Power Tactics
Legitimacy Rational Persuasion Inspirational Appeals Consultation Exchange Personal Appeals Ingratiation Pressure Coalitions
Relying on your authority position, or saying that a request accords with organizational policies or rules.
Legitimacy
Presenting logical arguments and factual evidence to demonstrate that a request is reasonable.
Rational Persuasion
Developing emotional commitment by appealing to a target’s value, need, hopes, and aspirations.
Inspirational Appeals
Increasing support by involving the target in deciding how you will accomplish your plan.
Consultation
Rewarding the target with benefits or favors in exchange for following a request.
Exchange
Asking for compliance based on friendship or loyalty.
Personal Appeals
Using flattery, praise, or friendly behavior prior to making a request.
Ingratiation
Using warnings, repeated demands, and threats.
Pressure
Enlisting the aid or support of others to persuade the target to agree.
Coalitions
Their ability to influence others to enhance their own objectives.
Political Skill
It consists of activities that are not required as part of an individual’s formal role but that influence, or attempt to influence, the distribution of advantages and disadvantages within the organization.
Political Behavior
Used to translate power bases into specific actions that influence others.
Power tactics
The process by which individuals attempt to control the impression others form of them.
Impression Management
It treats the reward “pie” as fixed, so any gain one person or group achieves has to come at the expense of another person or group.
Zero-Sum Approach
Reactive and protective behaviors to avoid action, blame, or change.
Defensive Behaviors
