Chapter 18 Flashcards
Power
when you have the ability to influence another person’s actions
4 sources of power
Coercive power
Charismatic power
Expertise power
Being in the right place at the right time
Being in the right place at the right time
control over resources or access to information (the early bird gets the worm)
Expertise power
knowledge that is respected or valued
Charismatic power
power to attract or influence others by being well liked or respected
Coercive power
power granted by position
Positive vs. Negative Power
Positive power- using power in a positive way to impact others
Negative power- using power to make other people feel bigger, is a form of domination
Win-Win vs. Win-Lose
Win-win- each party gets what they want (or nearly)
Win-lose- One party gets what they want
Influence
being able to persuade others to follow your advice or orders
9 influence tactics
- rational persuasion
- inspirational appeal
- consultation
- ingratiation
- personal appeals
- exchange
- coalition tactics
- legitimating tactics
- pressure and threats
rational persuasion
logical arguement
inspirational appeal
appeal to others aspirations
consultation
support or assistance
ingratiation
praise and flattery
personal appeals
loyalty and friendship
exchange
exchanging favours
coalition tactics
aid of others
legitimating tactics
use of authority or right
pressure and threats
demands and threats
6 influence strategies
Reciprocity
Social proof
Consistency
Scarcity
Expertise and authority
Liking
Liking
response to those that are pleasant
Expertise and authority
relevant expertise and experience persuades
Scarcity
want scarce items
Consistency
align with clear public commitment
Social proof
follow the lead similar to others
Reciprocity
repay in kind
Milgram experiments
a teacher was hired to try to teach someone (an actor) when the actor got the answer wrong the scientist in the lab coat asked the teacher to administer an electric shock to the actor (who wasn’t harmed but the teacher didn’t know that) the shock “increased” with each wrong answer
The process of influence
- Polite request
- Stronger
- Statement of consequences
- Consequences
influencing styles
- Assertive persuasion
- Reward and punishment
- Participation and trust
- Common vision
Assertive persuasion
uses of facts, logic, and reasoning
Reward and punishment
uses bargaining, incentives, pressures
Participation and trust
gets people involved
Common vision
identify vision for the future
Authority
power granted to an employee for example a manager that is recognized as legitimate power
Power distance
measures the extent to which the less powerful members of organizations and institutions accept and expect that power is distributed unequally
