Chapter 6 - basic Power

Question 1

What are reasons for conflict on Pfeffer’s model?

Answer 1

• Scarce resources.
• Interdependence (based on differentiation/specialisation).
• Different goals (based on differentiation/specialisation and different environments).
• Different beliefs about cause/effect relations (based on differentiation/specialisation and different environments).

Question 2

What are the two factors that can cause a conflict to become an open power struggle in Pfeffer?

Answer 2

• Importance of the matter.

- Distribution of power.

Question 3

What are the 8 power bases that are used when mapping the political landscape?

Answer 3

• Position
• Knowledge (info/expertise)
• Control of rewards
• Coercive power
• Alliances and networks
• Control over agendas
• Control over symbols
• Charisma

Question 4

What should you do according to Ury/Patton/Fisher’s principled negotiation model?

Answer 4

• separate people from problem
• focus on interests rather than position
• generate more options
• refer to objective/common evaluation criteria

Question 5

What are Cialdini’s six principles of persuasion?

Answer 5

• Liking principle. Focus on similarities.
• Authority principle. Perceive legitimate authority.
• Scarcity principle. More attractive the scarcer, advocate as unique.
• Consistency principle. By saying it you are more likely to do it.
• Reciprocity principle. Give back what you get.
• Principle of social proof. Do as you perceive similar people would do.