Chp 12 - Power, Influence and Negotiation Flashcards
What are the 5 types of power and what are they group in.
Grouped in: Organizational and personal.
Organizational:
- Legitimate
-Reward
- coercive
Personal:
- Expert and Referent
What does Power mean?
The ability to influence the behaviour of others and resist unwanted influence in return.
Having does not mean you use it.
What is legitimate power?
a position of authority inside the organization and is sometimes referred to as formal authority.
Ex. Manager ask you to stay late, but limit is cant ask fro outside scope like wash my car.
What is reward power?
when someone has control over the resources or rewards another person
wants.
Ex. Manager control over raises.
What is coercive power?
exists when a person has control over punishments in an organization.
Ex Manager can fire. Fear.
What is expert power?
derives from a person’s expertise, skill, or knowledge on which others depend.
What is referent power?
When others have a desire to identify and be associated with a person. Elon musk ppl wanna be like him.
What is contingency factors?
are factors that can affect the strength of a persons ability to use power to influence others.
What are the 4 types of contingency factor?
- Substitutability
- Discretion
- Centrality
- Visibility
What does substitutability mean?
the degree to which people have alternatives in accessing resources.
What does Discretion mean?
degree to which managers have the right to make decisions on their own.
What does centrality mean?
represents how important a person’s job is and how many people depend on that person to accomplish their tasks.
What does Visibility?
is how aware others are of a leader’s power and position.
What does influence mean?
the use of an actual behaviour that causes behavioural or attitudinal changes in others.
Power inc our ability to influence behaviour.
Describe the 4 step to more effective influential tactic?
- Rational Persuasion
- Consultation
- Inspirational appelas
- Collaboration
Describe the 3 steps in moderately effective influential tactic?
- Ingratiation
- Personal Appeals
- Apprising
Describe the 3 steps in least effective influential tactic?
- Pressure
- Coalitions
- Exchange
Expand on Rational persuasion?
use of logical arguments and hard facts to show the target that the request is a worthwhile one.
Ex. say “the engineers would get some data to back up their idea”
What does inspirational appeal mean?
is a tactic designed to appeal to the target’s values and ideals, thereby creating an emotional or attitudinal reaction.
What does consultation mean?
when the target is allowed to participate in deciding how to carry out or implement a request.
*Opinion are valued
What does collaboration mean?
attempting to make it easier for the target to complete the request.
* leader helping complete the task providing required resources, or removing obstacles
What does ingratiation mean?
is the use of favours, compliments, or friendly behaviour to make the target feel better about the influencer.
“Sucking up”
What does personal appeals?
occur when the requestor asks for something on the basis of personal friendship or loyalty.
Apprising is what?
occurs when the requestor clearly explains why performing the request will benefit the target personally.
