Exam 4 Flashcards
Coercive power
depends on the fear of negative results from a failure to comply
Reward Power
power based on the ability to distribute rewards that others view as powerful
Formal Power
based on an individual’s position in an organization. it comes from the ability to coerce or reward or from legitimate authority
Legitimate power
based on an individual’s position in the formal hierarchy in an organization.
expert power
based on expertise, special skills or knowledge
if I like, respect, and admire you, then you can exercise power over me because I want to please you. This is called_________ and it’s why celebrities and influencers are paid so much.
referent power
When you enlist the aid or support of others to persuade someone to agree with you, this is called a
coalition
Power
the discretion, capacity, and means to exercise your will over other people
Influence tactics:
when trying to influence someone with upward influence, use
rational persuasion
Influence tactics:
when trying to influence someone with downward influence, use
rational persuasion
Inspirational Appeals
Ingratiation
Legitimacy
Influence tactics:
when trying to influence someone with lateral influence, use
rational persuasion
Consultations
Ingratiation
Exchange
Legitimacy
Personal Appeals
Coalition
Influence tactics:
Legitimacy
Relying on your authority position or saying that a request is in accordance with organizational policies or rules
Influence tactics:
rational persuasion
Presenting logical arguments and factual evidence to demonstrate that a request is reasonable.
Influence tactics:
Inspirational appeals
Developing emotional commitment by appealing to a target’s values, needs, hopes, and aspirations.
Influence tactics:
Consultation
Increasing support by involving the target in deciding how to accomplish your plan.
Influence tactics:
Exchange
rewarding the target with benefits or favors in exchange for agreeing with a request.
Influence tactics:
Personal Appeals
asking for compliance based on friendship or loyalty.
Influence tactics:
Ingratiation
Using flattery, praise, or friendly behavior prior to making a request.
Influence tactics:
Pressure
using warnings, repeated demands, and threats.
Influence tactics:
coalitions
Enlisting the aid or support of others to persuade a target to agree.
Interpersonal Influence :
PUSH
Persuading (proposing, reasoning)
Asserting (stating expectations, evaluating, using incentives-pressure)
Interpersonal Influence :
PULL
Attracting (finding common ground, visioning)
Bridging (Involving, Listening, Disclosing)
When to use push tactics
when your’e in the majority
When to use pull tactics
when you’re in the minority