Lesson 14 Flashcards
Position power
Power that is related to one’s position in a company
Personal power
Power that is related to one’s individual characteristics (traits or competences)
Referent power
Influence based on identification with a person who has desirable resources or personal traits
Expert power
Influence based on special skills or knowledge
Reward power
Compliance achieved based on the ability to distribute rewards that others view as valuable
Coercive power
A power base that is dependent on fear of the negative results from failing to comply
Legitimate power
The power a person receives as a result of his or her position in the formal hierarchy of an organization
Commitment
When an employee makes great effort to carry out a request or implement a decision
Compliance
When an employee is willing to carry out a request but with minimal effort or commitment
Resistance
When an employee is opposed to the request
Proactive influence
tactics
Ways in which requests are formulated in order to reach commitment, compliance or resistance
Rational persuasion
Presentation of logical arguments and factual evidence to support one’s request
Inspirational appeal
Developing emotional commitment by appealing to a target’s values, needs, hopes, and aspirations
Collaboration tactic
Offering to provide relevant resources and assistance to the target
Consultation tactic
Encouraging the target to suggest improvements in a proposal or to help plan an activity or change
Personal appeal tactic
Asking to carry out a request or support a proposal out of friendship, or asking for a favor before saying what it is
Ingratiation tactic
Using praise and flattery before or during an influence attempt, or expressing confidence in the target’s ability to carry out a request
Apprising tactic
Explaining how carrying out a request or supporting a proposal will benefit the target personnally or help advance his/her career
Exchange tactic
Offering an incentive, suggesting an exchange of favors or indicating willingness to reciprocate at a later time
Legitimating tactic
Establishing the legitimacy of a request by referring to rules, policies, contracts or previous agreement
Coalition tactic
Seeking the aid of others to persuade the the target to do something, or using the support of others as a reason for the target to agree
Pressure tactic
Using demands, threats, frequent checking, or persistent reminders to influence the target to carry out a request
