Power and Influence Flashcards
power is a ___ process
relational
describe power
- process between two parties
- not something that you possess
- someone must obey for it to be exercised
- is said to be exercised when it has effect
“the more that B depends on A, the more power A may exercise in the relationship” is which theory?
Power Dependency theory
___ of the source of power is important
perception
what are bases/sources of power?
- resources you can draw on to exercise power
- related to the motives for obeying on the part of the power subject
what are the 5 types of power?
- legitimate
- coercive
- induced (reward)
- competent (expert)
- referent or personal
describe legitimate power
- person occupies a particular position so they possess an acknowledged right to command
- common in formal organizational structure
- greatest reliability of anticipated reactions compared with other forms of authority
describe coercive power
- an individual who can withhold rewards may be able to influence behaviour of others
- power is exercised when power subject fears losing something of value
describe induced (reward) power
-influence induced on basis of rewards, positive benefits to target
describe competent (expert) power
- individual with specialized knowledge and skill
- possesses acknowledged right to command
- we have belief in expert’s superior competence
describe referent (personal) power
- person has command and others will listen because they are liked, admired
- power subject seeks to identify with these personal qualities and gains satisfaction from being an accepted follower
- self-generating
___ turn a source of power into a specific line of action
tactics
name some hard tactics
- legitimacy (organizational position, rules)
- exchange (promise of future reward or benefit)
- pressure
- coalitions (seek aid of others so your target will be influenced)
name some soft tactics
- rational persuasion
- inspirational appeals (principles, beliefs)
- consultation
- ingratiation (compliments, imitation)
what is the best tactic to use?
rational persuasion
what is the order of tactics to use on an upward influence? (ex. your boss)
rational persuasion
coalition
ingratiation
what is the order of tactics to use on a downward influence? (those who report to you)
rational persuasion consultation ingratiation exchange legitimacy inspirational appeals pressure
what is the order of tactics to use on a lateral influence? (your peers)
rational persuasion consultation ingratiation exchange legitimacy personal appeals coalition
