Power and influence in the workplace Flashcards
A capacity that A has to influence the behaviour of B so that B acts in accordance with A’s wishes
Power
B’s relationship to A when A owns something that B needs
Dependency
Power based on a person’s experience and knowledge
Expert power
You like the person and enjoy doing things for him or her.
Referent Power
The person has data or knowledge that you need.
Information Power
Power based on relative position in the organizational hierarchy.
Legitimate Power
Power based on the ability to provide benefits or rewards to people
Reward power
Power based on fear
Coerced power
3 Ways to respond to power
Commitment
Compliance
Resistance
Most likely response to expert and referent power
Commitment
Most likely response to reward and position power
Compliance
Most likely response to coercive power
Resistance
The key to power
Dependency
3 aspects of dependency
Importance
Scarcity
Non-substitutability
Consequence of hard influence tactics
Resistance
Consequence of soft influence tactics
Commitment
Influential language-turn offs
Excuses
Influential language- turn ons
Positive ways to approach the issues
What matters most for sexual harassment
Effect not intent
Characteristics of empowered people
Sense of Self-determination
Sense of meaning
Sense of Competence
Sense of impact
Process by which individuals attempt to control the impression others form of them
Impression management
Two approaches in job interviews (impression management)
Self-promotion
Ingratiation
Freedom and ability of employees to make decisions and commitments
Empowered
6 bases of power
Coercive Reward Legitimate Expert Referent Information
