Power & Influence Dynamics Flashcards
Principles of Persuasion
- Liking
- Reciprocity
- Social Proof
- Consistency
- Authority
- Scarcity
Principles of Persuasion: Liking
People like those like them, who like them.
Influence people and win friends through similarity and praise.
Principles of Persuasion: Reciprocity
People repay in kind.
Give what you want to receive.
Principles of Persuasion: Social Proof
People follow the lead of similar others.
Use peer power
Principles of Persuasion: Consistency
People fulfill written, public and voluntary commitments.
Make others’ commitments active, public & voluntary.
Principles of Persuasion: Authority
People defer to experts who provide shortcuts to decisions requiring specialized information.
Don’t assume people can see your expertise.
Principles of Persuasion: Scarcity
People value what’s scarce.
Use exclusive information to persuade.
Employer/Employee Connection
Typically, when the employee and the organization are equally and highly dependent on each other, there is a balance of power and both are strongly motivated to contribute to each other’s success.
Job Negotiation Issues
Distributive Issues – Opposite Ends (Zero Sum)
Compatible Issues – Both Agree (Win-Win)
Integrative Issues – Issues are more important to some and less to others. (Log-Rolling is Necessary)
Negotiations need not be zero sum.
BATNA
Best Alternative to Negotiated Agreement
The Greater BATNA you have, the greater power you have at work.
Discussions need not be zero sum
Types of Power
- Reward
- Coercive
- Legitimate
- Expert
- Referent
Power allows leaders to get commitment, compliance, or resistance.
Reward Power
Control over rewards, material goods. COMP/CMT
People look for material rewards vs Relationships become too transactional
Coercive Power
Ability to administer punishments, adverse outcomes COMP/RES
Effective when fair vs Garners compliance only
Legitimate Power
Formal authority, respect & deference COMP
Less effortful to pull rank vs Compliance only
Expert Power
Special knowledge & skills, information, advice CMT
Effective if you have the right skills vs micromanaging
