Session 20 Flashcards
Power
The ability to act a certain way and get your own way when other people’s opinions are at stake and have an opinion on what should be done.
The foundations of Power
Coercive: power to punish a person if not compliant
Reward: power to reward a person for being compliant
Legitimate: power granted because they are in an authoritative position
Expert: power granted because a person possesses expertise knowledge on a certain subject matter
Referent: power given to a person because the person that complies to them has but them on a pedestal and grants them respect/looks up to them
Informational: power granted to a person that posses information that the others don’t.
Compliance
When a person expresses a particular opinion and acts a certain way to fit in despite not necessarily holding the same opinions or values
Organisational Politics
activities taken within the organisation to develop acquire and use power and other sources to obtain one’s preferred outcomes in a situation where there is uncertainty or disagreement
Social influence
Change in a person’s actions, behaviour, and thought process as a result of hanging out with a particular group or person.
Reciprocity
Responding to a positive action with another positive one and a negative action with another negative one.
Positive reciprocal actions differ from altruistic ones as those only follow positive actions.
They also differ from social gift giving as those can be taken without the future hope of future positive responses.
Door in face technique
Compliance technique used by starting off with making an extremely large demand that the respondent will most probably turn down. Then the person asking will make a second smaller more rational demand that is more likely than not to be taken upon.
The second demand is more likely to be taken because it is seen as a concession and they’re more likely to be reciprocated.
Foot-in-Door technique
Making a small commitment will get you more inclined to make a bigger commitment later on.
Low-Ball Technique
Persuasion/selling technique in which an item or service is offered at a lower price than it is intended to be charged after which the price is increased in order to raise profits.
