Topic 4: Power & Influence Flashcards
What is the definition of Power in an organizational context?
Power is the capacity to exert influence to control others or events, as well as the capacity to defend against the influence of others.
What is Authority?
Authority is a type of power that stems from a position, such as managerial rights inherent to a role.
What is Influence?
Influence is the use of power or power in action.
What is Reward Power?
Power based on the perception that a manager can provide rewards if a person complies with their request.
What is Coercive Power?
Power that comes from the ability to punish or threaten punishment to enforce compliance.
What is Legitimate Power?
Power based on one’s position or perception of having the right to influence.
Example: The elderly are respected due to their wisdom.
What is Referent Power?
Power stemming from others’ identification, admiration, or affection for the leader.
What is Expert Power?
Power based on the perception that someone has specialized knowledge or expertise.
Example: Consulting a lawyer for legal advice.
What are norms in a team context?
Informal rules and expectations that regulate group behavior.
What is conformity?
Changing behavior to match others in the group.
What are weak ties and strong ties?
Weak ties: Indirect connections, like acquaintances.
Strong ties: Direct personal connections.
People often get jobs from weak ties.
What are three reactions people may have when influenced without authority?
Resistance – No influence is accepted.
Compliance – Influence is accepted, but not enthusiastically.
Commitment – Influence is accepted enthusiastically.
What are political skills?
Skills used to influence others effectively in order to achieve personal or organizational goals.
What are the six Social Influence Weapons (Cialdini’s Principles)?
Friendship/Liking – We are more likely to be influenced by people we like or who like us.
Commitment & Consistency – Once we make a choice, we are more likely to act consistently with it.
Scarcity – We value things more when they seem limited or rare.
Reciprocity – We tend to return favors or give back what we receive.
Social Proof – We follow what others are doing, especially in uncertain situations.
Appeals to Authority – We are more likely to follow those we see as experts or authority figures.
What is the Friendship/Liking principle?
People are more easily influenced by those they like or who like them.
What is Commitment & Consistency?
Once a choice is made, people tend to act consistently with it.
What is the Scarcity principle?
People place higher value on things that are in short supply.
What is the Reciprocity principle?
People tend to return favors or give what they receive.
What is the Social Proof principle?
People follow actions that others are doing in similar situations.
What is the Appeals to Authority principle?
People are influenced by those perceived as experts.
What is the foundation of a strong employee-manager relationship?
Trust and reciprocity.
What are key questions to ask when getting to know your manager?
Communication preferences?
Detail level in updates?
Hands-on or hands-off?
Decision-making style?
Triggers for anger or negativity?
Most important goals this year?
Name two etiquette tips for influencing up.
Make a good first impression.
Be authentic and show appreciation.
