MAN 3240 Russell Ch 13a

Political skill

-The ability to understand others and the use of that knowledge to influence them to further personal or organizational objectives -Consists of networking ability, social astuteness, interpersonal influence, and apparent sincerity

Legitimate power

A form of organizational power based on authority or position. *derives from a position of authority inside the organization and is sometimes referred to as "formal authority."*

Coercive power

A form of organizational power based on the ability to hand out punishment *generally regarded as a poor form of power to use regularly, because it tends to result in negative feelings toward those that wield it.*

Referent power

A form of organizational power based on the attractiveness and charisma of the leader. -Personal power *It exists when others have a desire (derived from affection, admiration, or loyalty) to identify and be associated with a person.*

Reward power

A form of organizational power based on the control of resources or benefits. The power of a manager to give some type of reward to an employee as a means to influence the employee to act. Rewards can be tangible or intangible.

Internalization

A response to influence tactics where the target agrees with and becomes committed to the request.

Inspirational appeal

An influence tactic designed to appeal to one's values and ideals, thereby creating an emotional or attitudinal reaction. -Auto-response based

Coalition

An influence tactic in which the influencer enlists other people to help influence the target. *occur when the influencer enlists other people to help influence the target. These people could be peers, subordinates, or one of the target's superiors. Coalitions are generally used in combination with one of the other tactics.*

Personal appeals

An influence tactic in which the requestor asks for something based on personal friendship or loyalty.

Pressure

An influence tactic in which the requestor attempts to use coercive power through threats and demands.

Apprising

An influence tactic in which the requestor clearly explains why performing the request will benefit the target personally.

Exchange tactic

An influence tactic in which the requestor offers a reward in return for performing a request.

Consultation

An influence tactic whereby the target is allowed to participate in deciding how to carry out or implement a request.

Expert power

Form of organizational power based on expertise or knowledge. -Personal power.

Discretion

Freedom to decide what should be done in a particular situation. The degree to which managers have the right to make decisions on their own.

Visibility

How aware others are of a leader and the resources that leader can provide.

Centrality

How important a person's job is and how many people depend on that person to accomplish their tasks.

Organizational Politics

Individual actions directed toward the goal of furthering a person's own self-interests Necessary, and not necessarily evil (e.g., leader political support) It often is best to accept that politics exist, and attempt to improve your ability to maneuver through the political environment

Collaboration

Seen as both a conflict resolution style and an influence tactic whereby both parties work together to maximize outcomes.

Influence Tactics

Some tactics are more effective than others Multiple tactics often are used in combination for greatest effect.

Power

The ability to influence the behavior of others and resist unwanted influence in return.

Substitutability

The degree to which people have alternatives in accessing the resources a leader controls,

Influence is relative

The disparity between the influencer and influencee (i.e., the person being influenced) is a factor

Influence

The use of behaviors to cause behavioral or attitudinal changes in others.

Ingratiation

The use of favors, compliments, or friendly behavior to make the target feel better about the influencer.

Rational persuasion

The use of logical arguments and hard facts to show someone that a request is worthwhile. -Direct and information based (facts)

Leadership

The use of power and influence to direct the activities of followers toward goal achievement.

Influence is directional

Usually downward toward subordinates Lateral and upward influence also is common

Resistance

When a target refuses to perform a request and puts forth an effort to avoid having to do it. *occurs when the target refuses to perform the influence request and puts forth an effort to avoid having to do it. Resistance is most likely when the influencer's power is low relative to the target or when the request itself is inappropriate or unreasonable.*

Compliance

When targets of influence are willing to do what the leader asks but do it with a degree of ambivalence.

Apparent sincerity

involves appearing to others to have high levels of honesty and genuineness.

Avoidance

usually results in an unfavorable result for everyone, including the organization, and may result in negative feelings toward the leader. Competing is best used in situations in which the leader knows he or she is right and a quick decision needs to be made.