14. Bases of Power and Influence Tactics
Understand what power is and know the five bases of power and their sources.
- Power- the capacity to produce effects on others, or the potential to influence others - 5 bases of power: o Expert power- power of knowledge Followers may have more expert power, which would make leading them difficult o Referent power- potential influence one has due to strength of relationship Can be lost very quickly, but takes a lot of time to build up Followers with more referent power can more easily deviate from norms o Legitimate power- depends on persons organizational role Need more than this to be truly successful, o Reward power- potential to influence others due to control to one's control over desired resources May assume a particular reward is valued when it really is not, can produce compliance but not commitment, can lead to workers feeling manipulated o Coercive power- potential to influence others through administrating negative sanctions Carried to extreme=totalitarian, can alienate people
Understand the strong relationship between power and influence tactics.
-Rational persuasion-use logic and facts -Inspirational appeals-arouse enthusiasm or emotion -Consultation- ask targets to participate in planning activity -Ingratiation- get in a good mood before making a request -Personal appeals- do favor out of friendship -Exchange- trade favors -Coalition- seek aid or support of others to influence target -Pressure- threats or persistent reminders to influence targets -Legitimizing tactics- requests based on position
Understand the benefits / appropriateness (or limitations) of utilizing each base of power.
Bases of Power: -5 bases of power: o Expert power- power of knowledge Followers may have more expert power, which would make leading them difficult o Referent power- potential influence one has due to strength of relationship Can be lost very quickly, but takes a lot of time to build up Followers with more referent power can more easily deviate from norms o Legitimate power- depends on persons organizational role Need more than this to be truly successful, o Reward power- potential to influence others due to control to one's control over desired resources May assume a particular reward is valued when it really is not, can produce compliance but not commitment, can lead to workers feeling manipulated o Coercive power- potential to influence others through administrating negative sanctions Carried to extreme=totalitarian, can alienate people
