Chapter 12: Power and Politics
Peer influence
peers need to be willing to influence each other w/o being destructively competitive.
Direction of Influence
upward, downward, & peers.
The Asch Studies
- Individuals could be influenced to say that two lines were the same length when one was clearly shorter than the other.
Sustainability
- One's ability to find another option that works as well as the one offered.
Scarcity
- Refers to the uniqueness of a resource.
The Milgram Studies
- Study conformity to authority. -Tested how far individual would go in hurting another individual when told to do so by a researcher.
Reward Power
- The ability to grant a reward, such as an increase in pay, a perk, or an attractive job assignment.
Ingratiation
- different forms of making others feel good about themselves.
Dependency
-Directly related to power. The more that a person or unit is dependent on you, the more power you have. - Know how dependent you are on someone when you answer three keys questions: Scarcity, Importance, Substitutability
The Zimbardo Study
-Placing a human test of assigning certain role for a person and see how they act to the role.
Information power
-Power that comes from access to specific information.
Expert Power
-Power that comes from knowledge and skill.
Legitimate Power
-Power that comes from one's organizational role or position. -Ex: Boss assign projects, policeman can arrest a citizen, and a teacher assign grades.
Referent Power
-Power that stems from the personal characteristics of the person such as the degree to which we like, respect, and want to be like them. - Often called as charisma: The ability to attract others, win their admiration, and hold them spellbound.
Commonly Used Influence Tactics
-Rational Persuasion -Legitimating -personal appeals -exchange -ingratiation -pressure -coalitions -inspirational appeals -consultation
Importance
-Refers to the value of resource. - The more vital the resources that you control the more power you will have. - Key question, " How important is this?"
Coercive Power
-The ability to take something away or punish someone for noncompliance. -Often works through fears, and it forces people to do something that ordinarily they would not choose to do. -Jobs, yelling at employees and threatening to fire them.
Coalition tactics
A group of individuals working together toward a common goal to influence others. - Ex: Union
Social Networks
A map of the relationships between individuals.
Social network analysis (SNA)
A systematic effort to examine the structure of social relationships in a group.
Impression management
Actively shaping the way you are perceived by others.
Organizational Politics
Are informal, unofficial, and sometimes behind-the- scenes efforts to sell ideas, influence an organization, increase power, or achieve other targeted objectives.
Pressure
Exerting undue influence on someone to do what you want or else something undesirable will occur.
Exchange
Give and take in which someone does something for you, and you do something for them in return.
Personal Appeal
Helping another person because you like them and they asked for your help.
behavior impression management
Include how you perform on the job and how you interact with others.
Verbal Impression management
Include your tone of voice, rate of speech, what you choose to say and how you say it.
12.4
Organizational Politics
Political skill
Peoples' interpersonal style, including their ability to relate well to others, self- monitor, alter their reactions depending upon the situation they are in, and inspire confidence and trust.
Scarcity, importance, sustainability
Possessing any of the three aspects of a resource could make others depend on you, two would make you extremely needed, and having all three could make you indispensable.
Conformity
Refers to people's tendencies to behave consistently with social norms. Ex: In the elevator, facing the front but when you enter and have your back facing front, people entering will have a different feel of feelings.
Inspirational Appeals
Seek to tap into your values, emotions, and beliefs to gain support for a request or course of action. Ex: "Ask not what your country can do for you, ask what you can do for your country."
12.2
The Basics of Power
12.3
The Power to Influence
Power
The ability to influence the behavior of others to get what you want.
Downward influence
The ability to influence those in positions lower than yours.
Upward influence
The ability to influence your boss and others in positions higher than yours.
Nonverbal impression management
The clothes you choose to wear, body language, and your demeanor.
Consultation
To the influence agent's asking others for help in directly influencing or planning to influence another person or group. - Work better in value of democratic decision making.
12.5
Understanding Social Networks
Rational Persuasions
Using facts, data, and logical argument to try to convince others that your point of view is the best alternative.
Legitimating tactics
When the appeal is based on legitimate or position power. -Rules, laws, and regulation.
Antecedents
a thing or event that existed before or logically precedes another.
