Chapter 10: Power and Influence

Influence Tactics

Coalition Formation (influencing through resources and people) Misuse of Information (threatening to use particular information which may be sensitive) Assertiveness (being assertive in persuasion) Upward Appeal (appealing to those in a higher position in order to influence others) Silent Authority (influencing without explicitly referring to a particular person)

Hard Influence Tactics

Coalition Formation, Misuse of Information, Assertiveness, Upward Appeal

The 5 Relevant Sources of Power

Legitimate Power Coercive Power Referent Power Expert Power Reward Power

Soft Influence Tactics

Silent Authority Persuasion Exchange

Coercive Power

This is when Person A is able to influence Person B by saying that they can punish them, the opposite of reward power.

Legitimate Power

This is when a person in an organization is allowed to require certain behavior from their subordinates because of the official position that they hold. Older siblings also sometimes possess this source of power.

Reward Power

This is when a person yields ward by reminding the subordinate that they are able to reward them.

Expert Power

This is when the subordinate yield to the person in charge because of their expertise, they see this person as an expert or master in their field and for this reason they are inclined to follow them.

Referent Power

This when Person A possesses power over Person B because the subordinates either like the person, or identify with them; at this point, a strong relationship has already been established.