Chapter 13: Power and Politics
Expert Power
comes from knowledge and skill.
Rational Persuasion
includes using facts, data, and logical arguments to try to convince others that your point of view is the best alternative.
Impression management
means actively shaping the way you are perceived by others.
Resistance
occurs when the influence target does not wish to comply with the request and either passively or actively repels the influence attempt.
Compliance
occurs when the target does not necessarily want to obey, but they do.
Commitment
occurs when the target not only agrees to the request but also actively supports it as well.
Legitimate Power
power that comes from one's organizational role or position.
Coalition tactics
refer to a group of individuals working together toward a common goal to influence others.
Ingratiation
refers to different forms of making others feel good about themselves.
Pressure
refers to exerting undue influence on someone to do what you want or else something undesirable will occur.
Exchange
refers to give-and-take in which someone does something for you, and you do something for them in return.
Personal appeal
refers to helping another person because you like them and they asked for your help.
Substitutability
refers to one's ability to find another option that works as well as the one offered
Conformity
refers to people's tendencies to behave consistently with social norms.
Consultation
refers to the influence agent's asking others for help in directly influencing or planning to influence another person or group.
Scarcity
refers to the uniqueness of a resource.
Importance
refers to the value of the resource
Inspirational appeals
seek to tap into our values, emotions, and beliefs to gain support for a request or course of action.
Reward Power
the ability to grant a reward, such as an increase in pay, a perk, or an attractive job assignment.
Coercive Power
the ability to take something away or punish someone for noncompliance.
What are the 3 main categories of strategies?
1. Nonverbal impression management 2. Verbal impression management 3. Behavior impression management
What are the 9 influence tactics?
1. Rational persuasion 2. Inspirational appeals 3. Consultation 4. Ingratiation 5. Personal appeal 6. Exchange 7. Coalition tactics 8. Pressure 9. Legitimating tactics
Referent power is often called _____ — the ability to attract others, win their admiration, and hold them spellbound.
Charisma
Information Power
Experts tend to have a vast amount of knowledge or skill, whereas information power is distinguished by access to specific information (similar to expert power but differs in its source).
Behavior impression management and example?
Includes how you perform on the job and how you interact with others. Example: Complimenting your boss.
Nonverbal Impression management and an example?
Includes the clothes you choose to wear and your demeanor. Example: body art, including piercings and tattoos.
Verbal impression management and an example?
Includes your tone of voice, rate of speech, what you choose to say and how you say it. Example: if your voice has a high pitch and it is shaky, others may assume that you are nervous or unsure of yourself.
Legitimating tactics
Occur when the appeal is based on legitimate or position power.
How does Gerald Salancik and Jeffery Pfeffer define "power"?
Power is simply the ability to get things done the way one wants them to be done.
Dependency
Related to power. Person is dependent on you, therefore, the more power you have.
Responses to influence attempts include...
Resistance, compliance, or commitment.
Dependency is increased when you possess something that is considered ___, ___, and ___ by others.
Scarce, important, and nonsubstitutable.
Referent Power
Stems from the personal characteristics of the person such as the degree to which we like, respect, and want to be like them.
What is power?
The ability to influence the behavior of others to get what you want.
Why do people conform?
To fit in with and please those around them.
