Organizational Behavior : An Experiential Approach 8/E

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Chapter 18 Power and Influence
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Objectives

• Identify the three possible outcomes of an
  influence attempt
• Describe the various sources of power
• Identify the influence tactics people use at work
• Describe and utilize the four influence styles

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Are Power and Influence Negative?

• Power and influence are a crucial part of leading
  and managing
• A manager cannot make a difference without
  exerting power and influence over employees

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Power and Influence - Defined
Power is defined as the capacity to influence
the behavior of others Influence is the process
by which people successfully persuade others to
follow their advice, suggestions, or orders
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Outcomes of Influence Attempts
Commitment
Compliance
Resistance
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Sources of Power

• Expertise
• Effort
• Relationships
• Reward
• Coercive
• Position
• Charisma
• Referent
• Location

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Sources of Power Strategic Contingencies Model
of Power

• People also gain power when they cope with the
  critical uncertainties facing the organization by
• Controlling critical resources
• Being the sole or one of a few sources of those
  resource
• Being insubstitutable

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Influence Tactics

• Rational persuasion
• Inspirational appeals
• Consultation
• Ingratiation
• Personal appeals
• Exchange
• Coalition tactics

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Influence Tactics

• Legitimating tactics
• Pressure
• Reciprocity
• Liking
• Social proof
• Authority and expertise
• Scarcity
• Consistency

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Muscle Level Continuum
Level 1 Polite request Level 2 Stronger
request Level 3 Statement of consequences
(if behavior doesnt change) Level 4
Application of consequences (with reference
to statement made at Level 3)
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Influence Styles

• Assertive persuasion
• Reasoning
• Debating
• Presenting ideas, proposals
• and suggestions that involve facts and logic
• Reward and punishment
• Stating expectations
• Using incentives and pressures
• Evaluating
• Demanding
• Bargaining

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Influence Styles

• Participation and trust
• Understanding
• Involving and supporting others
• Personal disclosure
• Active Listening
• Common vision
• Inspiring
• Visioning
• Finding common ground
• Aligning

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The Two Faces of Power
Negative unsocialized need to dominate others
Socialized concern for group goals and
empowering others
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Effective Persuasion Strategies Used by
Successful Managers

• Successful managers effectively persuade others
  by
• Establishing credibility
• Framing goals to identify common ground
• Using vivid language and compelling evidence
• Connecting emotionally with their audience

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Establishing Sustained Influence

• Influence is maintained and sustained by
• Developing a reputation as an expert
• Spending time on critical work relationships
• Developing a network of resource persons who can
  be called on for assistance
• Implementing influence tactics with sensitivity,
  flexibility, and appropriate levels of
  communication

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Designing Your Influence Strategy

• Identify
• Your objectives
• Whose cooperation is needed
• What rewards they like and why they might resist
• Your current and future type of relationship with
  those whose cooperation is needed
• Your sources of power and influence
• Your values and attitudes toward possible
  strategies (Can you live with the outcomes?)

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Empower to Gain Power
Power is paradoxical in that the more a leader
empowers others, the more power he or she
receives