Chapters 11

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Chapters 11 15 Conflict, Power, and Politics
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Nine Generic Influence Tactics

• Rational persuasion. Trying to convince someone
  with reason, logic, or facts.
• Inspirational appeals. Trying to build enthusiasm
  by appealing to others emotions, ideals, or
  values.
• Consultation. Getting others to participate in
  planning, making decisions, and changes.
• Ingratiation. Getting someone in a good mood
  prior to making a request being friendly,
  helpful, and using praise or flattery.
• Personal appeals. Referring to friendship and
  loyalty when making a request.

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Nine Generic Influence Tactics

• Exchange. Making express or implied promises and
  trading favors.
• Coalition tactics. Getting others to support your
  effort to persuade someone.
• Pressure. Demanding compliance or using
  intimidation or threats.
• Legitimating tactics. Basing a request on ones
  authority or right, organizational rules or
  polices, or express or implied support from
  superiors.

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Skills and Best Practices How to Turn Your
Coworkers into Strategic Allies

• Mutual respect.
• Openness.
• Trust.
• Mutual benefit.

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Five Bases of Power

• Reward power Promising or granting rewards.
• Coercive power Threats or actual punishment.
• Legitimate power Based on position or formal
  authority.
• Expert power Sharing of knowledge or
  information.
• Referent power Power of ones personality
  (charisma).

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Power vs. Authority

• POWER
• Ability to influence others to bring about
  desired outcomes
• AUTHORITY
• Flows down the vertical hierarchy
• Prescribed by the formal hierarchy
• Vested in the position held

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Randolphs Empowerment Model
The Empowerment Plan
Share Information
Create AutonomyThrough Structure
Let Teams BecomeThe Hierarchy
Remember Empowerment is not magicit consists
of a few simple steps anda lot of persistence.
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Organizational Politics and Impression Management
Organizational politics Involves intentional
acts of influence to enhance or protect the
self-interest of individuals or groups.

• Political Tactics
• Attacking or blaming others.
• Using information as a political tool
• Creating a favorable image.
• Developing a base of support.
• Praising others (ingratiation).
• Forming power coalitions with strong allies.
• Associating with influential people.
• Creating obligations (reciprocity).
• Impression management The process by which
  people attempt to control or manipulate the
  reactions of others to images of themselves or
  their ideas.

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Levels of Political Action in Organizations
Distinguishing Characteristics
Cooperative pursuit of general self-interests
Network Level
Cooperative pursuit of group interests in
specific issues
Coalition Level
Individual Level
Individual pursuit of general self-interests
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Practical Tips for Managing Organizational
Politics

• Reduce System Uncertainty
• Reduce Competition
• Break Existing Political Fiefdoms
• Prevent Future Fiefdoms

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