Difference between Power

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Learning Goals

• Difference between Power Influence
• What are effective influence tactics for
  supervisors, subordinates and peers
• Why are they effective

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What is power

• Having personal or positional resources to change
  situations or peoples attitudes behaviors

Yukl, 1989
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Types of Power
Legitimate
Referent
Coercive
Reward
Expert
Control over information
Persuasiveness
Positional Resources
Personal Resources
Personal Positional resources need not be
mutually exclusive
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Influence types of tactics

• Using ones personal/positional resources to
  change peoples behaviors or attitudes
• Influence Tactics
• Rational persuasion
• Exchange of benefits
• Pressure tactics
• Ingratiation
• Appeals to authority (legitimating tactics)
• Consultation
• Inspirational appeals
• Personal appeals
• Coalition tactics
• Upwards appeals

Yukl, 89 Yukl Van Fleet 92
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Power vs. influence

• Power is not sufficient to result in behavioral
  or attitudinal change
• i.e., it is the potential/ability to change
• Influence is the process of changing
• e.g., Need to have the ability or opportunity to
  use expertise or information that one has control
  over to change others/events

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Types of Power Types of Influence Tactics
Legitimate
Coercive
Reward
Referent
Expert
Inspirational Appeals
Pressure Tactics
Appeals to authority
Exchange benefits
Rational Persuasion
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Influence
Tactics not obviously linked to a source of power
Appeals to authority
Ingratiation
Rational Persuasion
Pressure Tactics
Consultation
Exchange benefits
Inspirational Appeals
Types of power not exercised
Power
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Previous research findings

• Evening MBA students descriptions of successful
  influence attempts

Most Frequent Type of Influence Tactic used
Supervisor Ingratiation Presenting Rational Plans
Subordinate Formal Authority Training Giving Explanations (stating why)
Coworker Requesting Help
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Why are certain tactics successful w/supervisors

• Rational explanation
• By using logical argument and facts you persuade
  the other that the request is practical and can
  result in task objectives
• Ingratiation
• Making supervisor feel good, or like you so that
  s/he can be influenced by you

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Why are certain tactics successful w/subordinates

• Legitimating tactics
• Persuading subordinate to do what you want
  because you have the authority/right to ask
  him/her to do so bec. of your position or bec.
  it is organizational policy

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Current Research

• Practicing managers descriptions of one
  successful and one unsuccessful influence tactic
  on different types of targets
• Study 1supervisor
• Study 2subordinate
• Study 3peer
• 250 influence tactics

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Most frequent tactics used to influence
Supervisors

• Presenting a rational explanation
• E.g., Quantitative analysis, documentation w/data
• Telling, arguing or talking w/out support
• E.g., I would like a raise(no reason given)
• Presenting a complete plan
• E.g. Anticipating overcoming counter-arguments
  or potential obstacles to implement plan
• Being persistent
• Used in combination with other tactics

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Relative success () failure (-) Of tactic
used on supervisors
Equal chance -
Rational explanation x
Telling, arguing, talking w/out support X
Presenting a complete plan X
Being persistent/repetitive x
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Most frequent tactics used to influence
Subordinates
Rational explanation
Show confidence support (inspirational)
Listen, counsel, solicit ideas (consultation)
Delegate duties, give guidelines set goals
e.g., Flintstones role play
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Why are certain tactics successful w/subordinates

• Setting goals etc.
• Identifying for the subordinate what is expected
  of him/her (goal),
• Showing confidence etc (inspirational)
• Increasing confidence in the subordinates
  capability of accomplishing task
• Motivating subordinate by appealing to his/her
  values, ideas, goals

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Why are certain tactics successful w/subordinates

• Soliciting ideas (Consultation)
• Seeking subordinate participation in planning an
  activity that subordinate will be involved in or
  modifying the activity to deal with subordinate
  concerns/suggestions on how to carry it out

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Most frequent tactics used to influence Peers
Rational explanation
Show support of others using agreement of others as a reason for peer to agree
Present an example of a parallel situation using success in other situations as a reason
Threaten imply negative consequences for not agreeing
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Todays learning

• Distinction b/w power influence
• Research on influence tactics used on
  subordinates, supervisors peers
• Learning Check
• What are the common tactics that are successful
  for all types of targets? Examples?
• Unique tactics to use on subordinates? Examples?
• What are successful vs. unsuccessful tactics on
  supervisors? Examples?

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Material in article that could be on exam but is
not covered in class due to time constraints
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Implications of this other research

• Types of tactics
• Combination of tactics is better than any one
  tactic
• People try positive tactics first, then negative
  (especially for downward influence)
• Targets of influence
• Wider variety of approaches used to influence
  downwards
• Reciprocal influence relationships
• Are used against each other
• Outside the organization are important

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5 Steps to become an influential manager

• Develop reputation as expert
• Time spent on relationship should be based on
  work needs
• Develop network of resource persons who can be
  called upon for assistance
• Choose correct combination of influence tactics
  based on objective and target to be influenced
• Communicate influence tactics effectively

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1. Develop a reputation as an expert

• Most commonly used, but 50 chance of success
• Continually build on knowledge base (acquire)
• Publicize ones expertise

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1. Balance time w/each relationship

• Research shows.

Amount of Time Spent
Supervisor 10
Subordinate 30
Coworker 20
Alone 15-28
External contacts 15-20
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1. Balance time w/each relationship

• Spend at least 75 time w/peers supervisors so
  as to spend time where influence is most needed
  to accomplish organizational goals
• Competition/power inhibits people from spending
  time w/peers/supervisors

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3. Develop network of resource persons

• Contact w/others independence of ones
  position relative to others ? Control over
  information flow
• Rotate jobs frequently
• Establish maintain strong friendships to ensure
  obligation and cooperation
• Seek commonality w/other managers

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1. Choose correct combination of influence tactics

• Depending on target objective
• More approaches were used on subordinates
• Combination of tactics is more successful
• Use rational explanations, parallel examples,
  support of others,
• Influence attempts to be timed
• Be persistent repetitive

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1. Communicate influence tactics effectively

• Know the needs, values of targets
• Present influence attempts based on target
• Listen appreciate more when dealing w/upward or
  lateral targets
• See hear more, be flexible in behavior
  depending on person
• Face-face, group meetings, memos