Chapter 13: Influence Tactics, Empowerment and Politics

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Chapter 13 Influence Tactics, Empowerment and
Politics

• I. Influence Tactics
• II. Social Power
• III. Empowerment
• IV. Org. Politics Impression Management

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I. Influence Tactics

• A. Mutuality of interest
• B. Influence Tactics
• 1. Rational persuasion
• 2. Inspirational appeals
• 3. Consultation
• 4. Ingratiation
• 5. Personal appeals
• 6. Exchange
• 7. Coalition tactics
• 8. Pressure
• 9. Legimating tactics

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I. Influence Tactics

• C. 6 Principles of Influence and
• Persuasion
• 1. Liking
• 2. Reciprocity
• 3. Social Proof
• 4. Consistency
• 5. Authority
• 6. Scarcity

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II. Social Power

• A. Types of Power
• 1. Socialized
• 2. Personalized
• B. Bases of Power
• 1. Reward
• 2. Coercive
• 3. Legitimate
• 4. Expert
• 5. Referent

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III. Empowerment

• A. Evolution of Power
• 1. Authoritarian
• 2. Influence Sharing
• 3. Power Sharing
• 4. Power Distribution
• B. Delegation
• 1. Barriers
• 2. Personal initiative

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IV. Org. Politics and Impression Management

• A. Organizational Politics
• 1. Levels of Political Action
• a. Individual
• b. Coalition
• c. Network
• 2. Political Tactics

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IV. Org. Politics and Impression Management

• B. Impression Management
• 1. Making a good impression
• 2. Making a bad impression
• C. Managing org. politics