ch 13 power and politics Flashcards
power
the ability to influence the behavior of others to get what you want
conformity
people’s tendencies to behave consistently with social norms
dependency
power that a person or unit gains from their ability to handle actual or potential problems facing the organization
- the more that a person or unit is dependent on you, the more power you have
- directly related to power
scarcity
uniqueness of a resource
- the more difficult something is to obtain, the more valuable it tends to be
importance
value of the resource
substitutability
one’s ability to find another option that works as well as the one offered
three questions to determine how dependent you are on someone
- scarcity
- importance
- substitutability
legitimate power
power the comes from one’s organizational role or position
reward power
the ability to grant a reward
coercive power
the ability to take something away or punish someone for noncompliance
expert power
comes from knowledge and skill
information power
access to specific information
referent power
personal characteristics of the person such as the degree to which we like, respect, and want to be like them
- charisma
influence tactics
- rational persuasion
- legitimating
- personal appeals
- exchange
- ingratiation
- pressure
- coalitions
- inspirational appeals
- consultation
responses to influence
resistance
compliance
commitment
rational persuasion
facts, data, and logical arguments to try to convince others that your point of view is the best alternative