Final- Session 8 Flashcards Preview

Designing / Developing / & Leading High Performance Organizations > Final- Session 8 > Flashcards

Flashcards in Final- Session 8 Deck (6)
Loading flashcards...
1

Five sources/bases of Power

Formal Bases
1. Legitimate- position of authority
2. Reward- ability to give valued outcomes
3. Coercive- ability to punish or withhold rewards
Informal Bases
4. Referent- identification, admiration, respect
5. Expert- unique knowledge or skill

2

Influence Tactics

1. Silent authority: covert influence
2. Upward appeal: appeals to high authority
3. Coalition: forms groups to gain more power
4. Information control: manipulates others’ access to information
5. Assertiveness: “vocal authority”
6. Persuasion: logic, facts, emotional appeals
7. Ingratiation and impression management: increase liking
8. Exchange: promise of benefits or resources

3

Hard Influence Tactics

- Silent Authority
-Upward Appeal
-Coalition
-Information Control
-Assertiveness

4

Soft Influence Tactics

-Persuasion
-Ingratiation and impression management
-Exchange

5

Three Outcomes of Influence

1. Resistance
2. Compliance
3. Commitment

6

Social Networks

Social structures of individuals, or social units that are connected to each other through one or more forms of interdependence.