Power and Influence Flashcards Preview

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Flashcards in Power and Influence Deck (18):
1

power is a ___ process

relational

2

describe power

-process between two parties
-not something that you possess
-someone must obey for it to be exercised
-is said to be exercised when it has effect

3

"the more that B depends on A, the more power A may exercise in the relationship" is which theory?

Power Dependency theory

4

___ of the source of power is important

perception

5

what are bases/sources of power?

-resources you can draw on to exercise power
-related to the motives for obeying on the part of the power subject

6

what are the 5 types of power?

1. legitimate
2. coercive
3. induced (reward)
4. competent (expert)
5. referent or personal

7

describe legitimate power

-person occupies a particular position so they possess an acknowledged right to command
-common in formal organizational structure
-greatest reliability of anticipated reactions compared with other forms of authority

8

describe coercive power

-an individual who can withhold rewards may be able to influence behaviour of others
-power is exercised when power subject fears losing something of value

9

describe induced (reward) power

-influence induced on basis of rewards, positive benefits to target

10

describe competent (expert) power

-individual with specialized knowledge and skill
-possesses acknowledged right to command
-we have belief in expert's superior competence

11

describe referent (personal) power

-person has command and others will listen because they are liked, admired
-power subject seeks to identify with these personal qualities and gains satisfaction from being an accepted follower
-self-generating

12

___ turn a source of power into a specific line of action

tactics

13

name some hard tactics

-legitimacy (organizational position, rules)
-exchange (promise of future reward or benefit)
-pressure
-coalitions (seek aid of others so your target will be influenced)

14

name some soft tactics

-rational persuasion
-inspirational appeals (principles, beliefs)
-consultation
-ingratiation (compliments, imitation)

15

what is the best tactic to use?

rational persuasion

16

what is the order of tactics to use on an upward influence? (ex. your boss)

rational persuasion
coalition
ingratiation

17

what is the order of tactics to use on a downward influence? (those who report to you)

rational persuasion
consultation
ingratiation
exchange
legitimacy
inspirational appeals
pressure

18

what is the order of tactics to use on a lateral influence? (your peers)

rational persuasion
consultation
ingratiation
exchange
legitimacy
personal appeals
coalition