CONCEPT OF POWER
Definition
o Capacity to influence the behaviours of others
accordingly to his desires
o Function of dependency
Contrast leadership/power
o Power: no need for goal compatibility
Just dependence
o Direction of influence
Leadership: downward
BASES OF POWER
Formal power
o Definition
Based on ones position in org
o Coercive power
Depends on fear of <0 results from failing to
comply
Physical sanctions
Control of basic psych or safety needs
o Reward power
Comply bcs >0 benefits
Financial: bonuses, raises
Nonfinancial: recognition, friendly colleagues
o Legitimate power
Formal authority to control/use org resources
Based on structural position in org
Personal power
o Expert power
Influence wielded as a result of expertise, special
skill or knowledge
o Referent power
Based on identification with a person who has
desirable resources or personal traits
POWER TACTICS
Legitimacy
o Rely on your authority position
Rational persuasion
o Present logical arg & factual evidence
Inspirational appeals
o Develop emotional commitment
o By appealing to a targets
values/needs/hopes/aspirations
Consultation
Defensive behaviour
o Avoiding action
Overconforming
Buck passing
Playing dumb
Stretching
Stalling
o Avoiding blame
Buffing
Playing safe
Justifying
Scapegoating
Misrepresenting
o Avoiding change
Prevention
Self-protection
Impression Mgmt
o Process by which individuals attempt to control the
impression others form of them
o Techniques
Conformity
Agree with ones opinion
Form of ingratiation
To gain approval
Favours
Form of ingratiation
To gain approval
Excuses
Apologies
Self-promotion
Enhancement
Flattery
Exemplification