Power tactics if well used can yield tremendous influence

Made byASHLEY ARORA BHAVNA GUPTA DIVYA VIJ MOHIT JAIN PRATEEK PREMWANI SHANTANU DUBEY SUNIL SUTAR

A Definition of Power
y Power

A capacity that A has to influence the behavior of B so that B acts in accordance with As wishes.
y Dependency

Bs relationship to A when A possesses something that B requires.

Concept of power
y Influence-

The process of affecting the thoughts ,behavior and feelings of other person. y AuthorityThe right to influence another person. y Zone of indifferenceThe range in which attempts to influence a person will be perceived as legitimate and will be acted on without a great deal of thought.

Contrasting Leadership and Power

Leadership
Focuses on goal achievement. Requires goal compatibility with followers. Focuses influence downward. Research Focus Leadership styles and relationships with followers.

Power
Used as a means for achieving goals. Requires follower dependency. Used to gain lateral and upward influence. Research Focus Power tactics for gaining compliance

Individual Power

Bases of Power: position Power

y Formal Power

Is established by an individuals position in an organization; conveys the ability to coerce or reward, from formal authority, or from control of information.
y Coercive Power

A power base dependent on fear.

y Reward Power

Compliance achieved based on the ability to distribute rewards that others view as valuable
y Legitimate Power

The power a person receives as a result of his or her position in the formal hierarchy of an organization.

Bases of Power: Personal Power

y Rational persuasion

A person's ability to convince others of the merits of his/her ideas through the use of logic. y Expert Power Influence based on special skills or knowledge. y Referent Power Influence based on possession by an individual of desirable resources or personal traits y Charisma Power you possess based on your ability to articulate a vision for your work unit and to communicate this vision to your employees in a way that inspires them

Dependency: The Key To Power

The word dependency is derived from Latin word Dependere. It has two meanings -y Lack of independency of self sufficiency y Reliant on materialistic objects

What Creates Dependency ?

Dependency is increased when the resource you control is y Importance y Scarcity y Non substitutability

Power Tactics
Influence Tactics: Legitimacy Rational persuasion Inspirational appeals Consultation Exchange Personal appeals Ingratiation Pressure Coalitions

y Power Tactics

Ways in which individuals translate power bases into specific actions

Preferred Power Tactics by Influence Direction

Upward Influence Downward Influence Lateral Influence

Rational persuasion

Rational persuasion Inspirational appeals Pressure Consultation Ingratiation Exchange Legitimacy Coalitions

Rational persuasion Consultation Ingratiation Exchange Legitimacy Coalitions

Power tactics involves :

y Reason y Friendless y Coalition y Bargaining y Assertiveness y Higher authority y Sanctions

Factors Influencing the Choice and Effectiveness of Power Tactics

Sequencing of tactics
Softer to harder tactics work best.

Skillful use of a tactic Relative power of the tactic user

downward or upward.

How the request is perceived

Is the request consistent with the

targets values?

The culture of the Some tactics work better when applied organization
Culture affects users choice of tactic.

The type of request attaching to the tactic

Is the request legitimate?

Country-specific cultural factors

Local values favor certain tactics over

others

Power in Groups: Coalitions

y Coalitions

Clusters of individuals who temporarily come together to achieve a specific purpose.

maximize their size to attain influence. Seek a broad and diverse constituency for support of their objectives. Occur more frequently in organizations with high task and resource interdependencies Occurs more frequently if task are standardized and routine.

Seek to

Sexual Harassment: Unequal Power in the Workplace

y Sexual Harassment

Unwelcome advances, requests for sexual favors, and other verbal or physical conduct of a sexual nature.
y The U.S. Supreme Court test for determining if

sexual harassment has occurred: Whether comments or behavior in a work environment would reasonably be perceived, and is perceived, as hostile or abusive.

Steps for Managers to Take to Prevent Sexual Harassment

y Make sure a policy against it is in place. y Ensure that employees will not encounter

retaliation if they file a complaint. y Investigate every complaint and include the human resource and legal departments. y Make sure offenders are disciplined or terminated. y Set up in-house seminars and training.

Global Implications
y Preference for Power Tactics

People in different countries tend to prefer different power tactics. y Effectiveness of Power Tactics People in different cultures seem to have different preferences for the use of power or influence tactics, there is much less evidence as to whether these tactics work better in some cultures than in others.

Summary and implications for managers

y If you want to get things done in a group or an organization,

it helps to have power. As a manager who wants to maximize your power, you will want to increase others dependence on you. y Few employees relish being powerless in their job and organization y The power of your boss may also play a role in determining your job satisfaction. y People respond differently to the various power bases Expert and referent power

Individual personal qualities  Coercion,reward&legitimate power organizational derived