SUMMARY OF CHAPTER 13: POWER AND INFLUENCE

What Is Power? Power is ability to mobilize resources to accomplish some end. In organization, power means the ability to get someone to do something. Influence is the ability to move or impel someone to some action and go along with something willingly. How Can You Identify the Sources of Power in Your Company? Power Sources versus Power Tactics Power Sources are the entire repertoire of behaviors that an individual could potentially call upon to influence others. Power Tactics are the behaviors an individual actually uses in a particular situation to influence others. Formal versus Informal Power Formal Power is power which is based on the principle of hierarchy. Informal Power is a proportionate holding of power, in which individual helps each other out because of anticipated mutual gain. Interpersonal Sources of Power: The Soft and The Harsh Soft source of power: referent power, expert power, information power Harsh source of power: coercive power, reward power, legitimate power

Other Sources of Power Manipulation Manipulation is changing some aspect of the targeted individuals or their environment to achieve a desired goal. Providing information indirectly Telling someone to do something and explaining why they should do it is a quite different process than only hinting and suggesting to them what they might do. Influencing third parties One way to influence others is to bring in a third party who has some sort of power, such as expertise of referent power (contacts) Control of resources

One way to bring others under you power is to take control of the resources that they want or need, thus making them dependent on you.

How Can You Acquire Power in You Organization? Prepare for The Use of Power Setting the stage It is about setting the scene to show your signs of expert, referent and legitimate power. Enhancing and emphasizing power bases There are various ways people can do. They may do self-promote, emphasizing their superior knowledge or connections. They may make a point of referring to the role, and emphasizing legitimate power over others. Also, they may even intimidate, presenting the person with a fearful image. Minimizing the other persons strength Another factor to be consider is to subtle put downs that decrease other person self esteem and confidence, it may increase your own expert, informational, or legitimate power over others. Minimizing the influence of outside parties The final type of preparation is damaging the image of potentially influential outsiders, thus reducing their expert, legitimate, or informational power.

Apply Power Tactics

Rational Persuasion, using logical arguments and factual evidence to persuade Inspirational appeals, arousing enthusiasm by appealing to a person value, ideals or aspirations or by increasing his/herself confidence Consultation, getting a person involved with the plan or a change in order to enlist his/her support and assistance Ingratiation, using praise, flattery, friendly or helpful behavior to establish a positive mood before you ask for something Exchange, offering an exchange of favor now or in the future, including sharing in benefits of the proposed project Coalitions, seeking the aid of others to persuade someone or using the support of others as a reason to go along Legitimation, claiming the authority or right to make a request, or showing how the request is consistent with organizational policies or traditions. Pressure, making demands, threats or frequently checking or reminding someone to do what you want Upward appeals, getting the support of higher-ups to allow you to do what you want Personal appeals, appealing to feeling of loyalty and friendship when asking for something

Engage in Political Behavior Political behavior is activities that are not required as part of a persons organizational role but that influence the distribution of advantages and disadvantages within the organization. Political behavior impact: lead to a higher level of power advance organizational goal lead to a variety of undesirable outcomes Pattern of Political Behavior Internal Politic, exchange of favors, forming alliances, trading agreements, reprisals External Politic,attempts to engage outsiders Vertical Political Behavior, complaining to supervisor, bypassing the chain of command Lateral Political Behavior, exchanging favors, offering help and organizing coalitions Use Network and Mentor Networking with other individuals is one way to acquire power in organizations. One goal of networking is to establish effective relationships with key people, by developing network both inside and outside the organization who is potential to help you in your career. Two types of network: Coalitions, which is exchange primarily information and influence. Characterized by clear norm, easy visibility to outsider and moderate representation across organizational levels. Cliques, which is exchange information and emotional support. Characterized by moderately clear norm, moderate visibility to outsider and a small representation across organizational levels.

Career Advantages of Networking Four main set of activities that manager engaged: 1. Communication 2. Traditional management (planning, decision making, controlling) 3. Networking (interacting with outsider, socializing) 4. Human Resource management (motivating, disciplining, managing conflict, staffing and training) In term of how managers allocated their time: Successful manager defined as those who are promoted relatively quickly, do more networking and slightly routine communication. Effective manager defined as those who run high performing unit and have satisfied, committed subordinate, do more in routine communication and HR management. Networking Advantages and Problems for The Company Manager can enhance network building with such kind of strategies: encouraging project team to be connected with the rest of organization creating cross-functional teams organizing social gathering with different units hiring individuals with established networks measuring network development as part of annual review and encouraging individuals to provide assistance to others within organization Hindrance Network is a group of coworker which hinders others from doing their work. Mentoring is relationship between a senior, more experienced individual and a junior (the protg) in which the mentor help the protg navigate the world of work. Mentors give their protgs primarily two kinds of support: 1. Career-related support : opportunities to attain visibility, sponsoring for opportunities, coaching and protecting them. In this support, the most important things mentors can do are: Offering networking opportunities outside the organization Offering opportunities for internal networking opportunities inside the organization, up and down the hierarchy, and also laterally and cross-functionally

Finding them intellectually challenging assignments that help them broaden their skills Offering personalized feedback and advice on ones personal career strategy 2. Psychosocial support : role modeling, acceptance, counseling and friendship.

Understand Empowerment Empowerment is giving worker power by deliberately moving power downward in the organizational hierarchy. Empowerment provides employee with power, information, knowledge and rewards (Edward Lawler) Leadership is the ability of an individual to motivate and enable others to contribute toward the effectiveness of their organization.

As A Leader, What Should You Know About Power? How Do Leader Differ from Power Holders? Leaders aim to enhance the effectiveness of their organization, but power-holders seek to influence others for their own ends, independent of whether their organizational effectiveness is enhanced. All effective leaders have power, but not all power-holders are leaders. Does Power Corrupt? Having powers does indeed influence a persons psychology, altering his or her attitudes and behaviors in predictable ways. Managers who has power are more likely to: Use more influence tactics Value their subordinates performance less Seek more psychological distance from their subordinates Powerful leaders can cause significant organizational problems, e.g. having power allow leaders to pursue their individual goals at the expense of organizational goals. Leaders should be taught to be aware that: Having power is likely to incite them to act even when inaction is the preferable course Power is likely to reduce their feeling of responsibility and emphaty for others Power is likely to accentuate the probability that they will use their authority even when other modes, such as encouraging participation, are preferable

How Can Others Acquire Power Over You? What Factors Lead to Obedience & Resistance?

Routinization is the transformation of an immoral job into a routine, mechanical, highly programmed operation by encouraging mechanical, mindless action and inhibiting moral questioning. Euphemism: words with falsely pleasant overtones which disguising its immoral and unpleasant meaning. Amoralization: the absence of moral standards which result from routinization. Dehumanization : the process of depriving individuals of their human qualities and attributes

How Do Some Managers Intimidate Their Employees? Intimidation Tactics: Get up close and personal, using direct confrontation and invading personal space of another individual Getting angry, deters potential challenger Keep people guessing what youre thinking

How Powerful is Deception? Machiavellianism is the extent to which individuals exhibit a cool detachment from others and may be, as a result, more manipulative and impersonal.

What is the Allure of Toxic Leaders? Why people accept toxic leader? (Jean Lipman-Blumen) Need for reassuring authority figure Need for security and certainty and the willingness to sacrifice freedom to achieve them Need to feel chosen or special Fear of ostracism and isolation Fear of personal powerlessness to challenge the bad leader How company avoid toxic leader? (Jean Lipman-Blumen) Selecting non neurotically driven to achieve power leader Create respectable departure options for difficult leader who step down Design open and democratic policies and practices Design accountability forums into the decision-making process

How Does A Persons View of Power Depend on Culture? Effects of National Culture Power tactics have different effectiveness depend on the cultural differences. Managers should learn how to wield power when they enter another different cultures. Effects of Organizational Culture Organizational cultures differ significantly on how people use power and how their employees react to the existing power structures. Power relationship are crucial influences in any organizational culture, and it is useful to understand how power is wielded differently in different companies.