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Power Dynamics and Influence Tactics

This document discusses power and politics in organizations. It defines dependence as a relationship where one person possesses something another needs, and that dependence is the basis of power. Things that create dependence include importance, scarcity, and nonsubstitutability of resources. The document also outlines nine influence tactics people can use to translate power into actions, such as rational persuasion, inspirational appeals, and pressure. It discusses factors like direction of influence and audience that affect which tactics are most effective. Political skills and cultural fit within an organization can also impact one's ability to influence others.

Uploaded by

Elisha Dizon
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© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd

Topics covered

  • Power,
  • Political Skills,
  • Exchange,
  • Politics,
  • Audience Compliance,
  • Flattery,
  • Downward Influence,
  • Ingratiation,
  • Procedural Justice,
  • Organizational Policies
51 views30 pages

Power Dynamics and Influence Tactics

This document discusses power and politics in organizations. It defines dependence as a relationship where one person possesses something another needs, and that dependence is the basis of power. Things that create dependence include importance, scarcity, and nonsubstitutability of resources. The document also outlines nine influence tactics people can use to translate power into actions, such as rational persuasion, inspirational appeals, and pressure. It discusses factors like direction of influence and audience that affect which tactics are most effective. Political skills and cultural fit within an organization can also impact one's ability to influence others.

Uploaded by

Elisha Dizon
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd

Topics covered

  • Power,
  • Political Skills,
  • Exchange,
  • Politics,
  • Audience Compliance,
  • Flattery,
  • Downward Influence,
  • Ingratiation,
  • Procedural Justice,
  • Organizational Policies

Chapter XIIV: Power

and Politics
REPORTERS:
Dela Cruz, Fionna Mae
Delgado, Shelmarie Joy
Dizon, Jonah Elisha
Doploso, Mejeamae
DEPENDE
NCE
The Key to Power
DEPENDENCE
•A relationship with someone that
possesses something you need.
•The most important aspect of
power.
"The greater B’s dependency on
A, the greater the power A has
over B."

Dependency Power
What creates
Dependence?
•Importance refers to the value of
the resource.
•Scarcity refers to the uniqueness of
a resource.
•Nonsubstitutability refers resource
cannot be substituted with
something else.
Power Tactics
• Ways in which individuals translate
power bases into specific actions.
Nine Influence Tactics
•Legitimacy
•Rational Persuasion
•Inspirational Appeals
•Consultation
•Exchange
•Personal Appeals
•Ingratiation
•Pressure
•Coalitions
LEGITIMACY. Relying on your authority
position or saying a request accords with
organizational policies or rules.
RATIONAL PERSUASION.
Presenting logical arguments and
factual evidence to demonstrate
a request is reasonable.
INSPIRATIONAL APPEALS.
Developing emotional
commitment by appealing to a
target’s values, needs, hopes, and
aspirations.
CONSULTATION. Increasing the
target’s support by involving him
or her in deciding how you will
accomplish your plan.
EXCHANGE. Rewarding the
target with benefits or favors in
exchange for following a request.
PERSONAL APPEALS. Asking for
compliance based on friendship
or loyalty.
INGRATIATION. Using flattery,
praise, or friendly behavior prior
to making a request.
PRESSURE. Using warnings,
repeated demands, and threats.
COALITIONS. Enlisting the aid or
support of others to persuade
the target to agree.
Most Effective Least Effective
Tactics Tactic
•Rational Persuasion •Pressure
•Inspirational
Appeals
•Consultation
Success by using 2 or more tactics as
long as they are compatible

Negative reaction of appealing to be


dictator of outcome in Ingratiation and
Legitimacy
Factors
Affecting the
Effectiveness of
Tactics
Direction of Influence
Downward
Upward Influence Lateral Influence
Influence
Rational Persuasion Rational Persuasion
Inspirational Appeals Consultation
Pressure Ingratiation
Rational
Consultation Exchange
Persuasion
Ingratiation Legitimacy
Exchange Personal Appeals
Legitimacy Coalitions
Sequence of Tactics
“Harder”
“Softer” Tactics
Tactics
Personal Appeals Exchange
Inspirational Appeals
Coalitions
Rational Persuasion
Consultation Pressure
Softer Tactic > Harder Tactic

2 Softer Tactics > 1 Tactic or 2


Harder Tactic
Audience
People who comply with softer tactic; People who comply with harder tactic;

Reflective Action-Oriented

Intrinsically Motivated Extrinsically Motivated

Prefer to get along with


High Self-Esteem
other

High desire for control


People in different country prefer different power
tactic.

• See power in personal term


Individualist and as a legitimate means of
Country advancing their personal ends

• See power in social term and


Collectivistic as a legitimate means of
Country helping.
Political Skills
•The ability to influence others in
such a way as to enhance one’s
objectives.
•Politically skilled are more effective
users of influence tactics.
•They can influence without others
noticing it.
•They can be used in low level of
procedural and distributive justice.
•Not effective if the organization
applies fair and open rules, free
from favoritism or biases.
Culture
• There are different culture in an
organization.
• People who fit the culture of the
organization tend to be more influential.
They can be extravert in team-oriented
organization or high conscientious in
organizations that values working alone
or technical tasks.

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