Organizational behavior 5e by kinichi Chap013KF influence, power, and politics an organizational survival kit

Influence, Power, and Politics: An Organizational Survival Kit Chapter Thirteen... After reading the material in this chapter, you should be able to: LO13.1 Name five “soft” and four “ha

Influence, Power,

and Politics: An Organizational Survival Kit

Chapter Thirteen

After reading the material in this chapter,

you should be able to:

LO13.1 Name five “soft” and four “hard”

influence tactics and summarize Cialdini’s

principles of influence and persuasion

LO13.2 Identify and briefly describe French

and Raven’s five bases of power

LO13.3 Define the term empowerment and

explain how to make it succeed

After reading the material in this chapter,

you should be able to:

explain what triggers it, and specify the three levels of political action in organizations.

unfavorable impression management tactics.

politics.

Nine Generic Influence Tactics

Three Influence Outcomes

1 Commitment

 substantial agreement followed by initiative and persistence in pursuit of common goals

2 Compliance

 reluctant agreement requiring subsequent

prodding to satisfy minimum requirements

Three Influence Outcomes

3 Resistance

 stalling, unproductive arguing, or outright

rejection

Practical Research Insights

Commitment is more likely when people rely on

strong rational persuasion and do not rely on

pressure and coalition tactics

Ingratiation improved short-term but reduced term sales goal achievement

long-Subtle flattery and agreeing with the other

person’s opinion were shown to increase the

likelihood of executives being recommended to sit

on boards of directors

Practical Research Insights

Commitment is more likely when the

influence attempt involves something

important and enjoyable

Credible people tend to be the most

persuasive

Employees are more apt to accept change

when managers rely on a consultative

strategy

How to Do a Better Job of Influencing and

Persuading Others

1 Liking

 people tend to like those who like them

2 Reciprocity

 belief that both good and bad deeds should be

repaid in kind is virtually universal

3 Social proof

 people tend to follow the lead of those most

like themselves

How to Do a Better Job of Influencing and

 people want items, information, and

opportunities that have limited availability

Five Bases or Power

Five Bases of Power

As a Division Head, Natalie is implementing pay-for-performance plans and positive

reinforcement programs at Goodwill

Wireless Center Natalie is attempting to

exploit which power?

A.Coercive

B.Expert

C.Referent

D.Reward

Five Bases of Power

Practical Lessons from Research

Expert and referent power had a generally

The Evolution of Power

Participative Management

Participative management

 process whereby employees play a direct role

in setting goals, making decisions, solving

problems, and making changes in the

organization

Herman is able to work more on his own

now that his supervisor has given him more responsibility and authority in his job

Which need of participative management

does this fulfill?

A.Autonomy

B.Meaningfulness of work

C.Interpersonal contact

Empowering Leadership

Empowering leadership

 involves sharing power with employees by

communicating the significance of employee

jobs, providing decision-making autonomy,

expressing confidence in employee

performance capabilities, and removing barriers

to performance

Making Empowerment Work

Providing employee training and

development

Openly sharing information

Utilizing participative decision making

Using contingent pay practices

Selecting employees based on their positive core self-evaluations

Domain of Organizational Politics

Organizational politics

 intentional acts of influence to enhance or

protect the self-interests of individuals or

groups

Sources of Uncertainty

1 Unclear objectives

2 Vague performance measures

3 Ill-defined decision processes

4 Strong individual or group competition

5 Any type of change

Levels of Political Action in

Organizations

Levels of Political Action

Coalition

 an informal group bound together by the active pursuit of a single issue

Commonly Used Political Tactics

Whenever things don’t go well for Duane,

he is quick to shift fault to others Which

political tactic is he using?

A Creating a favorable image

B Praising others (ingratiation)

C Attacking or blaming others

D Using information as a political tool

Impression Management

Impression management

 any attempt to control or manipulate the images related to a person, organization, or ideas

Favorable Impression Management

Taking no initiativeWaiting until the last minute to deliver

Purposes for Leader Apologies and

Their Desired Outcomes

Make Politics Work for You

1 Create a simple slogan that captures your

idea

2 Get your idea on the agenda

3 Score small wins early and broadcast them

widely

4 Form alliances with people who have the

power to decide, fund, and implement

Make Politics Work for You

5 Persist and continue to build support

6 Respond and adjust

7 Lock it in

8 Secure and allocate credit

Video Case: Dealing with Office

Bullies

Can workplace bullying lead to conflict

between managers and subordinates?

Why is bullying a concern to organizations? What are some of the adverse affects of

bullying in the workplace?

How can office bullying be managed? Is

there legal recourse for victims of bullying?

Video: Officials Investigate CEOs in

Stock Option ScamsJacob Alexander is being charged with securities

fraud Is this fair given how common backdating

stock options seems to be?

How does a stock option work as an incentive for

employees?

Would you be upset if you learned that a company

you owned stock in backdated stock options? Why

or why not?

How would you deal with being offered lucrative