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Chapter 7: Power & Politics (Influence Tactics (Exchange (Offering…
Chapter 7: Power & Politics
Power
Reward Power
Benefits
Getting rewards
Legitimate Power
Based on Position
Higher up
Expert Power
Knowledge
Experience
Coercive Power
By fear
Referent Power
Like person
Enjoy helping them
Dependency
Information Power
Person has data
Person has knowledge
Influencing Behavior
Bases of Power
Compliance
Go along with
Minimal effort
Resistance
Opposed to rules
Commitment
Go along with
Key to Power
Scarcity
Resources scarce
Non-substitutability
No substitute
Importance
What you control
Influence Tactics
Ingratiation
Using
Flattery
good intentions
Friendly approach
Personal Appeals
Appealing to
Loyalty
Friendship
Consultative
Getting
Third Party Involved
Extra effort
Exchange
Offering favours
Benefiting
Inspirational Appeals
Appealing to you
Coalitions
Getting Support
Back-up making request
Rational Persuasion
Using
Facts
Data
Logic
Pressure
Using
Demands
Threats
Imtimidation
Legitimacy
Claiming authority
Politics
Influence others
Achieve Objective