CHAPTER 13 INTERPERSONAL

POWER AND INFLUENCE

PRINCIPLES OF POWER AND INFLUENCE

What is Power? Power is the ability of one person to influence

what another person thinks or does.

Some people are more powerful than others

Power can be sharedPower can be increased or decreasedPower follows the principle of less interestPower generates Privilege Power has a Cultural dimension

BASES OF POWER AND INFLUENCE Power in the

relationshipReferent PowerLegitimate PowerExpert Power Information or

Persuasion PowerReward and

Coercive Power

REFERENT POWER Referent Power

is similar to a the power an older sibling has over the younger one.

Referent Power depends greatly on attractiveness and prestige

LEGITIMATE POWER

Legitimate Power is one that is believed to have the right, by virtue of position, to influence to and control behavior.

EXPERT POWER Expert Power is

gained from having expertise and knowledge in a specific area as perceived by others.

POWER IN THE RELATIONSHIP

Information or Persuasion Power is assigned when others see you as having the ability to communicate logically and persuasively.

Reward and Coercive Power is gained when one has the ability to reward another.

POWER IN THE PERSON Power in the

personCompetenceCharacterCharisma

POWER IN THE MESSAGE Speaking Power

The power one has in their specific language

Speaking Strategies: General Verbal

Strategies Specific Language Compliance-

Gaming Strategies

Nonverbal PowerThe power one

has without any verbal communication. This can be clothing, and or other artifactual symbols of authority that can influence others.

WHAT IS THIS MANS NONVERBAL SAYING ABOUT HIM?

RESISTING POWER AND INFLUENCE

When resisting power and influence you can take different steps:

Negotiation Justification Identity

Management

MISUSES OF POWER AND INFLUENCE

Sexual HarassmentWhat is sexual

harassment? A form of behavior

that violates title VII of the Civil Rights Act of 1964 and as amended by the Civil Rights Act 1991

SEXUAL HARASSMENT Recognizing

Sexual Harassment1. Is it real?2. Is it job related?3. Did you reject

this behavior?4. Have these

types of messages persisted?

Avoiding Sexual Harassment1. Begin with the

assumption that coworkers are not interested in your sexual advances, jokes, or stories.

2. Listen and watch negative reactions to any sex-related discussion.

3. Avoid saying or doing anything offensive in behavior.

SEXUAL HARASSMENT Responding to

Sexual Harassment1. Talk to the

harasser2. Collect Evidence3. Begin with

appropriate channels

4. File a complaint5. Don’t blame

yourself

POWER PLAYSWhat are power plays? Patterns of behaviors that are used repeatedly by one person to take unfair advantage of another person.

Identifying Power Plays Responding to Power Plays

Express your feelingsDescribe the behavior to which you

objectState a cooperative