© 2012 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin Copyright © 2012 by The McGraw-Hill Companies, Inc. All rights reserved.

Influence, Power, Influence, Power, andand

Politics: An Politics: An OrganizationalOrganizational

Survival KitSurvival Kit

Chapter Thirteen

13-2

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

13-3

After reading the material in this chapter, you should be able to:

LO13.4 Define organizational politics and explain what triggers it, and specify the three levels of political action in

organizations.

LO13.5 Distinguish between favorable and unfavorable impression management tactics.

LO13.6 Explain how to manage organizational politics.

13-4

Nine Generic Influence Tactics

1. Rational persuasion

2. Inspirational appeals

3. Consultation4. Ingratiation5. Personal appeals

6. Exchange7. Coalition tactics8. Pressure9. Legitimating tactics

13-5

Question?

Tami has a tendency to use praise or flattery with her boss prior to making a request for her expense account approval every month. Tami is using which influence tactic?A.Inspirational appeal

B.Ingratiation

C.Pressure

D.Consultation

13-6

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

13-7

Three Influence Outcomes

3. Resistance stalling, unproductive arguing, or outright

rejection

13-8

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 long-term sales goal achievement

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

13-9

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

13-10

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

13-11

How to Do a Better Job of Influencing and Persuading Others

4. Consistency people tend to do what they are personally

committed to

5. Authority people tend to defer to and respect credible

experts

6. Scarcity people want items, information, and

opportunities that have limited availability

13-12

Social Power

Social power ability to marshal the

human, informational, and material resources to get something done

13-13

Five Bases or Power

13-14

Five Bases of Power

Reward power obtaining compliance by promising or granting

rewards.

Coercive power obtaining compliance through threatened or

actual punishment.

Legitimate power obtaining compliance through formal authority.

13-15

Question?

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

13-16

Five Bases of Power

Expert power obtaining compliance through one’s knowledge

or information.

Referent power obtaining compliance through charisma or

personal attraction.

13-17

Practical Lessons from Research

Expert and referent power had a generally positive effect

Reward and legitimate power had a slightly positive effect

Coercive power had a slightly negative effect

13-18

Employee Empowerment

Empowerment “recognizing and releasing into the organization

the power that people already have in their wealth of useful knowledge, experience, and internal motivation.”

13-19

The Evolution of Power

13-20

Participative Management

Participative management process whereby employees play a direct role

in setting goals, making decisions, solving problems, and making changes in the organization

13-21

Participative Management

Participative management helps employees fulfill three basic needs: Autonomy Meaningfulness of work Interpersonal contact

13-22

Question?

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

D.Sovereignty

13-23

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

13-24

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

13-25

Domain of Organizational Politics

Organizational politics intentional acts of influence to enhance or

protect the self-interests of individuals or groups

13-26

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

13-27

Levels of Political Action in Organizations

13-28

Levels of Political Action

Coalition an informal group bound together by the active

pursuit of a single issue

13-29

Commonly Used Political Tactics

13-30

Question?

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

13-31

Impression Management

Impression management any attempt to control or manipulate the

images related to a person, organization, or ideas

13-32

Favorable Impression Management

Job-focused manipulating information about one’s

performance

Supervisor-focused praising and doing favors for one’s supervisor

Self-focused presenting oneself as a polite and nice person

13-33

Question?

Kendall will often do favors and run errands for her manager. She is engaged in __________ impression management.

A.Job-focused

B.Supervisor-focused

C.Self-focused

D.Organization-focused

13-34

Bad Impressions

Many employees often make bad impressions without knowing it:

Doing only the minimum

Having a negative mind-set

Overcommitting

Taking no initiative

Waiting until the last minute to deliver bad news

13-35

Apologies

Apologies form of trust repair where one acknowledges

an offense and often offers to make amends.

It is a widely held norm in the United States and other cultures (e.g., Japan) to apologize when one’s actions (or lack of action) cause harm to another, whether intentional or not.

13-36

Purposes for Leader Apologies and Their Desired Outcomes

13-37

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.

13-38

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.

13-39

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?

13-40

Video: Officials Investigate CEOs in Stock Option Scams

Jacob 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 stock options if you learned that they had been backdated?