Influencing others

•Influence- Any behavior that attempts to alter someone’s attitudes or behavior

Types of influence tactics

Silent Authority- Influencing behavior through legitimate power without explicitly referring to that power base.

Assertiveness- Actively applying legitimate and coercive power by applying pressure or threats.

Information control- Explicitly manipulating someone else’s access to information for the purpose of changing their attitudes and/or behavior.

Coalition formation- Forming a group that attempts to influence others by pooling the resources and power of its members

Upward appeal- relying symbolically or in reality on people with higher authority or expertise to support our position

Persuasion- Using logical arguments, factual evidence and emotional appeals to convince people of the value of a request.

Impression management (including ingratiation)- Actively shaping, through self-presentations and other means, the perceptions and attitudes that others have of us.  Includes ingratiation, which refer to the influencer’s attempt to be more liked by the targeted person or group.

Exchange- Promising benefits or resources in exchange for the target person’s compliance. 

Contingencies of power

Contingencies of power 

Substitutability- A contingency of power pertaining to the availability of availability

Centrality- A contingency of power pertaining to the degree and nature of interdependence between the power holder and other

Visibility- Employee gain power when they their talent remain in the forefront of the their boss, coworkers and others.

Discretion-  The freedom to exercise judgment - To  make decisions without referring to a specific rule or receiving permission from someone else.

TYPES OF POWER

Power- the capacity of a person, team or organization to influence others.

Sources of power in organizations:

•Legitimate power- An agreement among organizational members that people in certain roles can request certain behaviors of others.

•Reward power- Person’s ability to control the allocation of rewards valued by others and to remove negative sanctions.

•Coercive power- Ability to apply punishment.

•Expert power- An individual’s or work unit’s capacity to influence others by possessing knowledge or skills valued by others.

 - Prevention: The most effective strategy is to prevent environmental changes from occurring.

-Forecasting: The next best strategy is to predict environmental changes or variations.

-Absorption: People and work units also gain power  by absorbing or neutralizing the impact of environmental shifts as they occur.

•Referent power- The capacity to influence others on the basis of an identification with and respect for the power holder.