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  • Power & Influence: Leadership and Organizational Behavior

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    The document discusses the concept of power and influence, outlining different sources of power such as legitimate, reward, and coercive power. It also examines the contingencies of power including substitutability, centrality, discretion, and visibility. Additionally, the document outlines different weapons of influence such as reciprocation, commitment and consistency, social proof, liking, authority, and scarcity.

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    Sources of power and influence

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    The document discusses the concept of power and influence, outlining different sources of power such as legitimate, reward, and coercive power. It also examines the contingencies of power including substitutability, centrality, discretion, and visibility. Additionally, the document outlines different weapons of influence such as reciprocation, commitment and consistency, social proof, liking, authority, and scarcity.

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    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
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    15 views15 pages

    Power & Influence: Leadership and Organizational Behavior

    Uploaded by

    Skillnja
    The document discusses the concept of power and influence, outlining different sources of power such as legitimate, reward, and coercive power. It also examines the contingencies of power including substitutability, centrality, discretion, and visibility. Additionally, the document outlines different weapons of influence such as reciprocation, commitment and consistency, social proof, liking, authority, and scarcity.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    of 15

    Power & Influence

    Leadership and Organizational Behavior

    The Concept of Power

    Forbes: The worlds most powerful people


    There are 6.8 billion people on the planet. Here are the 68 who matter.

    The Concept of Power

    The Prince

    The 48 Laws of Power

    The 48 Laws of Power


    1. Never outshine the master 2. Never put too much trust in

    friends, learn how to use enemies 3. Conceal your intentions 4. Always say less than necessary 5. So much depends on reputation guard it with your life

    Sources of Power
    Legitimate Reward Coercive Expert Referent
    Personal Power Position Power

    Positional Power
    Legitimate Reward Coercive

    Personal Power
    Expert

    Referent

    Positional & Personal Power

    Contingencies of Power
    Substitutability

    Centrality
    Discretion

    Visibility

    Influence

    Place your iron hand inside a velvet glove


    -Napoleon

    Weapons of Influence
    Reciprocation Commitment and

    Consistency Social Proof Liking Authority (i.e. silent authority) Scarcity

    Contrast Principle

    Everything is relative- even when it shouldnt be!

    Predictably Irrational

    Reciprocation

    Rejection-Then-Retreat

    Calvin: Mom, can I set fire to my mattres

    Mom: No, Calvin.

    Calvin: Can I ride my tricycle off the roof? Mom, No, Calvin. Calvin: Then can I have a cookie? Mom: No, Calvin. Calvin: Shes on to me.

    Commitment and Consistency

    It is easier to resist at the beginning than at the end.

    -Leonardo da Vinci

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