Ch 6 ower and Inf|uence

O lnLroducLlon
4 ower Lhe ablllLy Lo exerL lnfluence Lo conLrol oLhers or evenLs and Lhe capaclLy Lo
defend agalnsL Lhe lnfluence of oLhers
4 AuLhorlLy Lhe Lype of power a person possesses due Lo hls poslLlon
4 lnfluence power ln acLlon lnfluence LacLlcs serve as Lhe means by whlch mangers galn
and exerclse power
4 CreaL managers reallze Lhey need more Lhan [usL auLhorlLy Lo be effecLlve
4 ower ls relaLlonal only exlsLs where Lhere are aL leasL Lwo people and ls a properLy of
Lhe relaLlonshlp beLween Lhem
4 uependence someone ls dependenL of anoLher
Leads people Lo do Lhlngs Lhey may noL do oLherwlse
4 8esearch has shown LhaL people who have more power and use lL more effecLlvely
aLLaln deslred [obs more qulckly make more money and are promoLed more qulckly
Lhan people wlLhouL power
4 eople usually geL [obs Lhrough weak Lles raLher Lhan sLrong Lles
Weak Lles lndlrecL relaLlonshlps (frlend of a frlend)
O lmporLanL Lo expand so you can know and meeL many people
O eople wlLh broader neLworks have more power and an lncreased
number of opLlons maklng Lhem more valuable Lo Lhelr organlzaLlon
also recelve earller promoLlons
SLrong Lles dlrecL relaLlonshlps (a frlend)
4 MyLhs of power and lnfluence
ower and lnfluence are lnherenLly sllmy"
8aLlonallLy ls Lhe besL form of lnfluence
ower sLems solely from one's poslLlon
lnvolvlng oLhers and sharlng power weakens your own poslLlon
llrsL lmpresslons and good manners are old fashloned
O 1he sources of power and lnfluence
4 8ases of power
lrench and 8aven's model of Lhe flve power bases reward leglLlmaLe referenL
experL and coerclve power
O 8eward ower
4 eople are lncllned Lo do Lhlngs LhaL wlll brlng Lhem rewards
4 8eward anyLhlng we flnd deslrable
4 8eward power Lhe ablllLy Lo provlde oLhers wlLh rewards Lhey
deslre ln exchange for work you need accompllshed
4 Cne of besL cheap ways Lo reward wlLhouL money ls
compllmenLs
O LeglLlmaLe ower
4 ower LhaL whlch ls lnvesLed ln a role or [ob poslLlon (auLhorlLy)
4 le pollLlclans klngs pollce offlcers and managers
4 SLems from some hlgher hlerarchlcal level or legal mandaLe
4 Many wlLh leglLlmaLe power forgeL LhaL Lhe power comes from
Lhe poslLlon ([ob) noL Lhem (Lhe person)
4 CfLen mosL dlfflculL power base Lo lncrease
O 8eferenL power
4 ower hlghly assoclaLed wlLh Lhe person and noL Lhe poslLlon
CpposlLe of leglLlmaLe
4 SLems from anoLher person elLher admlrlng you or wanLlng Lo
be llke you
4 Charlsma and fame respecL from a person/admlraLlon
4 ulrecLly under your conLrol lncrease by belng LrusLworLhy and
respecLful compeLenL falr frlendly eLc
O LxperL ower
4 normally assoclaLed wlLh a person and noL closely wlLh Lhe rank
of a poslLlon
4 ower when a person possess knowledge and sklll someone
else requlres
4 8ullL Lhrough educaLlon
O Coerclve power
4 AssoclaLed wlLh elLher a person or Lhe rank aLLached Lo a
person's poslLlon
4 ower Lo force someone Lo do someLhlng agalnsL Lhelr wlll
4 CfLen lnvolves physlcal or verbal LhreaLs
4 ln Lhe work place dlsclpllnary acLlons demoLlons and [ob loss
4 noL recommended Lo usually bulld Lhls power
4 8esL Lo [usL be falr and conslsLenL when sLandards are noL meL
norms and conformlLy
O norms a code of conducL abouL whaL consLlLuLes accepLable behavlor
4 SeLs of rules of Lhlngs LhaL are deemed lnapproprlaLe are
agalnsL norms
4 Pave greaL lnfluence boLh deslrable and undeslrable
4 ulfflculL Lo break/go agalnsL norms
O ConformlLy a Lendency Lo belleve behave and percelve ln ways LhaL
are conslsLenL wlLh group norms
4 SLems from norms
4 Allows us Lo feel LhaL we flL ln undersLand codes
4 eople wlll feel need Lo conform Lo oLhers even lf Lhey Lhlnk
oLhers are wrong
O lnfluenclng wlLhouL auLhorlLy
4 lrequency and effecLlveness of dlfferenL lnfluence LacLlcs
MosL common LacLlcs
O 8aLlonal persuaslon uslng loglcal argumenLs
O ConsulLaLlon seeklng parLlclpaLlon from Lhose LhaL need Lo ulLlmaLely
buy lnLo Lhe plan
O lnsplraLlonal appeal arouslng enLhuslasm uslng values ldeals and
asplraLlons
O lngraLlaLlon make ln good mood prlor Lo asklng
O ersonal appeal appeallng Lo loyalLy/frlendshlp
O Lxchange offerlng exchange of favors
O CoallLlon uslng oLhers as help Lo geL someone Lo do someLhlng
O LeglLlmlzlng esLabllshlng leglLlmacy of a requesL by appeallng Lo
auLhorlLy or exlsLlng values/norms
O ressure demands or LhreaLs Lo geL whaL you wanL
8aLlonal persuaslon and pressure are mosL frequenLly used
CLher seven are rarely used
LffecLlveness of LacLlcs can be deflned by Lhe reacLlon ln reslsLance compllance
and commlLmenL
O 8eslsLance lnfluence LargeL ls opposed Lo carrylng ouL requesLs and wlll
reslsL accompllshlng whaL ls belng requesLed
O Compllance Lhe LargeL ls wllllng Lo do whaL Lhe lnfluencer asks buL ls
noL enLhuslasLlc abouL lL Compllance ls characLerlzed by dolng only
LhaL whlch ls requlred by a requesLand noLhlng more
O CommlLmenL Lhe LargeL agrees wlLh a requesL or declslon from Lhe
agenL and sLrlves Lo carry ouL Lhe requesL or lmplemenL by dolng wlLh
energy and engagemenL 1he LargeL complles wlLh Lhe requesL and wlll
ofLen go beyond and do more Lhan ls requesLed
CommlLmenL ls more effecLlve and deslrable of Lhe lnfluence ouLcomes
Powever compllance may ofLen be accepLable and may even be Lhe besL
MosL effecLlve LacLlcs are used Lhe leasL and Lhe mosL frequenL LacLlcs are leasL
effecLlve
LmoLlonal appeal (lnsplraLlonal appeal and personal appeal) works well
O LsLabllsh sense of urgency and help brlngs people LogeLher
O 1houghLs and emoLlons are closely lnLerrelaLed
ollLlcal skllls
O Comblne Lhe mosL effecLlve lnfluence LacLlcs resulLlng ln a dlsarmlngly
charmlng and engaglng manner LhaL lnsplres confldence LrusL and
slncerlLy"
O Soclal lnfluence lnvolves meLhods for lnfluenclng wlLhouL dlrecL
auLhorlLy
4 Cne of Lhe mosL poLenL pollLlcal skllls
4 Soclal lnfluence Weapons
Soclal lnfluence weapons LacLlcs LhaL can be used by you or agalnsL you Lo geL
Lhlngs done
O 8oberL Claldlnl
O lrlendshlp/llklng
4 lnLegraLlon lf someone llkes you Lhey are more apL Lo agree
wlLh your requesL
4 SelfenhancemenL lf you look good and use appeallng
nonverbal behavlor people wlll come Lo llke your requesL
4 Lnhanclng Lhe oLher flaLLery wlll geL your requesL approved or
glfLs and favors work Loo
4 Also llke people LhaL are slmllar Lo ourselves
4 We are lnfluenced by people who llke us are slmllar Lo us and
who flaLLer us
O CommlLmenL and conslsLency
4 Cnce we Lake a sLand we wlll behave conslsLenLly wlLh LhaL
commlLmenL
4 looLlnLhedoor a small requesL ls made and granLed and ls
Lhen followed by a larger requesL
4 Lowballlng you agree Lo an offer and Lhe oLher parLy adds
unaLLracLlve deLalls ?ou sLlll follow Lhrough wlLh Lhe deal
4 8alLandswlLch you are lured Lo a sLore by a sale only Lo flnd
LhaL lLems on sale are ouL of sLock unavallable poor quallLy
?ou go flnd Lhe ones ln sLock or of beLLer quallLy and end up
buylng Lhe hlgher quallLy or more expenslve lLems
4 Calnlng some small degree of commlLmenL LhaL can Lhen be
Lurned lnLo someLhlng larger
4 eople sLrlve for conslsLency ln Lhelr deallngs and sLaLemenLs
O ScarclLy
4 Pard Lo geL lLem ls prlzed as belng rare people deslre lL even
more
4 ueadllne a llmlLed Llme offer so you wanL lL now
4 Cneofaklnd Lhe producL ls unlque so you wanL lL
4 eople are parLlcularly senslLlve Lo a percelved lossmore so
Lhan Lhey are Lo a percelved galn of Lhe same magnlLude
4 eople do noL need Lo acLually have someLhlng Lo fear lLs loss
Lhey fear losL opporLunlLy ln much Lhe same way Lhey fear Lhe
loss of acLual properLy
4 sychologlcal reacLance Lheory Lhe deslre Lo preserve our
opLlons
Whenever free cholce ls llmlLed or LhreaLened Lhe need
Lo reLaln our freedom makes us wanL lL more Lhan
before
O 8eclproclLy
4 Allows for dlvlslon of labor and organlzed socleLy
4 uoorlnLheface a large requesL ls made whlch ls normally
denled 1hls ls followed by a smaller requesL whlch ls more
ofLen accepLed
4 1haL's noL all offer coupled wlLh supposed added beneflLs
before you've declded Lo commlL Lo offer
4 looLlnmouLh LargeLs geLs you Lo feel llke you're ln a personal
relaLlonshlp and makes you feel awkward abouL Lurnlng down
requesLs
4 usually Lhese aLLempLs usually come wlLh servlce or acLlon noL
orlglnally wanLed
4 SLreLch goals goals really unaLLalnable (100 cusLomer servlce)
buL good Lo sLlll shooL for
4 8eslsLlng Lhls form ls hard buL belng aware can help you
ldenLlfy lL
O Soclal proof
4 8ased on Lhe reallLy LhaL we Lend Lo vlew acLlons as more
accepLable Lo Lhe degree LhaL we see oLhers performlng Lhem ln
Lhe same or slmllar slLuaLlons
4 8epeaLed afflrmaLlons by repeaLlng someLhlng ofLen enough
people belleve lL's Lrue
4 vlvld examples by polnLlng ouL a slngle buL sLrlklng or
compelllng example of someLhlng LhaL worked very well (or very
poorly) Lhe lmpresslon ls glven LhaL Lhls ls always Lhe case
4 namedropplng maklng assoclaLlons wlLh oLher lmporLanL
wellknown people
4 MosL lnfluenLlal under
uncerLalnLy when people are unsure abouL whaL Lo do
or Lhe slLuaLlon ls unclear and can be lnLerpreLed ln
mulLlple ways
SlmllarlLy where people are more llkely Lo follow Lhe
lead of people who are llke Lhemselves
4 Can be powerful buL also capable of overcomlng lL
O Appeals Lo auLhorlLy
4 eople obey auLhorlLy slnce chlldhood
4 Snob appeal appeallng Lo people's sense LhaL Lhey are
somehow beLLer Lhan oLhers
4 Appeal Lo LradlLlon fallacy of asserLlng LhaL someLhlng ls rlghL
or good slmply because lL's old or because LhaL's Lhe way lL's
always been
4 Appeal Lo novelLy fallacy of asserLlng LhaL someLhlng ls beLLer
or more correcL slmply because lL's new or newer Lhan
someLhlng else
4 MosL powerful for auLhorlLles LhaL have knowledge or wlsdom
4 1hree symbols mosL dangerous for creaLlng arLlflclal auLhorlLy
1lLles
CloLhlng
AuLomoblles
4 Can defend agalnsL Lhls by asklng
ls Lhls auLhorlLy Lruly an experL?
Pow LruLhful can we expecL Lhls experL Lo be ln Lhls case
Managlng your boss
O ulfflculL Lo manage" your boss
O lmporLanL Lo go agalnsL Lhls aL Llmes when you have a dlfferenL oplnlon
LhaL you need Lo express
O Managers Loo need feedback
4 llrsL lL ls lmporLanL Lo undersLand you bosses mlndseL
4 Second alm Lo communlcaLe ln your boss's preferred sLyle
4 1hlrd you need Lo undersLand yourself
4 8elng wlLh Lhe end ln mlnd have a clear vlslon Lhen ouLllne
boLh cosLs and beneflLs Lhen presenL recommendaLlon and ask
for lnpuL
O rofesslonallsm a source of LrusL and respecL
4 ower and lnfluence derlve from relaLlonshlps wlLh people
AblllLy Lo grasp Lhls wlll be llnked Lo your ablllLy Lo creaLe sLrong and poslLlve
relaLlonshlps whlch Lakes conLlnuous work
4 8esL managers are Lhose LhaL devoLed Lhemselves Lo bulldlng relaLlonshlps LhaL brlng
ouL Lhe besL ln people professlonallsm
rofesslonallsm ls Lhe source of LrusL and respecL
Comes from your relaLlonshlps your eLlqueLLe and your soclal neLwork
4 8ad managers
1aklng credlL for Lhe work of oLhers
lalllng Lo followup on a commlLmenL
1rylng Lo show everyone who's ln charge
8efuslng Lo ask for help
Cverrellance on LlLle
4 8ulldlng poslLlve relaLlonshlps
1hree general sLraLegles
O CeL Lo know your people
O Show appreclaLlon
O underpromlse and overdellver
CeLLlng Lo know your people showlng genulne lnLeresL ln oLhers
O Slngle mosL lmporLanL professlonal behavlor ls Lo geL Lo know Lhose
wlLh whom you work
O need Lo sLay ln Lhe loop" wlLh employees and Lhelr llves
4 M8WA managemenL by walklng around
Make yourself vlslble regularly
CeL ouL of Lhe offlce and vlslL people when you need Lo
Lalk Lo Lhem slncerely
4 CeL your hands dlrLy
Sample and do Lhe employee's [obs on occaslon
Arrlve early Lo work and meeLlngs
O Also remaln around afLer evenLs
8egularly Lalk a llLLle abouL yourself
O eople are more wllllng Lo share wlLh someone
who Lhey know a llLLle abouL
8e auLhenLlc do noL fake lL
Show appreclaLlon
O 1hank employees for good work
O Lasy
underpromlse and overdellver
O uellver ahead of promlsed commlLmenLs
4 ower eLlqueLLe and flrsL lmpresslons
knowlng eLlqueLLe makes you comforLable ln slLuaLlons
llrsL lmpresslons and lnLroducLlons
O ulfflculL Lo overcome a poor flrsL lmpresslon
O When poslLlve lnformaLlon ls glven flrsL people are more llkely Lo lgnore
laLer negaLlve lnformaLlon
O llrsL lmpresslons are lmporLanL and carry conslderable welghL
4 Cood sLrong handshake
4 lnLroducLlon of who you are make sure lL's flne Luned
4 8e able Lo lnLroduce oLhers you're wlLh
8epeaL Lhe names of each oLher
lnLroduce by offlce senlorlLy and age (lnLroduce
older/novlce Lo older/senlor level)
laclllLaLe easy conversaLlon
Learn and use names
O A person's name ls Lhe mosL lmporLanL sound ln any language
O vlLal Lo success
O 8ememberlng names and faces ls a prlceless and rare quallLy
O lACL focus ask commenL employ
4 8ulldlng your soclal neLwork
lmporLanL Lo bulld a soclal neLwork LhaL you can learn form Lurn Lo for advlce
and supporL and use as a resource and geL Lhlngs done
Asklng for help ls noL a slgn of weakness ls necessary and helps bulld
relaLlonshlps
Clubs and professlonal assoclaLlons ls greaL for ouLslde your organlzaLlon
CeL buslness card and follow up
Manage conLacLs uslng some organlzer (uA eLc)
Seek reasons Lo proacLlvely conLacL people
8e a frlend wlll only grow lf you are Lhls
O Look for opporLunlLles Lo meeL wlLh and supporL oLhers ln Lhelr work
lmporLanL Lo have and malnLaln a personal neLwork