Influence,

Power, and
Politics: An
Organizational
Survival Kit

Chapter Thirteen

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

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 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.

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 Three Influence Outcomes
1. Commitment
 substantial agreement followed by initiative and
persistence in pursuit of common goals
1. Compliance
 reluctant agreement requiring subsequent
prodding to satisfy minimum requirements

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 Three Influence Outcomes
3. Resistance
 stalling, unproductive arguing, or outright
rejection

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 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.

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 Five Bases of Power
Expert power
 obtaining compliance through one’s knowledge
or information.
Referent power
 obtaining compliance through charisma or
personal attraction.

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The Evolution of Power

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 Participative Management
Participative management
 process whereby employees play a direct role
in setting goals, making decisions, solving
problems, and making changes in the
organization

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 Domain of Organizational
Politics
Organizational politics
 intentional acts of influence to enhance or
protect the self-interests of individuals or
groups

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Levels of Political Action in
Organizations

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Commonly Used Political
Tactics

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 Impression Management
Impression management
 any attempt to control or manipulate the images
related to a person, organization, or ideas

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 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.

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Purposes for Leader Apologies and
Their Desired Outcomes

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