1 Power 权⼒力力

refers to a capacitythat A has to influence the

behavior
of B
so that B acts in accordance withA'swishes

A对 B 的⾏行行为产⽣生影响从⽽而使13按照⽉月的意愿⾏行行事的能⼒力力
⼀一
重要表现在依赖性 dependency 上
B对A dependency f A 对 B power T
ship and Power
z Contrastinglead 领导 权⼒力力的⽐比较
Leaders use
power as a means of attaininggroup goals
Goal compatibility 1兼容
Power does not require
goal compatibility merely dependence
Research on
power focuses on tactics for gain compliance
The direction of influence
Leadership focuses on the downward influence on one's followers

3 Five Buses of Power

⼩小 Formor power 正式权⼒力力
Coercive Power depends on tearofthenegativeresults from
强制权⼒力力胁迫 failing to comply

依赖于使⽤用或威胁使⽤用
Reward Power represents the compliance that is achievedbasedon
奖赏权⼒力力 the abilityto distributepositivebenefits that others
view as valuable 依赖于奖赏
Legitimate Power theformalauthority to controland use organizational
法定权⼒力力 resources based on structural position
⾼高层对低层
121 Personal Power 个⼈人权⼒力力

Export power is influence wielded as a result of proficiency

专家
权⼒力力 special skill knowledge 依赖于专业技能
Referent power based on identification with a person
who has
desirable resources or personal traits
参照权⼒力力
依赖于崇拜 尊重
 Personal sources are most effective
Dependence the key to Power

4 Dependence 依赖性
n What Creates Dependence
Importance 重要性
Scarcity 稀缺性
Nonsubstitutebility 不不可替代性
5 Power Tactics 权术
⼩小 Research has identified nine distinct influence tactics
Legitimacy 合法性 运⽤用⼿手上的权⼒力力
Rational 理理性说服 ⼆二 晓之以理理
最有效 permanently ⿎鼓舞式诉求 动之以情
Inspirations
Consultation 商议
Exchange 交换 利利益交换
Personal appeals 个⼈人式诉求 个⼈人请求
Ingratiating 逢迎 讨好
反作⽤用 see 豳 施压
Coalitions 结盟
 L Political skill 政治技能 the ability to influence others to
⽌止 enhance their own objectives
影响他⼈人以达到⾃自⼰己⽬目标的能⼒力力
6 heal harassment 性骚扰
⽌止
任何带有性⾊色彩的 能够影响个体成员的
就业 并产⽣生⼀一种不不友善的⼯工作环境的不不必
要⾏行行为或⾏行行动
7 Politics Power in Action
政治 权⼒力力的⾏行行使
⼩小 politicalbehavior 政治⾏行行为
影响或试图影响组织内部的
可以
利利益分配 但并不不是组织成员的正式
⻆角⾊色必须实施的那些活动
legitimatepolitical behavior
符合规范的⽇日常政治⾏行行为

illegitimatepoliticalbehavior
违反了了隐含的游戏规则
8 thefactorof political behavior

个⼈人 满意
⼯工作 度上

压也
组织
离职7

绩效上

9 Impression management IM 印象管理理

⼭山 theprocessby which individuals
attempt to controlthe impression
othersformof them
no TheEthics of BehavingPolitically