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Chapter Thirteen

Power and Politics

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Learning Objectives
• Define power and its relationship to authority and
influence
• Identify the various classifications of power
• Discuss the contingency approach to power
• Describe the empowerment of employees
• Present some political strategies for power acquisition in
modern organizations

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Classification Of Power

Reward Coercive

Power

Legitimate Referent

Expert

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Influenceability Of The Targets Of Power

Uncertainty
Dependency

Personality
Ability
Culture to influence
the target
Intelligence

Age
Gender

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An Overall Contingency Model Of Power
Required Sources Process Target’s Required
of Power of Power Influenceability Conditions
Reward Wants to gain a favorable The agent must have
Coercive Compliance reaction; wants to avoid surveillance over the
Means-end control a punishing one from target
the agent

Referent Finds a self-satisfying The agent must have

Identification
Attractiveness relationship with the salience; the agent
agent; wants to establish must be in the
and maintain a relation- forefront of the
ship with the agent target’s awareness

Expert Goes along with the The agent must have

Legitimate Internalization agent because of relevance
Credibility consistency with
internal values
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Two Faces Of Power

Personal Power

Social Power

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Organizational Areas That Are More
Political Than Rational

Resources Decisions

Areas

Change Goals

Technology and
external
environment

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Political Tactics Derived From Research

Exchange
tactics
Pressure Coalition
tactics tactics

Upward
appeals
Inspirational
appeals

Ingratiating
tactics
Rational Consultation
persuasion tactics

McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved.