Chap%2015%20Mgmt%202500%20kk

Chap%2015%20Mgmt%202500%20kk - Chapter 15: Influence...

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Unformatted text preview: Chapter 15: Influence Tactics, Empowerment, and Politics The Constant Tug of War: Mutuality of interest- balancing individual and organizational interests through win- win cooperation Generic Influence Tactics: Rational persuasion Inspirational appeals Consultation Ingratiation Personal appeals Exchange Coalition tactics Pressure Legitimizing tactics Three Possible Influence Outcomes: Commitment- if something important and based on a friendly relationship Compliance Resistance How to Do a Better Job of Influencing and Persuading Others: Liking- friendship bonds, praise, recognition & empathy Reciprocity- be positive & constructive role models Social proof- enthusiastic support of informal leaders Consistency- personal commitment Authority- respect credible experts Scarcity- privileged information Social Power: Social power- ability to get things done with human, informational, and material resources Two types of Power (David McClelland): Socialized power- directed at helping others Personalized power- directed at helping oneself French & Ravens Bases of Power: Reward power Coercive power Legitimate power Expert power Referent power Empowerment:...
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Chap%2015%20Mgmt%202500%20kk - Chapter 15: Influence...

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