Chap%2015%20Mgmt%202500%20kk

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

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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 & Raven’s 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 Tactics...

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