Power__Influence2_Presentation

Power__Influence2_Presentation - P ow er and I nfluence Pow...

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Unformatted text preview: P ow er and I nfluence Pow er and I nfluence T hr ee sour ces of Pow er Positional Pow er Exper t Pow er Refer ent Pow er 2 Positional Pow er • F or mal author ity • Contr ol of r ew ar ds and sanctions • D ir ects and contr ols staff & other r esour ces 3 Exper t Pow er • F or mal tr aining • Exper ience • Reputation 4 Refer ent Pow er • Who you k now – N etw or k s • Recipr ocal Relationship • Access to “higher pow er ” 5 I nfluence Str ategies Categor y F ear Recipr ocity ( Exchange) Per suasion I ndir ect Appr oach I ntimidation (D emand) I ngr atiation (Obligation) D ir ect Appr oach C oer cion (T hr eaten) B ar gaining A ppeal to Per sonal Values Pr esent F acts 6 M ost-to-L east U sed Str ategies M ost I nfluencing U p & L ater al I nfluencing D ow n Reason Coalition F r iendliness B ar gaining Asser tiveness H igher Author ity R eason A sser tiveness F r iendliness E valuation B ar gaining H igher Author ity 7 Positive U ses of Pow er Can L ead to • I nventive think ing • Cr eative pr oblem-solving • N ew pr ototypes, pr oducts & ser vices • Enhanced competitiveness • I ncr eased adaptabilities • I ncr eased syner gy 8 N egative U ses of Pow er Can L ead to… • Self-aggr andizement • Pow er str uggles • T unnel vision • Conflict • I nefficiency • D ecr eased innovation • Or ganizational malaise 9 ...
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This note was uploaded on 02/20/2009 for the course NBA 5150 taught by Professor Hostetler,michael during the Spring '08 term at Cornell.

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Power__Influence2_Presentation - P ow er and I nfluence Pow...

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