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Unformatted text preview: o Social phenomenon o Hast to be understood in terms of interactions-Influence v. Authority o Most things are done with influence not authority o Authority makes final decision o Influence affects organizations indirectly o Authority is a zero-sum, influence is not o Influence is best use with a bargaining power-Anticipate resistance as a leader-Changing the organization upsets equilibrium-Six common arguments o Have to understand the person o List who is important in the idea-Create a coalition (collection of individuals committed to an outcome)...
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- Fall '07