week 11 - Power and Conflict Dr. Nancy Kohn . An honest man...

Info iconThis preview shows pages 1–4. Sign up to view the full content.

View Full Document Right Arrow Icon
1 Power and Conflict Dr. Nancy Kohn . “An honest man can feel no pleasure in the exercise of power over his fellow citizens.” Thomas Jefferson "With great power comes great responsibility." Spiderman 2 Defining Power and Influence Power is: 1. “The capacity to produce intended and foreseen effects on others.” (Wrong, 2009, p21) 2. The probability that men will act as another man wishes. 3. The greater B’s dependency on A, the greater the power A has over B. 3 (The General Dependency Postulate) 4. Power is intended Influence. Influence is: 1. The process of altering the attitudes and behaviours of others, using your sources of power. 2. The capacity to be a compelling force on or produce effects on the actions, behaviour, or opinions of others.
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
2 Power typology Formal/Position based power Legitimate Reward Coercive Resource 4 Personal power Expert Referent (includes persuasion) Networks/Relationships Expert power + Legitimate power + Persuasiveness = Compliance The student who could, part 1 Once upon a time a student tried to introduce a new line of business where he worked. He had gone to his boss and said: "How about we introduce this new line of business?” And his boss said "no". A year passed, and the student was doing an MComm, and when he gets to the topic on Power he starts thinking about what he did wrong last 5 year. The idea he had is still a good idea, in fact, now it's an even better idea. The student thinks about what went wrong last year. He still wants to introduce the new line of business, but this time he wants to use some of the ideas from the Power chapter. He uses some of his budget and employs a consultant to do a market review and forecast for the line of business. He finds that financially, it is a very attractive proposition. The student who could, part 2 He runs this analysis past the CFO, and runs the idea past the other managers. He shows them the market trends and how well the proposition fits in with their company. Then he goes back to his boss and tells him he would like to give a presentation about why this line of business is a good idea. He arranges a lunch time 6 meeting with good catering. He invites the managers that were supportive and has them come to the meeting. He gives a nice little presentation, and supports his recommendations with numbers from accounting, and with verbal support from the other managers. This time his boss says yes. What type of power did the student use?
Background image of page 2
3 Common Influence tactics Rational appeal Ingratiation Assertivenes Sanctions Blocking Upward appea Assertiveness Exchange Upward appeal Coalitions 7 Credibility Definition: Credibility is the objectively determined truthfulness, follow- through, and accuracy of a person (Nesler et al, 1993) The amount of credibility you have is determined by how much belief, confidence and faith other people have in you. A person with high credibility is consistently both honest and
Background image of page 3

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Image of page 4
This is the end of the preview. Sign up to access the rest of the document.

This note was uploaded on 07/25/2011 for the course MGMT 1001 taught by Professor Danielellason during the Three '09 term at University of New South Wales.

Page1 / 10

week 11 - Power and Conflict Dr. Nancy Kohn . An honest man...

This preview shows document pages 1 - 4. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online