Personal Appeals compliance based on friendship 7 Ingratiating Flattery or

Personal appeals compliance based on friendship 7

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Personal Appeals- compliance based on friendship 7. Ingratiating- Flattery or praise 8. Pressure- Using warning and repeated demands/threats 9. Coalitions- Enlisting the aid or support of others to persuade the target to agree Power Tactic Effectiveness When the targets are highly interested in the outcomes use: o Rational Persuasion o Inspirational appeals
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o Consultation o Pressure Backfires People with Political Skill (the ability to influence other to enhance their own objectives) are more skilled with influencing tactics Upward influence o Effective- Rational Persuasion Downward Influence o Effective- Rational Persuasion, Inspirational Appeals, Pressure, consultation, ingratiation, exchange, legitimacy o Not effective- personal appeals, coalition Lateral influence o Effective- Rational Persuasion, consultation, Ingratiation, Exchange, legitimacy, personal appeals, coalitions o Not Effective- Pressure, inspiration Power Tactics vs Culture Individualist Culutre- o Power = personal o Need legitimacy to use Collectivistic Countries o Power is social o Legitimate means to help other Power and people Does power corrupt? o Causes people place their interest above others Objectify others Powerful people react differently o Overconfidence + Decision making o Power leads to self-interested behavior for those with weak moral identities Sexual Harassment and Abuse of power Sexual harassment- Any unwanted activity of a sexual nature that affects an individual’s employment and creates a hostile work environment o Overt- touching o Subtle- Off color jokes 25-40% have been harassed Power central in harassment o More likely large power differentials o Boss harassment creates difficulty Causes and Consequence of Political behavior Political Behavior- Actions made that influence the distribution of advantages, not in typical job role o Ex. Withholding info, spreading rumors, whistle blowing and leaking information What Causes Political Behavior?
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o People’s values, goals, and interest differ within the organization, o Resources are limited o “Facts” are open to interpretation o Situations are ambiguous Causes of Political Behavior o Evidence strongly suggests that organizational factors promote politics Low trust, unclear performance evaluation system, democratic decision making, high performance pressures, self-serving senior managers o Individual Level High self-monitors, internal locus of control, high mach personality, organizational investment, perceived job alternatives, expectations of success Consequences of Political Behavior o Predominantly negative Decreased job satisfaction, increased anxiety and stress, increased turnover, reduced performance o Outcomes moderated when “how” and “why” are well understood o Defensive behaviors: reactive and protective behaviors to avoid action, blame, or change Impression management techniques The Process by which individuals attempt to control the impression other form them Eight Impression Management Techniques o
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