2 compliance the person goes along with the request

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2. Compliance – the person goes along with the request grudgingly, puts in minimal effort, and takes little initiative in carrying out the request. 3. Resistance – the person is opposed to the request and tries to avoid it with such tactics as refusing, stalling, or arguing about it. Coercive power leads to resistance (decreased satisfaction and increased mistrust). Reward power results in compliance if the rewards are consistent with what individual want as rewards. Legitimate power results in compliance , but does not generally increase commitment. Expert and referent powers result in commitment from individuals. Dependency is increased when the resource you control is important, scarce, and cannot be substituted. 1. Importance – to create dependency, the thing(s) you control must be perceived as important by others. 2. Scarcity – a resource must be perceived as scarce to create dependency. 3. Nonsubstitutability – the fewer substitutes there are for a resource, the more power comes from control over that resource. The Nine Tactics Managers and Employees Use to Increase Their Power: 1. Rational Persuasion – using facts and data to make a logical or rational presentation of ideas. 2. Inspirational appeals – appealing to values, ideals, and goals when making a request.
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  • Spring '08
  • fatin
  • Power, Flipism, rational persuasion, Nine Tactics Managers

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