Voice intonation is another cross-cultural communication barrier. How loudly,
deeply, and quickly people speak varies across cultures, and these voice
intonations send secondary messages tat have different meanings in different
Coalition is a group that attempts to influence people outside the group by
pooling the resources and power its members.
Symbolizes legitimacy represents broad support.
Taps into social identity process informal group advocates i
Types of Influence:
The following 3 slides explain the different types of influence. First 5 are hard
influence tactics; latter 3 are soft tactics
Rely on personal sources of power (e.g., expert, referent) and appeal to
the target perso
The freedom to exercise judgment to make decisions without referring to
a specific rule or receiving permission from someone else.
The lower the discretion (may be restricted by rules), the lower the
legitimate, reward, and coercive powe
Sources of Power: Expert:
For the most part, legitimate, reward, and coercive power originate from the
position. In contrast, expert power originates from within the person.
It is an individuals or work units capacity to influence others by possessi
Also, power is not a personal feeling of power; you might feel powerful or think you have
power over someone else, but this is not power unless you truly have the capacity to
influence that person.
The most basic pre-requisite of power is that one p
Power is not the act of changing someones attitudes or behavior; it is only the
potential to do so.
Also, power is not a personal feeling of power; you might feel powerful or think
you have power over someone else, but this is not power unless you t
The process by which information is transmitted and understood between two or
Transmitting intended meaning (not just symbols)
o Importance of communication:
Coordinating work activities
Choosing the Best Communication Channel:
How well the communication channel is approved and supported by the
organization, team, and individual:
Communication channel norms
Individual communication channel preferences
strongest form of influence
people identify with and highly motivated to implement the influencers request
Generally, people react more favorably to soft tactics that to hard tactics (see above
Soft influence tactics rely on per