© 2012 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin Copyright © 2012 by The McGraw-Hill Companies, Inc. All rights reserved.

Influence, Power, and Politics: An

Organizational Survival Kit

Chapter Thirteen

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After reading the material in this chapter, you should be able to:

LO13.1 Name five “soft” and four “hard” influence tactics and summarize Cialdini’s principles of influence and persuasion.LO13.2 Identify and briefly describe French and Raven’s five bases of power.LO13.3 Define the term empowerment and explain how to make it succeed

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After reading the material in this chapter, you should be able to:

LO13.4 Define organizational politics and explain what triggers it, and specify the three levels of political action in organizations.LO13.5 Distinguish between favorable and

unfavorable impression management tactics.

LO13.6 Explain how to manage organizational politics.

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Three Influence Outcomes

1. Commitment substantial agreement followed by initiative

and persistence in pursuit of common goals

2. Compliance reluctant agreement requiring subsequent

prodding to satisfy minimum requirements

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Three Influence Outcomes

3. Resistance stalling, unproductive arguing, or outright

rejection

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Five Bases of Power

Reward power obtaining compliance by promising or granting

rewards.

Coercive power obtaining compliance through threatened or

actual punishment.

Legitimate power obtaining compliance through formal authority.

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Five Bases of Power

Expert power obtaining compliance through one’s knowledge

or information.

Referent power obtaining compliance through charisma or

personal attraction.

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The Evolution of Power

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Participative Management

Participative management process whereby employees play a direct role

in setting goals, making decisions, solving problems, and making changes in the organization

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Domain of Organizational Politics

Organizational politics intentional acts of influence to enhance or

protect the self-interests of individuals or groups

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Levels of Political Action in Organizations

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Commonly Used Political Tactics

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Impression Management

Impression management any attempt to control or manipulate the

images related to a person, organization, or ideas

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Apologies

Apologies form of trust repair where one acknowledges

an offense and often offers to make amends.

It is a widely held norm in the United States and other cultures (e.g., Japan) to apologize when one’s actions (or lack of action) cause harm to another, whether intentional or not.

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Purposes for Leader Apologies and Their Desired Outcomes