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power
the capacity of a person, team, or organization to influence others
Countervailing Power
the capacity of a person, team, or organization to keep a more powerful person or group
in the exchange relationship
Legitimate power
an agreement among organizational members that people in certain roles can request
certain behaviors of others
Norm of Reciprocity
a felt obligation and social expectation of helping or otherwise giving something of value
to someone who has already helped or given something of value to you
Reward Power
derived from the person's ability to control the allocation of rewards valued by other and
to remove negative reinforcement
Coercive Power
the ability to use punishment as a form of power
Expert Power
an individual's capacity to influence others by possessing knowledge or skills valued by
others
Prevention
the most effective strategy of preventing environmental changes
Forecasting
predicting environmental changes or variations
Absorption
gaining power by absorbing or neutralizing the impact of environmental shifts as they
occur
Referent Power
the capacity to influence others on the basis of an identification with and respect for the
power holder
Charisma
a personal characteristic or special "gift" that serves as a form of interpersonal attraction
and reverent power over others
Substitutability
a contingency of power when an individual has a monopoly over a valued resource
making them nonsubstitutable
Centrality
a contingency of power pertaining to the degree and nature of interdependence
between the power holder and others
this contingency increases with the number of people dependent on you
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Visibility
a contingency of power when they let their talents remain in the forefront of the minds of
their boss, coworkers, and others
Discretion
a contingency of power that refers to the freedom to exercise judgement
Social Networks
social structures of individuals or social units that are connected to each other through
one or more forms of interdependence
Social Capital
the knowledge and other resources available to people or social units from a durable
network that connects them others
Strong Ties
offer quicker and greater social support and greater cooperation for favors and
assistance
Weak Ties
acquaintances who are usually different from us and therefore offer resources to us that
we do not possess
Structural Hole
an area between two or more dense social network areas that lacks network ties
Betweeness
how much you are located between others in a social network
Degree Centrality
the number or percentage of connections you have to others in your social network
Closeness
how "close" you are to others in a social network, the close you are the stronger the ties
Influence
any behavior that attempts to alter someone's attitudes or behavior
Silent Authority
influencing behavior through legitimate power without explicitly referring to the power
base
Assertiveness
actively applying legitimate and coercive power by applying pressure or threats
Information Control
explicitly manipulating someone else's access to information for the purpose of
changing their attitudes or behaviors
Coalition Formation
forming a group that attempts to influence others by pooling the resources and power of
it's members
Upward Appeal
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Relying symbolically or in reality on people with higher authority or expertise to support
your postion
Persuasion
using logical arguments, factual evidence, and emotional appeals to convince people of
the value of a request
Impression Management
actively shaping, through self-presentation and other means, the perceptions and
attitudes that others have of us
Ingratiation
the influencers attempt to be more liked by the targeted person or group
Exchange
promising benefits or resources in exchange for the target person's compliance
Coalition
a group that attempts to influence people outside the group by pooling the resources
and power of its members
Inoculation Effect
causes listeners to generate counterarguments to the anticipated persuasion attempts,
which makes the opponent's subsequent persuasion attempts, less effective
Resistance
occurs when people or work units oppose the behavior desired by the influencer
Compliance
when people are motivated to implement the influencers request for purely instrumental
reasons
Commitment
when people identify with the influencers request and are highly motivated to implement
it even when extrinsic sources of motivation are not present
Organizational Politics
behaviors that others perceive as self-serving tactics at the expense of other people and
possibly the organization
5 Types of Power
1. Legitimate
2. Reward Power
3. Coercive Power
4. Expert Power
5. Referent Power
Zone of Indifference
the set of behaviors that individuals are willing to engage in at another person's request
4 Contingencies of Power
1. Substitutability
2. Centrality
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3. Visibility
4. Discretion
3 Factors that Determine Centrality
1. Betweenness
2. Degree Centrality
3. Closeness
8 Types of Influence Tactics
1. Silent Authority
2. Assertiveness
3. Information Control
4. Coalition Formation
5. Upward Appeals
6. Persuasion
7. Impression Management
8. Exchange
4 Conditions that Encourage Organizational Politics
1. Scarce Resources
2. Ambiguous Rules
3. Organizational Change
4. Workplace Tolerance
