MHR 405 Lecture Notes - Lecture 11: Assertiveness, Centrality, Impression Management
25 Apr 2017
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Describe the dependence model of power; the 5 sources of power. Line from person b to the goal shows that they believe person a controls a resource that can help or hinder person b in achieving such goal. Dotted line person b to person a is countervailing power- the power the less powerful party (person b) has on the person in power (person a) The five sources of power are: legitimate. Rewarding people for letting you take control: referent. Using facts, logic coping with uncertainty: prevention, forecasting, absorbing. Discuss the 4 contingencies of power: substitutability. Power decreases as number of solutions increase: visibility. Describe 8 types of influence tactics, 3 consequences of influencing others, and 3 contingencies to consider when choosing an influence tactic: silent authority (legitimate) You don"t have to remind them who the boss: assertiveness (l&c) Hide information and only show valuable: coalition formation. Forming a group of people who can influence others: upward appeal.
