AHSS*2030 Lecture Notes - Lecture 7: Linkedin, Justin Trudeau, Ingratiation
Week 7: Influencing: Power and Politics
Power
-Achieving influence over others; Potential influence over followers
-Based on perception, not actual
-Influence over others allows you to get what you want
-Power is not quantifiable - cannot be measured
Sources of Power
-Position: derived from top management ex. Justin Trudeau, Barack Obama
-Personal: derived from the followers, based on leader’s behavior ex. Oprah, Kim
K
Position Power >
< Personal Power
Type
s
Legitimate Reward Coerciv
e
Connecti
on
Informatio
n
Expert Referent
Tacti
cs
Legitimizati
on
Consultatio
n
Rational
persuasion
Ingratiation
Exchan
ge
Pressu
re
Coalitions Rational
persuasion
Inspiration
al appeal
Rational
persuasi
on
Personal
appeal
Inspiration
al appeal
Legitimate Power
-based on user’s position power in organization
-Consultation: seek other’s input, open to plan together to achieve objective
-Rational persuasion: reason for objective (arguing why); provide evidence to
convince them why your way is the best
-Ingratiation - being friendly and praising others; allows to expand legitimate
power
Reward Power
-influence others with something of value to them - aligns with motivation theory
-positive reinforcement
-desired outcomes
Coercive Power
-threats, punishment to influence compliance; fear
-discipline, enforcement
-using a penalty to influence people to comply to your wishes
Connection Power
find more resources at oneclass.com
find more resources at oneclass.com
Document Summary
Achieving influence over others; potential influence over followers. Power is not quantifiable - cannot be measured. Influence over others allows you to get what you want. Personal: derived from the followers, based on leader"s behavior ex. Legitimate power based on user"s position power in organization. Consultation: seek other"s input, open to plan together to achieve objective. Rational persuasion: reason for objective (arguing why); provide evidence to convince them why your way is the best. Ingratiation - being friendly and praising others; allows to expand legitimate power. Reward power influence others with something of value to them - aligns with motivation theory positive reinforcement desired outcomes. Coercive power threats, punishment to influence compliance; fear discipline, enforcement using a penalty to influence people to comply to your wishes. Connection power is about who you know- you want to know people who have information or expert power. References: can speak/ vouch for you and makes you credible.
