Chapter 8: Power and Politics
Power-a capacity that A has to influence the behavior of B, so that B acts in accordance with A’s wishes
Coercive popoewrer thact is based on fear The person can make things difficult for people,
and you want to avoid getting him/her angry
Reward power power that achieves compliance based on the The person is able to give special benefits or
ability to distribute rewards that others view as rewards to people, and you find it advantageous
valuable to trade favours with him or her
Legitimate power Power that a person receives as a result of his orThe person has the right, considering his
her position in the formal hierarchy of an position and your job responsibilities, to expect
organization you to comply with legitimate requests.
AKA rule maker
Expert power Influence based on special skills or knowledge The person has the experience and knowledge
to earn your respect, and you defer to his
judgment in some matters
Referent power Influence based on possession by an individual You like the person and enjoy doing things for
of desirable resources or personal traits him/her. Admiration and desire to be like that
Information power Power that comes from access to and control The person has data or knowledge that you
over information need
Resistance: the person is opposed to the request and tries to avoid it with such tactics as refusing, stalling, or arguing
about it (#1)
Compliance: the person goes along with the request grudgingly, puts in minimal effort, and takes little initiative in
carrying out the request
Commitment: the person is enthusiastic about the request, and shows initiative and persistence in carrying it out. (#4,
The General dependency postulate: the greater B’s dependency on A, the greater the power A has over B.
What creates dependency?
Importance: then things you control must be perceived as important
Scarcity: if something is scared, possession of it will increase your power
Non-substitutability: the fewer substitutes there are for a resource, the more power comes from control
over that resource
1. Rational persuasion: using facts and data to make a logical or rational presentation of ideas.
2. Inspirational appeal: appealing to values, ideals, and goals w