BUSI 2101 Chapter 18: Chapter 18.docx
20 Dec 2014
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Personal characteristics of people who successfully obtain and exercise power: energy, endurance and physical stamina, the ability to focus their energy and avoid wasted effort, sensitivity so they can read and understand others, flexibility (cid:224) the ability to consider different means to achieve goals, personal toughness (cid:224) a willingness to engage, the ability to submerge ones ego and be a good subordinate or team player. Influence: is the process by which people successfully persuade others to follow their advice suggestions or orders: three possible outcomes to an influence attempt, commitment: implies internal agreement, compliance: is merely going along with a request or demand without believing in it, resistance: occurs when a person"s influence attempt is rejected (cid:224) this can take the form of a flat refusal, passive aggressive tactics, or seeking out a third party with more power to overrule the request.
