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MGCR 222 (39)


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Management Core
MGCR 222
Patricia Hewlin

Ch12: POWER & POLITICS CONCEPT OF POWER  Definition o Capacity to influence the behaviours of others accordingly to his desires o Function of dependency  Contrast leadership/power o Power: no need for goal compatibility  Just dependence o Direction of influence  Leadership: downward BASES OF POWER  Formal power o Definition  Based on one’s position in org o Coercive power  Depends on fear of <0 results from failing to comply  Physical sanctions  Control of basic psych or safety needs o Reward power  Comply bcs >0 benefits  Financial: bonuses, raises…  Nonfinancial: recognition, friendly colleagues… o Legitimate power  Formal authority to control/use org resources  Based on structural position in org  Personal power o Expert power  Influence wielded as a result of expertise, special skill or knowledge o Referent power  Based on identification with a person who has desirable resources or personal traits POWER TACTICS  Legitimacy o Rely on your authority position  Rational persuasion o Present logical arg & factual evidence  Inspirational appeals o Develop emotional commitment o By appealing to a target’s values/needs/hopes/aspirations  Consultation o Increase target’s support o By involving him in decision making  Exchange o Reward the target with benefits o In exchange for following a request  Personal appeals o Ask for compliance o Based on friendship  Ingratiation o Use flattery prior to request  Pressure o Use warnings, repeated demands & threats  Coalitions o Enlist aid or support POLITICS: POWER IN ACTION  Definition of org politics o Use of power to affect decision making in an org o Legitimate  Normal everyday politics  Ex: forming coalition, comp
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