MGHB02H3 Chapter 12: Chapter 12 Notes
Document Summary
Power is the capacity to influence others who are in a state of dependence. People have power by virtue of their position in the organization (legitimate power) or by virtue of the resources that they command (reward, coercion, friendship, or expertise). People can obtain power by doing the right things and cultivating the right people. Activities that lead to power acquisition need to be extraordinary, visible, and relevant to the needs of the organization. People to cultivate include outsiders, subordinates, peers, and superiors. Empowerment means giving people the authority, opportunity, and motivation to solve organizational problems. Power is thus located where it is needed to give employees the feeling that they are capable of doing their jobs well. Influence tactics are interpersonal strategies that convert power into influence. They include assertiveness, ingratiation, rationality, exchange, upward appeal, and coalition formation. Rationality (logic, reason, planning, compromise) is generally the most efficient tactic. Effective managers often have a high need for power.
