Management and Organizational Studies 2181A/B Chapter Notes - Chapter 12: Centrality

• School: Western University
• Department: Management and Organizational Studies
• Course: Management and Organizational Studies 2181A/B
• Professor: Stelian Medianu

Document Summary

Tactics that are used to convert power into actual influence over others: these tactics include the following, assertiveness ordering, nagging, setting deadlines, and verbally confronting others, ingratiation using flattery and acting friendly, polite, or humble, rationality using logic, reason, planning, and compromise, exchange doing favors or offering to trade favors, upward appeal making formal or informal appeals to organizational superiors for intervention; and, coalition formation seeking united support from other organizational members. This need is a reliable personality characteristic some people have more n pow than others: the most effective managers, have high n pow, use their power to achieve organizational goals, adopt a participative or coaching leadership style; and, are relatively unconcerned with how much others like them, mcclelland calls such managers institutional managers because they use their power for the good of the institution rather than for self aggrandizement.