Management and Organizational Studies 2181A/B Chapter Notes - Chapter 12: Best Alternative To A Negotiated Agreement, Job Satisfaction, Alternative Dispute Resolution
17 Sep 2016
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Chapter 12 power= ability to influence the behaviour of others and resist unwanted influence in return power can be seen as the ability to resist the influence attempt of others. 5 major types, which can be grouped into two dimensions: organizational and person. Influence tactics ten types of tactics, four most effective have been shown to be rational persuasion, inspirational appeals, consultation and collaboration. Most effective: rational persuasion: use of logical arguments and hard facts to show target that the request is worthwhile one most effective when it shows that the proposal is important and feasible. Moderately effective: ingratiation: use of favours, compliments or friendly behaviour to make target feel better about the influencer. Least effective: pressure: influence tactic in which the requestor attempts to use coercive power through threats and demands, coalitions: influence tactic in which the influencer enlists other people to help influence the target.
