ORGS 1000 Chapter Notes - Chapter 7+9+11: Best Alternative To A Negotiated Agreement, Ambivalence, Negative Affectivity
22 Apr 2016
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Chapter 11: power, influence, and negotiation power ability to influence behaviour of others and resist unwanted influence in return. Purpose: power in organizations come from different sources. Personal power personal characteristics authority/position legitimate power: reward power: control of resources/benefits coercive power: ability to give punishments expert power: referent power: attractiveness and charisma expertise/knowledge. Purpose: influence tactics are most successful when used in combination. Most successful influence tactics are softer uses personal forms of power (not organizational) Responses to influence tactics rational persuasion: logical arguments and hard facts. Inspirational appeal: appeal to one"s values/ideals (emotional reaction) Consultation: target participates in deciding how to carry out or implement a request. Collaboration: leader offers to work with and help target, to make it easier for target to complete a request. Ingratiation: favours, compliments, or friendly behaviour to make target feel better about influencer. Personal appeals: requestor asks for something based on personal friendship/loyalty exchange: requestor offers reward for performing request.
