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2010/Reshmi Pillai/OB
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The Meaning: POWER
Power is the capacity of a person, team, or organization
to influence others.
The potential to influence others
People have power they dont use and may not know they
possess
Power requires one persons perception of dependence on
another person
.
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Sources of Power in Organizations
Power
over Others
Sources Of Power
Legitimate Power
Reward Power
Coercive Power
Expert Power
Referent Power
Contingencies Of Power
Substitutability
Scarcity
Centrality
Importance
Visibility
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Five Bases of Power
Reward power: Promising or granting rewards.
Coercive power: Threats or actual punishment.
Legitimate power: Based on position or formal authority.
Expert power: Sharing of knowledge or information.
Referent power: Power of ones personality (charisma).
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Power and Dependence
Person
A
Person
Bs Goals
Person
B
Person Bs
counter power
over Person A
Person As
power over
Person B
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Influence ability of the Target of Power
1. Dependency
2. Uncertainty
3. Personality
4. Intelligence
5. Gender
6. Age
7. Culture
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Commitment
Consequences of Power
Reward
Power
Legitimate
Power
Coercive
Power
Expert
Power
Referent
Power
Resistance
Compliance
Sources
of Power
Consequences of
Power
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Generic Influence Tactics
O Rational persuasion. Trying to convince someone with reason, logic, or facts.
O Inspirational appeals. Trying to build enthusiasm by appealing to others emotions,
ideals, or values.
O Consultation. Getting others to participate in planning, making decisions, and
changes.
O Ingratiation. Getting someone in a good mood prior to making a request; being
friendly, helpful, and using praise or flattery.
O Personal appeals. Referring to friendship and loyalty when making a request.
O Exchange. Making express or implied promises and trading favors.
O Coalition tactics. Getting others to support your effort to persuade someone.
O Pressure. Demanding compliance or using intimidation or threats.
O Legitimating tactics. Basing a request on ones authority or right, organizational
rules or polices, or express or implied support from superiors.
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Why does having power matter?
With power you can
Intercede favorably on behalf of someone in trouble
Get a desirable placement for a talented subordinate
Get approval for expenditures beyond the budget
Get items on and off agendas
Get fast access to decision makers
Maintain regular, frequent contact with decision makers
Acquire early information about decisions and policy shifts
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Organizational Politics
Political Tactics:
O Attacking or blaming others.
O Using information as a political tool
O Creating a favorable image.
O Developing a base of support.
O Praising others (ingratiation).
O Forming power coalitions with strong allies.
O Associating with influential people.
O Creating obligations (reciprocity).
Involves intentional acts of influence to enhance or protect the self-interest of
individuals or groups.
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Levels of Political Action in Organizations
Distinguishing Characteristics
Cooperative
pursuit of
general self-
interests
Cooperative
pursuit of group
interests in
specific issues
Individual
pursuit of
general self-
interests
Network
Level
Coalition
Level
Individual
Level
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Chapter 11 12
Factors Contributing to Political Behavior
Individual Factors
Authoritarian
(Machiavellianism)
Self-Monitoring
High-risk propensity
Internal locus of control
High need for power, status,
security, or autonomy
Organizational Factors
Competition
Level in Organization
Low trust
Role ambiguity and Counter
norms
Unclear evaluation systems
Zero-sum allocations
Democratic decision making
High performance pressures
Self-serving senior managers
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THE TECHNIQUES OF POLITICAL BEHAVIOR
MOORHEAD & GRIFFIN
13
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O Ambiguous goals (stakes are high)
O Scarce resources
O Technology and environment
O Non-programmed decisions (goals and processes are unclear)
O Organizational Change (uncertainty)
Reasons
Political
Behavior
Possible
Consequences
WHY???
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O Controlling information
O Controlling lines of
communication
O Using outside experts
O Controlling the agenda
O Playing games
O Building image
O Building coalition
O Controlling decision parameters
O Developing others
O Deal making
O Incurring obligation
Reasons
Political
Behavior
Possible
Consequences
HOW???
TECHNIQUES
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Personal gain disguised as pursuit of goals
Pursuit of maximum share of resources
Personal gains via uncertainty
Pursuit of political ends during reorganization
Reasons
Political
Behavior
Possible
Consequences
WHAT???
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Politics are Real and Unavoidable
Not all politics are bad
Realize that this is reality
Expect politics in all situations
Politics are part of human interaction
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Controlling Political Behavior
1. Provide Sufficient Resources
2. Introduce Clear Rules
3. Free Flowing Information
4. Manage Change Effectively
5. Remove Political Norms
6. Hire Low-Politics Employees
7. Increase Opportunities for Dialogue
8. Peer Pressure Against Politics
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Tips for Managing Organizational Politics
1. Dont close your eyes to politics.
2. Reduce System Uncertainty and Ambiguity.
3. Reduce Competition
4. Break Existing Political Fiefdoms
5. Prevent Future Fiefdoms
6. Challenge political behaviors.
7. Walk the talk.
8. Recognize that others may interpret your behaviors as political, even if you
really werent being political.
9. Reduce your own and others vulnerability to political behaviors.
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DISTINCTION OF POWER FROM
POLITICS
POWER is the potential for influence
POLITICS is the exercise of that power.
---------(Denhardt)
POWER is a property of the system at rest.
POLITICS is the study of power in action.
---------(Pfeffer)
