Understanding Power Dynamics and Influence in Organizations

Types of Power

• Coercive power: Dependent on fear.
• Reward power: Occurs when people go along with the wishes or directives of others if doing so produces positive benefits.
• Legitimate power: The power a person has because of their position in the formal hierarchy of an organization.
• Expert power: Based on expertise, special skills, or knowledge.
• Referent power: Comes from admiration of another and a desire to be liked by that person.

Expected Reactions to Power

• Resistance: Coercive
• Compliance: Reward, Legitimate
• Commitment: Expert, Referent

Dependency: The Key to Power

Dependency is central to understanding power: the greater B's dependency on A, the greater the power A has over B.

Important / Scarce / Cannot be substituted

Influence Tactics

• Rational persuasion
• Inspirational appeals
• Consultation
• Ingratiation
• Personal appeals
• Exchange
• Coalition tactics
• Pressure
• Legitimating tactics

Responsibility -> Empowerment

Empowerment in the Workplace

Empowerment is the freedom and the ability of employees to make decisions and commitments.

For empowerment to work, employees must act as though they were owners of the business.

Four Conditions for Effective Empowerment

• A clear definition of company values and mission.
• The company must help employees acquire relevant skills.
• Employees need to be supported in their decision-making.
• Employees need to be recognized for their efforts.

Workplace Harassment

Harassment by coworkers may be less severe, but is more frequent.

• Coworkers may harass by withholding:
  • Information
  • Cooperation
  • Support

Organizational Politics

Organizational politics involves influencing others to help you achieve your personal objectives.

• People carve out niches to:
  • Exert influence
  • Earn rewards
  • Advance their careers

Political behavior: Activities that influence, or try to influence, the distribution of advantages and disadvantages within the organization.

• Outside one's formal role
• Attempts to use one's base of power

Examples of Political Behavior

• Whistle-blowing
• Spreading rumors
• Withholding key information from decision-makers
• Leaking confidential information
• Exchanging favors for mutual benefit
• Lobbying

Organizations may be politically free, but it's unlikely.

Reasons for Political Behavior

• Groups and individuals in organizations have different values, goals, and interests.
• Resources in organizations are limited.
• Many "facts" used to allocate limited resources are open to interpretation.

Impression Management

Impression management is the process by which individuals attempt to control the impression others form of them.

Research Findings on Impression Management

• Self-promotion and ingratiation both work at job interviews.
• Ingratiation works for performance ratings, but self-promotion does not.