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Influence, tactics, power and politics


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Influence, tactics, power and politics

  1. 1. Influence Tactics, Power and Politics
  2. 2. Today <ul><li>Brainstorming- Warm-up practice </li></ul><ul><li>Defining: </li></ul><ul><ul><li>Power </li></ul></ul><ul><ul><li>Influence and </li></ul></ul><ul><ul><li>Politics </li></ul></ul><ul><li>Influence Tactics </li></ul>
  3. 3. <ul><li>It is through the influence process that we generate and manage change. </li></ul>
  4. 4. Brain storming-Identify a leader <ul><li>What kind of people do you consider to be leaders? </li></ul><ul><li>Are leaders made or born? </li></ul><ul><li>Do you have leaders in your organization? </li></ul><ul><li>Why do you consider them as leaders? </li></ul><ul><li>Think of a person who has influenced your way of life. </li></ul><ul><li>Think of your ideal and list his/ her qualities </li></ul>
  5. 5. <ul><li>Power </li></ul>
  6. 6. Power Cont.. <ul><li>What is power? </li></ul><ul><ul><li>The ability to affect the behavior of others. </li></ul></ul><ul><li>Legitimate power: </li></ul><ul><ul><li>Power granted through the organizational structure, it is the power accorded people occupying particular positions as defined by the organization. </li></ul></ul>
  7. 7. Reward Power Defined <ul><li>Reward power: </li></ul><ul><ul><li>The power to give or withhold rewards, such as: </li></ul></ul><ul><ul><ul><li>Salary increases. </li></ul></ul></ul><ul><ul><ul><li>Bonuses. </li></ul></ul></ul><ul><ul><ul><li>Promotion. </li></ul></ul></ul><ul><ul><ul><li>Recommendation. </li></ul></ul></ul>
  8. 8. Types of Power <ul><li>Coercive power: </li></ul><ul><ul><li>The power to force compliance by means of psychological, emotional, or physical threat. </li></ul></ul><ul><li>Referent power: </li></ul><ul><ul><li>The personal power that accrues to someone based on identification, imitation, loyalty, or charisma. </li></ul></ul>
  9. 9. What Is Expert Power? <ul><li>The personal power that accrues to someone based on the information or expertise that they possess. </li></ul>
  10. 10. <ul><li>Influence </li></ul>
  11. 11. Definition <ul><li>The action or process of producing effects on the actions, behavior, opinions, etc., of another or others. </li></ul><ul><li>Influence is the process of changing someone's behavior. It's about being able to move things forward, without pushing, forcing or telling others what to do. </li></ul>
  12. 12. Nine influence tactics likely to be relevant to a manager’s effectiveness <ul><li>Rational Persuasion </li></ul><ul><li>Inspirational appeal </li></ul><ul><li>Consultation </li></ul><ul><li>Ingratiation </li></ul><ul><li>Exchange </li></ul><ul><li>Personal Appeal </li></ul><ul><li>Coalition </li></ul><ul><li>Legitimating </li></ul><ul><li>Pressure </li></ul>
  13. 13. Definition of Influence tactics <ul><li>Rational Persuasion </li></ul><ul><ul><li>Logical arguments and factual evidence </li></ul></ul><ul><ul><li>Expert Power </li></ul></ul><ul><li>Inspirational appeal </li></ul><ul><ul><li>Arouse enthusiasm by appealing to values ideals and aspirations </li></ul></ul><ul><ul><li>Referent power </li></ul></ul><ul><li>Consultation </li></ul><ul><ul><li>Need your support so will seek your assistance or modify your proposal to get it. </li></ul></ul><ul><ul><li>Reward, coercive or legitmate </li></ul></ul>
  14. 14. Definition of Influence tactics <ul><li>Ingratiation </li></ul><ul><ul><li>Get you in a good mood before asking you for something </li></ul></ul><ul><ul><li>Reward Power </li></ul></ul><ul><li>Exchange </li></ul><ul><ul><li>Quid pro Quo </li></ul></ul><ul><ul><li>Reward Power </li></ul></ul><ul><li>Personal Appeal </li></ul><ul><ul><li>Appeals to your feelings of loyalty and friendship </li></ul></ul><ul><ul><li>Referent or Reward Power </li></ul></ul>
  15. 15. Definition of Influence tactics <ul><li>Coalition </li></ul><ul><ul><li>Get someone else to persuade you to comply </li></ul></ul><ul><ul><li>Use someone else’s support as reason for you to comply </li></ul></ul><ul><ul><li>Coercive Power </li></ul></ul><ul><li>Legitimating </li></ul><ul><ul><li>Claims to have the authority to get you to do something </li></ul></ul><ul><ul><li>Verifying its in the policy manual, rules or practices and traditions </li></ul></ul><ul><ul><li>Legitimate Power </li></ul></ul><ul><li>Pressure </li></ul><ul><ul><li>Use demands threats or persistent reminders </li></ul></ul><ul><ul><li>Coercive Power </li></ul></ul>
  16. 16. Influence Tactics Cont.. <ul><li>Exchanging by giving something of value to the influence in return for something you want </li></ul><ul><li>Alliance Building, building an alliance of supporters who can help you influence others </li></ul><ul><li>Consulting by examining a problem and working with the influence towards a solution </li></ul><ul><li>Stating, boldly and directly stating what you want the prospect to do </li></ul>
  17. 17. Influence Tactics Cont.. <ul><li>Appealing to Values, inspiring cooperation by appealing to values, emotions, or feelings </li></ul><ul><li>Modeling or setting an example for others to follow </li></ul>17 -
  18. 18. <ul><li>? </li></ul>17 -