Chapter 10Nelson & QuickPower and Political BehaviorCopyright 2005 by South-Western, a division of Thomson Learning. All rights reserved.

Concept of PowerPower - the ability to influence another person Influence - the process of affecting the thoughts, behavior, & feelings of another person Authority - the right to influence another person

Concept of PowerZone of Indifference - the range in which attempts to influence a person will be perceived as legitimate & will be acted on without a great deal of thoughtManagers strive to expand the zone of indifference

Sources of Organizational Power: InterpersonalReward Power - agents ability to control the rewards that the target wantsCoercive Power - agents ability to cause an unpleasant experience for a targetLegitimate Power - agent and target agree that agent has influential rights, based on position and mutual agreementReferent Power - based on interpersonal attractionExpert Power - agent has knowledge target needs

Which Power is Most Effective?Strong relationship to performance & satisfactionTransfers vital skills, abilities, and knowledge within the organizationEmployees internalize what they observe & learn from managers they consider experts

Information PowerInformation Power - access to and control over important informationFormal/informal position in communication networkInterpreting information when passing it on

Using Power EthicallyDoes the behavior produce a good outcome for people both inside and outside the organization?Does the behavior respect the rights of all parties?Does the behavior treat all parties equitably and fairly?

Two Faces of Power

Successful Power UsersHave high need for social powerApproach relationships with a communal orientationFocus on needs and interests of othersbelief in justicealtruismbelief in the authority systempreference for work & discipline

Sources of Organizational Power: IntergroupControl of critical resourcesControl of strategic contingencies - activities that other groups need to complete their tasksWays groups hold power over other groupsAbility to reduce uncertaintyHigh centrality - functionality central to organizations successNonsubstitutability - groups activities are difficult to replace

Power Analysis: A Broader ViewOrganizational Power

Power Analysis: A Broader ViewOrganizational MembershipMoral Membership - members have positive organizational feelings; will deny own needs

Political Behavior in OrganizationsOrganizational Politics - the use of power and influence in organizations Political Behavior - actions not officially sanctioned by an organization that are taken to influence others in order to meet ones personal goals

Effective Political Characteristics

Influence TacticsConsultationInspirational appeals Rational persuasionIngratiationCoalition Exchange tactics Upward appealsPressureUpward Influence: the bossDownward Influence: an employeeLateral Influence: a coworker

Sharing Power: EmpowermentEmpowerment: sharing power in such a way that individuals learn to believe in their ability to do the job!

Using Power EffectivelyUse power in ethical waysUnderstand and use all of the various types of power and influenceSeek out jobs that allow you to develop your power skillsUse power tempered by maturity and self-controlAccept that influencing people is an important part of the management job

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