1. Chapter 12: Interpersonal Power and Influence
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2. Principles of Power and Influence
Power is the ability to influence another
Power is asymmetrical
Some people are more powerful than others
Power can be shared by
Raising the other’s self esteem
Being open, positive, empathic, and supportive
Sharing skills and decision making
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3. Principles of Power and Influence (cont.)
Power can be increased or decreased
Power follows the principle of less interest
Power generates privilege
Territorial encroachment
Touch
The final word
Breaking the rules without consequences
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4. Principles of Power and Influence (cont.)
Power has cultural dimensions
Power distance
Gender
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5. Relationship, Person, and Message Power
Power in the relationship
Referent power
Legitimate power
Expert power
Information or persuasion power
Reward and coercive power
Coercive power is based on magnitude and likelihood of punishment
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6. Relationship, Person, and Message Power (cont.)
Power in the relationship (cont.)
Reward and coercive power
Opposite sides of a coin
Coercive power is based on magnitude and likelihood of punishment
Reward power makes you seem attractive
Rewards cost less than punishments
Rewards show that you use power effectively
Coercive power erodes other bases of power
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7. Relationship, Person, and Message Power (cont.)
Power in the person
Credibility is the degree to which others regard you as believable and worthy of following
Competence
Character
Charisma
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8. Relationship, Person, and Message Power (cont.)
Power in the message
General verbal strategies
Direct requests
Bargaining or promising
Ingratiation
Manipulation
Threatening
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9. Relationship, Person, and Message Power (cont.)
Power in the message (cont.)
Nonverbal messages
Listening
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10. Relationship, Person, and Message Power (cont.)
Resisting power and influence
Negotiation
Non-negotiation
Justification
Identity management
Negative identity management
Positive identity management
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11. Relationship, Person, and Message Power (cont.)
Compliance gaining
Reciprocation
Commitment
Authority
Social validation
Scarcity
Liking
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12. Misuses of Power and Influence
Sexual harassment
Unwelcome sexual advances, requests for sexual favors, and other verbal or physical conduct of a sexual nature constitute sexual harassment when this conduct explicitly or implicitly affects an individual’s employment, unreasonably interferes with an individual’s work performance, or creates an intimidating, hostile, and offensive work environment.
(Equal Employment Opportunity Commission)
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13. Misuses of Power and Influence (cont.)
Sexual harassment (cont.)
Quid pro quo harassment
Hostile environment
Recognizing sexual harassment
Is it real, does it have sexual meaning?
Is it job related?
Did you reject the behavior?
Is there a pattern?
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14. Misuses of Power and Influence (cont.)
Sexual harassment (cont.)
Avoiding sexual harassment behaviors
Responding to sexual harassment
Talk to the harasser
Collect evidence
Begin with appropriate channels
File a complaint
Don’t blame yourself
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15. Misuses of Power and Influence (cont.)
Power plays
Definition
Patterns of behavior
Take unfair advantage of someone
Deny someone the right to make their own choices
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16. Misuses of Power and Influence (cont.)
Power plays (cont.)
Identifying power plays
“Nobody upstairs”
“You owe me”
“Yougottobekidding”
Responding to power plays
Express your feelings
Describe the behavior you object to
State a cooperative response you can both live with
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