Influence, Power, and Politics (An Organizational Survival Kit) Chapter Thirteen

“Getting Things Done” Sequence Leadership –Traits –Focus on task or people –Contingency models –Tips from Ropes... book Managing Change –Social change model Influence, Power, and Politics Managing Conflict Note: menu of options available to you in an organizational setting

Power How does one get things done, even if one has formal authority?

Influencing Others Nine Generic Influence Tactics Three Influence Outcomes Practical Research Insights Strategic Alliances and Reciprocity Social Power and Empowerment Five Bases of Power Practical Lessons from Research Employee Empowerment Making Empowerment Work Chapter Thirteen Outline

Organizational Politics and Impression Management Definition and Domain of Organizational Politics Impression Management Keeping Organizational Politics in Check Chapter Thirteen Outline (continued)

 Rational persuasion  Rational persuasion. Trying to convince someone with reason, logic, or facts.  Inspirational appeals.  Inspirational appeals. Trying to build enthusiasm by appealing to others’ emotions, ideals, or values.  Consultation.  Consultation. Getting others to participate in planning, making decisions, and changes.  Ingratiation  Ingratiation. Getting someone in a good mood prior to making a request; being friendly, helpful, and using praise or flattery.  Personal appeals  Personal appeals. Referring to friendship and loyalty when making a request. Nine Generic Influence Tactics

 Exchange.  Exchange. Making express or implied promises and trading favors.  Coalition tactics  Coalition tactics. Getting others to support your effort to persuade someone.  Pressure  Pressure. Demanding compliance or using intimidation or threats.  Legitimating tactics.  Legitimating tactics. Basing a request on one’s authority or right, organizational rules or polices, or express or implied support from superiors. Nine Generic Influence Tactics

Three influence outcomes Commitment – will gladly do it Compliance – will grudgingly do it Resistance – will refuse in one way or another to do it –We all know what “no” means? At least most of the time. What does a “yes” mean? Note results of research

On a sheet of paper... Which of the 9 influence tactics have you used or tried to use? Outcome? Describe briefly. Talk about it within a group.

Social Power Social power – ability to get things done with human, informational, and material resources –Not necessarily downward, may be lateral or upward. –Reciprocity – people should be paid back for their positive and negative acts

Reward power:Reward power: Promising or granting rewards. Coercive power:Coercive power: Threats or actual punishment. Legitimate power:Legitimate power: Based on position or formal authority. Expert power:Expert power: Sharing of knowledge or information. Referent power:Referent power: Power of one’s personality (charisma). Five Bases of Power

Lessons on power Expert and referent power - generally positive effect Reward and legitimate power – slightly positive effect Coercive power – slightly negative

 Mutual respect.  Openness.  Trust.  Mutual benefit. Skills and Best Practices: How to Turn Your Coworkers into Strategic Allies

A slightly different take on power Informal power can be held by individuals –Perception that one has power –Friendship network –Intimate knowledge of key process –IOUs Informal power held by superiors –For upwardly mobile, these superiors provide opportunities for advancement

Different take...: continued How else can power exist in an organization (or why can some rank and file members give their superiors headaches?) –Those how have reached a plateau and are not going anywhere (or care to) –Hold key positions like secretaries –Non-mobile middle managers who handle key details their bosses do not want to deal with or who have expert knowledge –Controls a key part of the process – can enforce bureaucratic adherence to rules

Empowerment Two way street: –Management must be willing to allow employees to make key decisions –Employees must be receptive to the idea

The Empowerment Plan Create Autonomy Through Structure Let Teams Become The Hierarchy Remember: Empowerment is not magic; it consists of a few simple steps and a lot of persistence. Share Information Randolph’s Empowerment Model

Political Tactics:  Attacking or blaming others.  Using information as a political tool  Creating a favorable image.  Developing a base of support.  Praising others (ingratiation).  Forming power coalitions with strong allies.  Associating with influential people.  Creating obligations (reciprocity). Impression management: Impression management: “The process by which people attempt to control or manipulate the reactions of others to images of themselves or their ideas.” Organizational politics: “Involves intentional acts of influence to enhance or protect the self-interest of individuals or groups.” 13-7 Organizational Politics and Impression Management

13-8 Figure 13-2 Distinguishing Characteristics Cooperative general Cooperative pursuit of general self-interests Cooperative group specific Cooperative pursuit of group interests in specific issues Individual general Individual pursuit of general self- interests Network Level Coalition Level Individual Level Levels of Political Action in Organizations

What triggers political behavior? Unclear objectives Vague performance measures Ill-defined decision processes Strong individual or group competition Change Personalities involved

Reduce System Uncertainty Reduce Competition Or establish formal conflict resolution and grievance processes Break Existing Political Fiefdoms deal with overly political individuals Prevent Future Fiefdoms Screen out overly political individuals Practical Tips for Managing Organizational Politics