1. TYPES OF INFLUENCE (POWER)

2. Definitions of Power 1.Dennis Wrong: power is the capacity to intentionally influence others. 2.Bertrand Russell: “power is the actual production of intended effects” 3.Max Weber: ‘the chance of a man or a number of men to realize their own will even against the resistance of others...’

3. INFLUENCE UNINTENDED (unconscious) EMERGENCE 1. FORCE 2. MANIPULATION3. PERSUASION4. AUTHORITY Coercive Induced Legitimate Competent Personal Types of Influence Note: all forms of power except ‘force’ must be communicated.

4. 1. Force Force = treating a human as an object. Note: this only refers to the application of force, not to the threat of force. Violence is the ultimate form of force: assaulting the body to inflict pain, injury, suffering, or even death.

5. Manipulation (aka ‘Fraud’) Definition: any deliberate attempt to influence or elicit a desired response from another person, *where the desired response is not explicitly communicated to the other person* – Spontaneous, informal interaction depends on the shared belief that manipulation isn’t taking place.

6. 3. Persuasion Persuasion occurs whenever someone agrees with someone else’s arguments or appeals after evaluating them independently in light of his/her own interests. Persuasion implies a context of open and free communication, with no anticipation of punishments or rewards, i.e. without any felt need to do what the other wants.

7. 4. Authority Authority is successful ordering or forbidding – A relationship of command and obedience. – Persuasion = tested acceptance; Authority = untested acceptance. 5 types (based on motivations for obeying): 1.Coercion (punishments, threat of force) 2.Induced (rewards such as money) 3.Legitimate (rights to command, obligations to obey) 4.Competent (based on perceived expertise) 5.Personal (based on desire to please)

8. Personal authority Personal authority is usually low in extensiveness (# of people it influences): e.g. a lover who declares ‘your wish is my command!’ But charismatic leaders use personal authority to generate mass followings that challenge the traditional order.

9. Role strain and role conflict describe different phenomena. Strain is experienced within one particular role, such as being a student, while conflict occurs between two different roles, such as being a student and an employee

10. Examples of role conflict role conflict. A situation in which a person is expected to play two incompatible roles. – For example, a boss will suffer role conflict if forced to fire an employee who is also a close friend.

11. THANK YOU & QUESTIONS!