1. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 13-1 Chapter Thirteen Power and Politics

2. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 13-2 Learning Objectives Define power and its relationship to authority and influence Identify the various classifications of power Discuss the contingency approach to power Describe the empowerment of employees Present some political strategies for power acquisition in modern organizations

3. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 13-3 Classification Of Power Power ReferentCoerciveRewardLegitimate Expert

4. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 13-4 CultureDependency Intelligence Age Gender Ability to influence the target Influenceability Of The Targets Of Power UncertaintyPersonality

5. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 13-5 An Overall Contingency Model Of Power Required Sources of Power Required Conditions Target’s Influenceability Process of Power Reward Coercive Means-end control Compliance Wants to gain a favorable reaction; wants to avoid a punishing one from the agent The agent must have surveillance over the target Expert Legitimate Credibility Internalization Goes along with the agent because of consistency with internal values The agent must have relevance Referent Attractiveness Identification Finds a self-satisfying relationship with the agent; wants to establish and maintain a relation- ship with the agent The agent must have salience; the agent must be in the forefront of the target’s awareness

6. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 13-6 Two Faces Of Power Personal Power Social Power

7. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 13-7 Organizational Areas That Are More Political Than Rational Areas GoalsDecisionsResourcesChange Technology and external environment

8. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 13-8 Political Tactics Derived From Research Pressure tactics Ingratiating tactics Upward appeals Rational persuasion Exchange tactics Inspirational appeals Coalition tactics Consultation tactics