1. 6-1

2. Copyright © 2008 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin Chapter 6 Power and Influence

3. 6-3 Power and Influence Authority Influence

4. 6-4 The Sources of Power and Influence Bases of Power Reward Legitimate Referent Expert Coercive

5. 6-5 Norms and Conformity Norms Conformity

6. 6-6 Influencing Without Authority Frequency and effectiveness of different influence tactics Rational Consultation Inspirational appeal Ingratiation Personal appeal

7. 6-7 Influencing Without Authority Frequency and effectiveness of different influence tactics Exchange Coalition Legitimizing Pressure

8. 6-8 Relative Effectiveness of Tactics Resistance Compliance Commitment

9. 6-9 Influence Tactics Political skills

10. 6-10 Social Influence Weapons Principle 1: Friendship/Liking Principle 2: Commitment and Consistency Principle 3: Scarcity Principle 4: Reciprocity Principle 5: Social proof Principle 6: Appeals to authority

11. 6-11 Creating Artificial Authority 3 symbols are most dangerous 1.Titles 2.Clothing 3.Automobiles

12. 6-12 Managing Your Boss 1.Important to understand your boss’s mindset and see the world through his lens 2.Communicate in your boss’s preferred style 3.Understand yourself

13. 6-13 Communication Strategies Have a clear vision of your recommendation Outline both costs and benefits Ask for input

14. 6-14 Professionalism: A Source of Trust and Respect Professionalism

15. 6-15 Building Positive Relationships Get to know your people – show genuine interest in others Practice MBWA – Management by Walking Around Get your hands dirty Arrive early to work and meetings Regularly talk a little about yourself Be authentic Show appreciation Under promise and over deliver

16. 6-16 Power Etiquette & First Impressions First Impressions & Introductions Learn & Use Names

17. 6-17 Building Your Social Network 1.Important to have a positive outlook on needing help and about soliciting support 2.Get beyond your organization and become active in industry or other professional events 3.Use an organizer to manage the contacts you have made

18. 6-18 Frequent Relationship Mistakes Managers Make Taking credit for the work of others Failing to follow-up on commitments quickly Trying to show everyone who’s in charge Refusing to ask for help Over reliance on title