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Copyright © 2008 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin

Chapter 6

Power and Influence

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Power and Influence

• Authority • Influence

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The Sources of Power and Influence

Bases of Power• Reward• Legitimate• Referent• Expert• Coercive

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Norms and Conformity

• Norms • Conformity

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Influencing Without Authority

Frequency and effectiveness of different influence tactics

• Rational• Consultation• Inspirational appeal• Ingratiation• Personal appeal

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Influencing Without Authority

Frequency and effectiveness of different influence tactics

• Exchange• Coalition• Legitimizing• Pressure

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Relative Effectiveness of Tactics

• Resistance• Compliance• Commitment

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Influence Tactics

• Political skills

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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

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Creating Artificial Authority

3 symbols are most dangerous1. Titles2. Clothing3. Automobiles

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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

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Communication Strategies

• Have a clear vision of your recommendation

• Outline both costs and benefits• Ask for input

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Professionalism: A Source of Trust and Respect

• Professionalism

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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

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Power Etiquette & First Impressions

• First Impressions & Introductions• Learn & Use Names

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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

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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