Chapter 13: Power and Politics

A DEFINITION OF POWER

Power – capacity that A has to influence the behavior of B so that B acts in accordance with A’s wishes

Dependence – B’s relationship to A when A possesses something that B requires

BASES OF POWER

Formal Power – based on an individual’s position in an organization

1. Coercive Power – a power base that is dependent on fear of the negative results from failing to
comply
2. Reward Power – compliance achieved based on the ability to distribute rewards that others
view as valuable
3. Legitimate Power – the power a person receives as a result of his or her position in the formal
hierarchy of the organization

Personal Power – influence derived from an individual’s characteristics

1. Expert Power – influence based special skills or knowledge

2. Referent Power – Influence based on identification with a person who has desirable resources
or personal traits

DEPENDENCE: THE KEY TO POWER

What Creates Dependence

1. Importance
2. Scarcity
3. Non-substitutability

POWER TACTICS

Power Tactics – Ways in which individuals translate power bases into specific actions

1. Legitimacy – relying on your authority position or saying a request accords with organizational
policies or rules
2. Rational Persuasion – presenting logical arguments and factual evidence to demonstrate a
request is reasonable
3. Inspirational Appeals – Developing emotional commitment by appealing to a target’s values,
needs, hopes, and aspirations
4. Consultation – increasing the target’s support by involving him or her in deciding how you will
accomplish your plan
5. Exchange – Rewarding the target with benefits or favors in exchange for following a request
 6. Personal Appeals – Asking for compliance based on friendship or loyalty
7. Ingratiation – Using flattery, praise, or friendly behavior prior to making a request
8. Pressure – using warnings, repeated demands, and threats
9. Coalition – Enlisting the aid or support of others to persuade the target to agree

Political Skill – the ability to influence others in such a way as to enhance one’s objectives

Sexual Harassment – any unwanted activity of a sexual nature that affects an individual’s employment
and creates a hostile work environment

POLITICS: POWER IN ACTION

Definition of Organizational Politics

-focuses on the power to affect decision making in an organization, or on self-serving and

organizationally unsanctioned behavior

Political Behavior – Activities that are not required as part of a person’s formal role in the organization
but that influence, or attempt to influence, the distribution of advantages and disadvantages within the
organization

Politicking- using whatever influence they can to taint the facts to support their goals and interests

CAUSES AND CONSEQUENCES OF POLITICAL BEHAVIOR

Factors Contributing to Political Behavior

1. Individual Factors
a. High self-monitors
b. Internal Locus of Control
c. High Mach Personality
d. Organizational Investment
e. Perceived Job Alternative
f. Expectations of Success
2. Organizational Factors
a. Reallocation of Resources
b. Promotion Opportunities
c. Low Trust
d. Role Ambiguity
e. Unclear Performance Evaluation System
f. Zero-sum Reward Practices
g. Democratic Decision Making
h. High Performance Pressures
i. Self-serving senior Managers
How Do People Respond to Organizational Politics

Defensive behaviors – reactive and protective behaviors to avoid action

Impression Management

Impression Management – the process by which individual’s attempt to control the impression others
form of them

Impression Management Techniques

1. Conformity – agreeing with someone else’s opinion to gain his or her approval
2. Favors – doing something nice for someone to gain that person’s approval
3. Excuses – explanations of a predicament-creating event aimed at minimizing the apparent
severity of the predicament
4. Apologies – Admitting responsibility for an undesirable event and simultaneously seeking to get
a pardon for the action
5. Self-Promotion – Highlighting one’s best qualities, downplaying one’s deficits, and calling
attention to one’s achievements
6. Enhancement – Claiming that something you did is more valuable than most other members of
the organization would think
7. Flattery – complimenting others about their virtues in an effort to make oneself appear
perceptive and likeable
8. Exemplification – Doing more than you need to in an effort to show how dedicated and
hardworking you are