Power tactics if well used can yield

tremendous influence
Made by-
ASHLEY ARORA
BHAVNA GUPTA
DIVYA VIJ
MOHIT JAIN
PRATEEK PREMWANI
SHANTANU DUBEY
SUNIL SUTAR
A Definition of Power

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

 Dependency
B’s relationship to A when A possesses something that B
requires.
Concept of power
 Influence-
The process of affecting the thoughts ,behavior and feelings
of other person.
 Authority-
The right to influence another person.
 Zone of indifference-
The range in which attempts to influence a person will be
perceived as legitimate and will be acted on without a great
deal of thought.
Contrasting Leadership and Power
Leadership Power

Focuses on goal achievement. Used as a means for achieving

–Requires goal compatibility goals.
with followers. –Requires follower dependency.
–Focuses influence downward. –Used to gain lateral and upward
Research Focus influence.
–Leadership styles and Research Focus
relationships with followers. –Power tactics for gaining
compliance
Individual Power
Bases of Power: position Power

 Formal Power
Is established by an individual’s position in an organization; conveys the ability to
coerce or reward, from formal authority, or from control of information.

 Coercive Power
A power base dependent on fear.

 Reward Power
Compliance achieved based on the ability to distribute rewards that others view
as valuable

 Legitimate Power
The power a person receives as a result of his or her position in the formal
hierarchy of an organization.
Bases of Power: Personal Power

 Rational persuasion
A person's ability to convince others of the merits of his/her ideas
through the use of logic.
 Expert Power
Influence based on special skills or knowledge.
 Referent Power
Influence based on possession by an individual of desirable
resources or personal traits
 Charisma
Power you possess based on your ability to articulate a vision for
your work unit and to communicate this vision to your employees
in a way that inspires them
Dependency: The Key To Power

The word dependency is derived from Latin word “Dependere”.

It has two meanings --
 Lack of independency of self sufficiency
 Reliant on materialistic objects
What Creates Dependency ?

Dependency is increased when the resource you control is

 Importance
 Scarcity
 Non substitutability
Power Tactics

Influence Tactics:
 Power Tactics •Legitimacy
Ways in which individuals •Rational persuasion
translate power bases •Inspirational appeals
into specific actions •Consultation
•Exchange
•Personal appeals
•Ingratiation
•Pressure
•Coalitions
Preferred Power Tactics by Influence
Direction
Upward Influence Downward Influence Lateral Influence

Rational Rational Rational

persuasion persuasion persuasion
Inspirational Consultation
appeals Pressure Ingratiation
Consultation Exchange
Ingratiation Legitimacy
Exchange Coalitions
Legitimacy
Coalitions
Power tactics involves :
 Reason
 Friendless
 Coalition
 Bargaining
 Assertiveness
 Higher authority
 Sanctions
Factors Influencing the Choice and
Effectiveness of Power Tactics

Sequencing of tactics How the request is

–Softer to harder tactics work best. perceived
Skillful use of a tactic –Is the request consistent with the
Relative power of the target’s values?
tactic user The culture of the
–Some tactics work better when applied organization
downward or upward. –Culture affects user’s choice of tactic.
The type of request Country-specific cultural
attaching to the tactic factors
–Is the request legitimate? –Local values favor certain tactics over
others
Power in Groups: Coalitions
 Coalitions •Seek to maximize their size to
Clusters of individuals attain influence.
who temporarily come •Seek a broad and diverse
together to achieve a constituency for support of
specific purpose. their objectives.
•Occur more frequently in
organizations with high task
and resource
interdependencies
•Occurs more frequently if
task are standardized and
routine.
Sexual Harassment: Unequal Power in
the Workplace

 Sexual Harassment
–Unwelcome advances, requests for sexual favors, and
other verbal or physical conduct of a sexual nature.

 The U.S. Supreme Court test for determining if

sexual harassment has occurred:
–Whether comments or behavior in a work environment
“would reasonably be perceived, and is perceived, as
hostile or abusive.”
Steps for Managers to Take to Prevent
Sexual Harassment

 Make sure a policy against it is in place.

 Ensure that employees will not encounter
retaliation if they file a complaint.
 Investigate every complaint and include the human
resource and legal departments.
 Make sure offenders are disciplined or terminated.
 Set up in-house seminars and training.
Global Implications

 Preference for Power Tactics

People in different countries tend to prefer different power
tactics.
 Effectiveness of Power Tactics
People in different cultures seem to have different
preferences for the use of power or influence tactics, there is
much less evidence as to whether these tactics work better in
some cultures than in others.
Summary and implications for
managers
 If you want to get things done in a group or an organization,
it helps to have power. As a manager who wants to maximize
your power, you will want to increase others dependence on
you.
 Few employees relish being powerless in their job and
organization
 The power of your boss may also play a role in determining
your job satisfaction.
 People respond differently to the various power bases-
 Expert and referent power Individual personal qualities
 Coercion,reward&legitimate power organizational derived
.