Prepared by : Radha D Prepared by : Radha D GandhiGandhi

POWER A

ND POLIT

ICS

POWER A

ND POLIT

ICS

Points to PonderPoints to Ponder

Definition of PowerDefinition of Power Define bases of powerDefine bases of power The Dependency Factor – Key to powerThe Dependency Factor – Key to power Social Influence Tactics/Power tactics Social Influence Tactics/Power tactics Power in Groups: CoalitionsPower in Groups: Coalitions

A Definition of PowerA Definition of Power

A B

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.

Other DefinitionsOther Definitions

Stephen P RobinsStephen P Robins – the ability to influence and – the ability to influence and

control anything that is of value to others.control anything that is of value to others. Max Weber (psychologist)Max Weber (psychologist) – the probability – the probability

that one actor within a social relationship will be that one actor within a social relationship will be

in a position to carry out his own will despite in a position to carry out his own will despite

resistance. resistance. Jeffrey P FefferJeffrey P Feffer – the potential ability to – the potential ability to

influence behaviour, to change the course of influence behaviour, to change the course of

events, to overcome resistance and to get people events, to overcome resistance and to get people

to do things that they would not otherwise do.to do things that they would not otherwise do.

Bases Of Power - FormalBases Of Power - Formal Coercive PowerCoercive Power – based on fear. A – based on fear. A

person who has the power to harm person who has the power to harm

another person physically or another person physically or

psychologically, by threatening his psychologically, by threatening his

job security or punishing him in job security or punishing him in

some way, is said to have coercive some way, is said to have coercive

power. Includes reprimands, power. Includes reprimands,

demotion or termination. demotion or termination.

(Negative)(Negative) Reward PowerReward Power – based on B’s – based on B’s

belief that A has the ability to grant belief that A has the ability to grant

rewards to B.(Sometimes in reality rewards to B.(Sometimes in reality

A doesn’t has the authority to grant A doesn’t has the authority to grant

reward, still B believes so) Includes reward, still B believes so) Includes

pay increase, promotion, favourable pay increase, promotion, favourable

assignments, new equipments, assignments, new equipments,

praise, recognition. (Positive)praise, recognition. (Positive)

Bases Of Power - FormalBases Of Power - Formal Legitimate PowerLegitimate Power – refers to the power – refers to the power

a person receives because of his or her a person receives because of his or her

position in the formal organizational position in the formal organizational

hierarchy. Sources…hierarchy. Sources…

The cultural values prevailing in a The cultural values prevailing in a

society, organization or group society, organization or group

determine what is legitimate power.determine what is legitimate power. A person’s designation as an agent or A person’s designation as an agent or

representative of a powerful person or representative of a powerful person or

group. group.

Bases Of Power - InformalBases Of Power - Informal

Expert PowerExpert Power – refers to – refers to

the influence a person the influence a person

wields as a result of some wields as a result of some

special skill or knowledge special skill or knowledge

that he possesses. that he possesses. Referent PowerReferent Power – is – is

identification with an identification with an

individual who has desirable individual who has desirable

resources or personal traits. resources or personal traits.

Need not always be a link to Need not always be a link to

organizational designation. organizational designation.

Similar to charismaSimilar to charisma

EXPERT

The Dependency Factor – Key to PowerThe Dependency Factor – Key to Power The General Dependency PostulateThe General Dependency Postulate

The greater Bs dependency on A, the greater the power A has The greater Bs dependency on A, the greater the power A has over Bover B

Possession/control of scarce organizational resources that Possession/control of scarce organizational resources that others need makes a manager powerfulothers need makes a manager powerful

Access to optional resources (e.g., multiple suppliers) reduces Access to optional resources (e.g., multiple suppliers) reduces the resource holder’s powerthe resource holder’s power

The level of dependency depends on…The level of dependency depends on… Importance: Importance: The resource that a person controls must be perceived The resource that a person controls must be perceived

as being important by other people if a dependency has to be as being important by other people if a dependency has to be

created. It can be situational like negotiation skill during labour strike.created. It can be situational like negotiation skill during labour strike. Scarcity:Scarcity: Possession of a scarce resource can generate dependency.Possession of a scarce resource can generate dependency.

IT operator knows the server connection.IT operator knows the server connection. Non-Substitutability: Non-Substitutability: When a particular resource does not have any When a particular resource does not have any

viable substitute, then the person who controls that resource will viable substitute, then the person who controls that resource will

have power over those who require that resource.have power over those who require that resource.

Power TacticsPower TacticsInfluence Tactics

• Legitimacy

• Rational persuasion

• Inspirational appeals

• Consultation

• Exchange

• Personal appeals

• Ingratiation

• Pressure

• Coalitions

Influence Tactics

• Legitimacy

• Rational persuasion

• Inspirational appeals

• Consultation

• Exchange

• Personal appeals

• Ingratiation

• Pressure

• Coalitions

Power Tactics

Ways in which individuals translate power bases into specific actions

Influence TacticsInfluence Tactics Rational Persuasion: Using logical arguments and Rational Persuasion: Using logical arguments and

facts to persuade another that a desired result will facts to persuade another that a desired result will

occur.occur.

Inspirational Appeal: Arousing enthusiasm by Inspirational Appeal: Arousing enthusiasm by

appealing to one’s values and beliefs.appealing to one’s values and beliefs.

Consultation: Asking for participation in decision Consultation: Asking for participation in decision

making or planning a change.making or planning a change.

Ingratiation: Getting someone to do what you want Ingratiation: Getting someone to do what you want

by putting that person in a good mood or getting him by putting that person in a good mood or getting him

or her to like you.or her to like you.

Exchange: Promising some benefits in exchange for Exchange: Promising some benefits in exchange for

complying with a request.complying with a request.

Influence TacticsInfluence Tactics

Personal Appeal: Appealing to feelings of loyalty and Personal Appeal: Appealing to feelings of loyalty and

friendship before making a request.friendship before making a request.

Coalition Building: Persuading by seeking the Coalition Building: Persuading by seeking the

assistance of others or by noting the support of others.assistance of others or by noting the support of others.

Legitimating: Pointing out one’s authority to make a Legitimating: Pointing out one’s authority to make a

request or verifying that it is consistent with prevailing request or verifying that it is consistent with prevailing

organizational policies and practices.organizational policies and practices.

Pressure: Seeking compliance by using demands, Pressure: Seeking compliance by using demands,

threats, or intimidationthreats, or intimidation.

Preferred Power Tactics by Preferred Power Tactics by Influence DirectionInfluence Direction

Upward Influence Downward Influence Lateral Influence

Rational persuasion Rational persuasion Rational persuasion

Inspirational appeals Consultation

Pressure Ingratiation

Consultation Exchange

Ingratiation Legitimacy

Exchange Personal appeals

Legitimacy Coalitions

Power in Groups: CoalitionsPower in Groups: Coalitions

• Seek to maximize their size to attain influence.

• Seek a broad and diverse constituency for support of their objectives.

• Occur more frequently in organizations with high task and resource interdependencies.

• Occur more frequently if tasks are standardized and routine.

• Seek to maximize their size to attain influence.

• Seek a broad and diverse constituency for support of their objectives.

• Occur more frequently in organizations with high task and resource interdependencies.

• Occur more frequently if tasks are standardized and routine.

Coalitions

Clusters of individuals who temporarily come together to achieve a specific purpose.