CAMBODIAN MAKONG UNIVERSITY

Prepared By: Mr. Hou Heng

MN201ORGANIZATIONAL BEHAVIORCHAPTER

9POWER AND

INFLUENCE IN THE WORKPLACE

GROUP

2Lecturer:

Mr. LONG BUNTENG

LEARNING OBJECTIVE

Define the meaning of power and counter power.Describe the five bases of power in organizations.Explain how information relates to power in

organization.Discuss the four contingencies of power.Summarize the eight types of influence tactics.Discuss three contingencies to consider when

deciding which influence tactic to use.Distinguish influence from organizational politics.Describe the organization conditions and personal

characteristics that support organization politics.Identify ways to minimize organizational politics.

THE MEANING OF POWER

Power is the capacity of a person, team, or organization to influence others.

Counter power is the capacity of a person, team, or organization to keep a more powerful person or group in the exchange relationship.

Person A

Person B Person B`s goal

Counter PowerPower

SOURCES OF POWER IN ORGANIZATIONS

Legitimate Power Agreement among organizational members. Reward Power The person`s ability to control allocation of rewards valued by others. Coercive Power The ability to apply punishment.

SOURCES OF POWER IN ORGANIZATIONS

Expert Power Individual`s or work unit`s capacity to influence others by possessing knowledge. Referent Power When others identify with them, like them, or otherwise respect them. Information and Power

Employees gain power by controlling the flow of information that others need.

CONTINGENCIES OF POWER

Substitutability Refers to the availability of alternatives. Power is strongest when someone has a monopoly over a valued resource. Centrality The degree and nature of interdependence between powrholder and others. Discretion The freedom to exercise judgment. To make decisions without referring to a specific rule or receiving permission from someone else.

CONTINGENCIES OF POWER

Visibility Refers to the idea that power increases to the extent that a person`s or work unit`s competencies are known to others.

INFLUENCING OTHERS

Influence is any behavior that attempts to alter another person`s attitudes or behavior. Types of Influence Tactics• Silent Authority: someone complies with a

request.• Assertiveness: legitimate and coercive power to

influence others.• Information Control: involves explicitly

manipulating others` access to information for the purpose of changing their attitudes or behavior, or both.

INFLUENCING OTHERS

• Coalition Formation: a group that attempts to influence people outside the group by pooling the resources and power of its members.

• Upward Appeal: a type of coalition in which one of the members is someone with higher authority or expertise.• Ingratiation: any attempt to increase the extent to which a target person likes us or perceives that he or she is similar to us.• Persuasion: using logical arguments, facts, and

emotional appeals to encourage people to accept a request or message.

INFLUENCING OTHERS

• Exchange: the promise of benefits or resources in exchange for the target person`s compliance with your request.

The three ways that people react when others to influence them:• Resistance• Compliance• Commitment

INFLUENCE AND ORGANIZATIONAL POLITICS

Organizational Politics is the behavior that others perceive as self-serving tactics for personal gain at the expense of other people and possibly the organization. Organizational politics flourishes under the

right conditions. Employees apply political strategies to protect

their valued resources, position, and self- image. Machiavellian values is the belief that deceit is a

natural and acceptable way to influence others and to achieve goal.

INFLUENCE AND ORGANIZATIONAL POLITICS

Organizational politics can be minimized by

• Providing clear rules for resource allocation.

• Engaging in effective organizational change.

• Supporting team norms and a corporate culture

that discourage dysfunctional politics.• Having leaders who role model

organizational citizenship rather than political savvy.

THANK YOU !!!

2011-2012