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Networking and
Power
Cultivating social relationships with others to accomplish ones goals
Increases power through
social capital -- durable network that connects people to others with
valuable resources
referent power -- people tend to identify more with partners within their
own networks
visibility and centrality contingencies
 Types of Influence
Following requests without overt influence
Silent Authority Based on legitimate power, role modeling
Common in high power distance cultures

Actively applying legitimate and coercive

Assertiveness power (vocal authority)
Reminding, confronting, checking,
threatening
 Types of Influence (cont)
Promising or reminding of past benefits
in exchange for compliance
Exchange Negotiation is integral to this strategy
Networking relates to exchange
influence

Group forms to gain more power than

Coalition individuals alone
Formation 1. Pools resources/power
2. Legitimizes the issue
3. Power through social identity
 Types of Influence (cont)
Appealing to higher authority
Upward Appeal Includes appealing to firms goals
Formal alliance or perception of alliance
with higher status person

Ingratiation
Ingratiation/ Increasing liking/similarity to target
Impress. Mgt. Flattering, helping, seeking advice
Impression Management
Actively shaping our public images
Way we dress, padding rsum
 Types of Influence (cont)
Using logic, facts, emotional appeals to
Persuasion gain acceptance
Depends on persuader, message
content, message medium, audience

Manipulating others access to

Information information
Control
Withholding, filtering, re-arranging
information
Consequences of Influence Tactics
Hard Influence Soft Influence
Tactics Tactics

Silent authority Persuasion

Upward appeal Ingratiation &
Coalition formation impression mgt
Information control Exchange
Assertiveness

Resistance Compliance Commitment

Steve Jobs Reality Distortion Field
Steve Jobs, CEO of Apple
Computer and Pixar Animation
Studios, is famous for
influencing people through his
persuasiveness, which draws
them into his reality distortion
field.
Contingencies of Influence Tactics
Organizational
Politics
Behaviors that others perceive as self-serving tactics for personal gain at the
expense of other people and possibly the organization.
Conditions for Organizational Politics
Tolerance of Scarce
Politics Resources
Conditions
Supporting
Organizational
Politics
Complex
Organizat and
ional Ambiguous
Change Decisions
 Lead Mana
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Supp
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Mana
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Minimizing Political Behavior
Thanks!
Any questions?