Ch. ? Influence, Empowerment, Power

rational persuasion, inspirational appeal, consultation, ingratiation, personal appeal

using logical arguments and facts to persuade another that a desired result will occur

arousing enthusiasm by appealing to one's values and beliefs

asking for participation in decision making or planning a change

geting someone to do what you want by putting that person in a good mood or getting him or her to like you

appealing to feelings of loyalty and friendship before making a request

exchange, coalition building, legitimating, pressure

promising some benefits in exchange for complying with a request

persuading by seeking the assistance of others or by noting the support of others

pointing out one's authority to make a request or verifying that it is consistent with prevailing organizational policies and practices

seeking compliance by using demands threats or intimidation

3 outcomes of influence attempts

a strong positive response - the person will agree and carry out the request because they truly believes it is the right or best thing to do this is the best coutcome

completion of request - the person will agree only because there is something positive in it for him/her or something negative will happen if they don't

a strong negative response - request will be disregarded, influence attempt is unsuccessful

the ability to get things done with human, informational, and material resources. Power is not power OVER others. Power is the ability to GET THINGS DONE

someone has the need to be selfish and use power for their own self-centered needs not for the good of the group or organization

used for the good of the organization and is often self-sacrificing - used to create motivation and accomplish group goals

sharing varying degrees of power with lower-level employees to tap their full potential

the process whereby the employees play a direct role in setting goals, making decisions, solving problems, making changes

granting decision-making authority to people at lower levels

intentional enhancement of self interest

3 principles of influence

the more we like the other person the more likely we'll comply with their requests

the belief that both good and bad deeds should be repaid in kind

role models and peer pressure are powerful forces

once individuals have stated a commitment they tend to act in accordance with that commitment

people tend to defer to and respect credible experts

requests that emphasize scarcity or the fact that some object, opportunity, or outcome will soon no longer be available, are difficult to resist