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8 Cards in this Set
- Front
- Back
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NETWORK TIES + KEY ROLES* |
I. CENTRAL CONNECTS - linked to greatest number of people II. BOUNDARY SPANNERS - connect one network to another III. PERIPHERAL SPECIALISTS - ppl with special expertise can be drawn independently of the group |
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HOW TO BE INFLUENTIAL: POWER + POLITICS |
POWER - capacity that A has to influence the behavior so that B acts in accordance to A's wishes DEPENDENCY - B's relationship to A when A possesses something that B needs |
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BASES OF POWER |
i. coercive power - based on fear ii. reward power - ability to provide benefits or rewards to people iii. legitimate power - power based on relative position in organizational hierarchy iv. expert - based on experience and knowledge v. referent - power from when a person is seen socially attractive/others identify with vi. information - power based on information or data processed |
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EVALUATE BASES OF POWER: RESPONSES |
I. COMMITMENT - enthusiastic and carries task II. COMPLIANCE - grudgingly putting in minimal effort after compliance III. RESISTANCE - person opposed to request and tries to avoid it |
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DEPENDENCY: KEY TO POWER |
1. IMPORTANCE - things you control must be important 2. SCARCITY - resource must be perceived as scarce 3. NON-SUBSTITUTABILITY -the resource cannot be substituted with something else |
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STRATEGIC CONTINGENCIES MODEL OF POWER* |
- people and organizational units gain power by being able to address major problems + issues faced by organization i. reduce uncertainties ii. be irreplaceable iii. control decision process- setting parameters on acceptable solutions that are acceptable |
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INFLUENCE TACTICS |
1. Rational Persuasion - logical arguments or factors to try to persuade someone 2. Inspirational Appeals - generation enthusiasm 3. Consultation - get target to participate in decision 4. Ingratiation - comments/flattery 5. Personal Appeals - appeal to someone's loyalty 6. Exchange - give and take 7. Coalition Tactics - working together towards a common goal 8. Pressure - exerting undue influence to get task done 9. Legitimating Tactics - appeal to legitimate power (bc u have power, I do this) |
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POLITICAL SKILL (SINA) |
- ability to influence others in such a way to enhance own objectives - characteristics include: 1. SOCIAL ASTUTENESS - correctly assess others behaviour. understanding social interactions in other environments 2. INTERPERSONAL INFLUENCE - persuasive and can adapt influence tactics 3. NETWORKING ABILITY - quantity and quality of social network. this is a process. use your network to become more astute 4. APPARENT SINCERITY - appear authentic |
