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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
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
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
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
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
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
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)
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
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