This document provides an overview of power and influence. It defines power as the capacity to influence others and influence as the process of persuading others. It discusses two faces of power: personal power which is a win-lose approach, and socialized power which focuses on group goals and empowerment. French and Raven's five bases of power are described: legitimate, referent, expert, reward, and coercive. Four influence styles are also outlined: assertive persuasion, participation and trust, common vision, and reward and punishment. Examples of these concepts in classroom life are given. Coalitions are defined as groups that form together to exert influence, and coalition bargaining is the process by which groups exert power over each other.

1. Power and influence Kathryn Freeman, ReannaFurnari, Nate Kaemingk and Krista Mantello

2. Agenda Power and Influence Overview (15 mins) Group Simulation (1 hour) Discussion (~30 mins)

3. Definitions Power Capacity to influence the behavior of others Influence Process of successfully persuading others to follow advice, suggestions or orders

4. Two Faces of Power Personal Power: Unsocialized concern for personal dominance I win – you lose Socialized Power: Focus on group goals and empowerment of others Win – win

5. French & Ravens 5 Forms of Power Legitimate Referent Result of a person's perceived attractiveness, worthiness and right to respect from others Has a right to make demands and expect compliance and obedience from others Reward Results from one person's ability to compensate another for compliance Coercive Expert Comes from the belief that a person can punish others for noncompliance based on a person's superior skill and knowledge Formal   Informal

6. Four Influence Styles Assertive Persuasion Participation and Trust Involving group members and using “liking” or charisma Using facts, logic rational arguments and persuasive reasoning Common Vision Reward and Punishment Using bargaining, incentives and pressure Use the belief that one has the power to punish Strengthening belief that collective efforts can achieve a common vision

7. Class Life Examples Legitimate Referent Assertive Persuasion Participation and Trust Reward Coercive Expert Common Vision Reward and Punishment

8. Coalitions Definition: A group of individuals, or subgroups, that assembles together to exert influence on one another Coalition Bargaining: Groups form to exert power and influence on other groups

9. Power and Influence Legitimate Referent Assertive Persuasion Participation and Trust Reward Coercive Expert Common Vision Reward and Punishment

10. Discussion The Final Contract Side-Bets/Side-Contracts Trust and Credibility Equity and Fairness