This document defines key concepts related to power, influence, and politics. It discusses five bases of power: coercive, reward, legitimate, expert, and referent. Influence relies on tactics to change behavior, while politics involves acquiring and using power to achieve preferred outcomes. The document outlines tactics for influencing others and coping with organizational politics, emphasizing using power judiciously and understanding different perspectives in power relationships.

1. Definitions
• Power: the capacity to control of a person to
control the actions of another person.
• Influence: the ability of a person to change
the behavior of another person.
• Politics: activities used in order to acquire,
develop, and use power and influence to
obtain preferred outcomes.
• Authority: the right to try to change or direct
others.

2. 5 basic power bases
In no apparent order
1. Coercive – dependent upon fear
2. Reward – can provide something
3. Legitimate – structural position
4. Expert – result of expertise, special skill,
knowledge
5. Referent – like, respect, admiration

3. Two more that some consider as bases
1. Charismatic – strength of “heroic” qualities
2. Information – knowledge others need

8. So, let’s take a deeper (?) look

15. Topics in the Power conversation
• Sexual Harassment
• Political Behavior

16. Influence
the ability of a person to change the behavior of another person
• Tends to be subtler, broader, and more general
• Is weaker and less reliable than power
• Relies on particular tactics
• It is often face to face

17. 6 tactics for influencing others
Kipnis and Schmidt
1. Reason: using data, logic, & discussion
2. Friendliness: interest, goodwill, esteem to create
favorable impression
3. Coalition formation: mobilizes other people to
support requests
4. Bargaining: negotiation & exchanging favors
5. Assertiveness: directness and forcefulness
6. Appeal to higher authority: invokes higher
authority to back up a request

18. Politics
activities used in order to acquire, develop, and use power and influence to
obtain preferred outcomes
• Political Tactics
– Ingratiation
– Networking
– Impression Management
– Promote Opposition
– Pursuing Line Responsibility

19. Responses to Org Politics
• When people hate Org Politics
– Decreased job satisfaction
– Increased anxiety and stress
– Increased turnover
– Reduced performance
– Defensive behaviors

20. How to Cope with Organizational Politics
• Set an example – don’t let facts slip by
• Give clear job assignments – ambiguity allows
politics to slip in
• Eliminate Cliques – rotate people when
possible
• Confront Game Players – don’t accept
suggestive comments; move discussions to
public forum

21. So…… How?
• -- Use Power Judiciously
• (having, exercising, or characterized by sound judgment: discreet)
• -- Use Power only when you must – less is more.
• Power and influence are found in many places
• body language
• carriage
• stories
• norms
• effectiveness
• attitudes
• servanthood
• efficiency
•
•

22. Finally ….
• Always remember that there are two parties
in any PIP relationship
– The person in power
– The person under power
• Perhaps understanding “them” is a critical
need in the kind and amount of PIP required