Power & Politics（英文版）(ppt 17页)

Power & Politics（英文版）内容提要：
The key to power
General postulate:the great B’s dependency on A,the great the power A has over B
dependency increases when the resource you control is important,scarce,& nonsubstitutable
importance:who can absorb an organization’s uncertainty will be perceived as important
scarcity:a resource needs to be perceived as scarce
nonsubstitutability: elasticity of power:the relative responsiveness of power to changes in available alternative
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Identify where the power is
At the department level:the proportion of top-level managers’ coming;   representatives on cross-functional teams & committee; salary comparison at the same level;  comparison of the average size of offices for people;  relative size growth,promotion rate
At the individual level: the ability to intercede favorably on behalf of someone in trouble; to get approval for extra expenditure; get agenda at major meetings,get fast access to top D-M.
……

Power tactics  ways in which powerholder translate power basis into specific actions
Reason:logical or rational presentation
friendliness:use of flattery,creation of goodwill, acting humble,friendly prior to making a request
coalition:getting other’s support to back up reques
bargaining:negotiation through favors exchange
assertiveness: use of a direct & forceful approach such as demanding compliance with request
higher authority:gaining the support of higher
sanction:Usage from most to least popular                     Upward influence: R,C,F,B,A,H           Downward influence: R, A, F, C, B, H,S
uncovered 4 contingent variables:             the manager’s relative power,objectives for wanting to influence, expectation of the target person’s willingness to comply, the organizational culture.

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