Transcript Power

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Power and Influence
HOD 1100
Small Group Behavior
Copyright © Allyn & Bacon 2009
Introduction
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How do you get others to do what you want them to do?
What do you do when they don’t do it?
Why should others do what you say?
How do you feel when others tell you what to do?
How do you resist the efforts of others to influence you?
Copyright © Allyn & Bacon 2009
Definitions
• Power is the ability to impose one’s
will over others. Power can be held
by individuals, groups, organizations
or institutions.
• Influence is the means by which that
power is exercised.
Copyright © Allyn & Bacon 2009
Social Systems and Power
• Assumptions
– Social systems and settings are always exerting power (control) over people
– Individuals have varying levels of power and control over their own environment
• Social Exchange Theory
– Individuals give up certain things (costs) in order to get certain benefits (needs and
desires). Example: union membership.
• Attitudes Towards Power and External Influence
– Commitment
– Compliance
– Resistance
– Disengage
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Examples of Power
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Power of the Majority
– Asch experiments
– Peer pressure to suppress personal views
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Power of an Authority Figure
– Milgram Experiments
– 26 out of 40 (65%) administered the full 450 volts to the learner
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Power of Roles
– Zimbardo Experiments
– Living out perceived roles (prisoners and guards)
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Power of Social Systems and Structures
– Families, governments, companies, religious groups, etc.
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Power Struggle (Storming)
• Individual members start speaking up
– different perspectives are shared
– pressure to conform is overcome by the need to express individual
viewpoints
• Shift in perceptions of the leader
– subgroup forms to oppose the leader
– conflict with remaining members who support the leader
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Bases of Power
• Reward power
• Coercive power
• Legitimate power
• Referent power
• Expert power
• Informational power
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Influence Tactics
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Rational persuasion
Inspirational appeal
Consultation
Ingratiation
Exchange
Personal appeal
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Coalition
Legitimating
Pressure
Collaboration
Apprising
Outcomes of Influence Tactics
Influence Tactic
Inspirational appeal
Resistance
0%
Compliance
Commitment
10 %
90 %
Consultation
18
27
55
Personal appeal
25
33
42
Exchange
24
41
35
Ingratiation
41
28
31
Rational persuasion
47
30
23
Legitimating
44
56
0
Coalition
53
44
3
Pressure
56
41
3
Falbe & Yukl (1992)
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The Art of Persuasion
1.
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Establish credibility
Find common ground
Provide compelling evidence
Connect emotionally
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Power Tactic Dimensions
• Directness
– Direct: threats, demands, requests
– Indirect: manipulation, flattery, hints
• Rationality
– Rational tactics: bargaining, persuasion
– Nonrational tactics: criticize, cry
• Bilaterality
– Bilateral tactics: persuasion, negotiation, discussion
– Unilateral tactics: demands, fait accomplis, disengagement
Copyright © Allyn & Bacon 2009
Case Study: 13th Century Scotland
The Players
Power Analysis:
1. What does each party want?
2. What do they do to get it?
Power
English Army
Scottish Nobles
William Wallace
Scottish Peasants
Committed
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Compliant
Resistant
Reflection Papers: Power Issues
• Getting everyone to do their fair share
• The desire of individuals to increase
personal power (influence) over the group
• Strong reactions toward those with power
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Power Tactics
• How do you get your way? Write down 10
ways.
• Rate each behavior:
– P for positive
– N for negative
– NU for neutral
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Family Systems (Kerr)
Detachment
Differentiation
Emotional Cutoff
(Independent)
Fusion
Enmeshment
(Dependent)
Ability to separate:
- Thoughts from feelings
- Self from others
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The Use of Power
High
Self
Group
Directive
Power
Synergic
Power
Quantity
of Power
No
Power
Low
Permissiveness
Goal of Power
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Who has the power in your group?
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Reward power
Coercive power
Legitimate power
Referent power
Expert power
Informational power
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Types of Power
• Power over
• Power from (reactive)
• Power to (empowerment)
Example: Madeleine Albright
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Maslow’s Hierarchy of Needs
Self-actualization
Esteem
Belonging Needs
Safety Needs
Physiological Needs
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