Exam (elaborations) CH13- Power and Politics (updated A+

Know the power tactics and which ones are most effective for whom. - Answers-power tactics are ways that people can influence others. Legitimacy: relying on authority position, saying that a request accords with organizational policies. Rational Persuasion: present logical/factual evidence to demonstrate request reasonable. Inspirational Appeals: develop emotional commitment by appealing to target's values, needs, hopes, aspirations. Consultation: increasing support by involving the target in deciding how you will accomplish your plan. Exchange: reward target with benefits in exchange for following request. Personal Appeals: ask for compliance based on friendship/loyalty. Ingratiation: using flattery, praise, friendly behavior before making request. Pressure: use warnings, repeated demands, threats. Coalitions: enlist aid or support of others for persuasion. Rational Persuasion, Inspirational Appeals, and Consultation most effective for large audience who is highly invested in outcomes of decisions. Pressure usually backfires, and rational persuasion is the only factor that is effective across organizational levels. People especially likely to comply with softer tactics (personal/inspiration appeal, rational, consultation) and tend to be more intrinsically motivated, high self-esteem, greater desire for control.