CHAPTER 6 POWER & INFLUENCE TACTICS

Nota:

• This chapter commonly appear in case study in the final. 

1. Definition of Power
   1. Capacity to Influence others
   2. countervailing power
      1. capacity to keep influential team, person, or organization in the exchange relationship
2. Sources of Power
   1. legitimate
   2. reward
   3. coercive
   4. expert
   5. referent
3. Influence Tactics
   1. behavior that change other's attitude
   2. types of influence tacticcs
      1. silent authority
      2. assertiveness
      3. coalition formation
      4. persuasion
      5. information control
      6. impression management
      7. upward appeal
4. Organizational Politics
   1. condition support OP
   2. minimize OP