HBO 影响力.ppt

PowerandInfluenceintheWorkplace McGraw Hill IrwinMcShane VonGlinowOB5e Copyright 2010byTheMcGraw HillCompanies Inc Allrightsreserved Power Influence PoliticsintheRCMP RoyalCanadianMountedPolice RCMP humanresourcesdirectorDeniseRevineandherbossChiefSuperintendentFraserMacauley seephoto hadtheircareersderailedwhentheyreportedthatpensionfundshadbeenmisappropriated ACanadiangovernmentreportconcludedtheRCMPsufferedfromthe absolutepowerexercisedbytheCommissioner 10 2 TheMeaningofPower Poweristhecapacityofaperson team ororganizationtoinfluenceothers Potential notactualusePeoplehavepowertheydon tuse maynotknowtheypossessAperception 10 3 PowerandDependence ResourcedesiredbypersonB PersonB scountervailingpoweroverPersonA PersonA PersonA scontrolofresourcevaluedbyPersonB PersonB PersonA spoweroverPersonB 10 4 ModelofPowerinOrganizations LegitimateRewardCoerciveExpertReferent 10 5 SourcesofPower AgreementthatpeopleincertainrolescanrequestcertainbehaviorsofothersBasedonjobdescriptionsandmutualagreementLegitimatepowerrange zoneofindifference variesacrossnationalandorgcultures Legitimate 10 6 SourcesofPower AbilitytocontroltheallocationofrewardsvaluedbyothersandtoremovenegativesanctionsOperatesupwardaswellasdownward Reward Legitimate 10 7 SourcesofPower AbilitytoapplypunishmentExistsupwardaswellasdownwardPeerpressureisaformofcoercivepower Legitimate Coercive Reward 10 8 SourcesofPower ThecapacitytoinfluenceothersbypossessingknowledgeorskillsthattheyvalueMoreemployeeexpertpowerovercompaniesinknowledgeeconomy Legitimate Expert Reward Coercive 10 9 SourcesofPower Occurswhenothersidentifywith like orotherwiserespectthepersonAssociatedwithcharismaticleadership Legitimate Referent Reward Coercive Expert 10 10 DeCourcy sTrendspottingPower ColleenDeCourcyhasdevelopedareputationasatrendspotter givingherconsiderableinformationpowerintheadvertisingindustry Herknowledgeofthedigitallandscape groundedincreativity makeheraninvaluableadditionaltoTBWA saysDeCourcy sboss 10 11 InformationandPower ControloverinformationflowBasedonlegitimatepowerRelatestoformalcommunicationnetworkCopingwithuncertaintyMorepowertothosewhocanhelpfirmscopewithuncertaintyPreventionForecastingAbsorption 10 12 PowerThroughControlofInformationFlow Thispersonhashighinformationcontrol Thesepeopleindividuallyhavelowinformationcontrol Wheelformation All channelsformation 10 13 ContingenciesofPower 10 14 IncreasingNonsubstitutability Few noalternativestotheresourceIncreasenonsubstituabilitybycontrollingtheresourceexclusiverighttoperformmedicalprocedurescontroloverskilledlaborexclusiveknowledgetorepairequipmentDifferentiateresourcefromothers 10 15 Centrality DegreeandnatureofinterdependencebetweenpowerholderandothersCentralityisafunctionof HowmanyothersareaffectedbyyouHowquicklyothersareaffectedbyyou 10 16 DiscretionandVisibility DiscretionThefreedomtoexercisejudgmentRuleslimitdiscretion limitpowerAlsoaperception actingasifyouhavediscretionVisibilitySymbolscommunicateyourpowersource s EducationaldiplomasClothingetc stethoscopearoundneck SalienceLocation othersmoreawareofyourpresence 10 17 SocialNetworkingandPower Cultivatingsocialrelationshipswithotherstoaccomplishone sgoalsIncreasespowerthrough socialcapitalreferentpowervisibilityandcentralitycontingencies 10 18 InfluencingOthers Influence anybehaviorthatattemptstoaltersomeone sattitudesorbehaviorAppliesoneormorepowerbasesProcessthroughwhichpeopleachieveorganizationalobjectivesOperatesup down andacrosstheorganizationalhierarchy 10 19 Assertiveness Activelyapplyinglegitimateandcoercivepower vocalauthority Reminding confronting checking threatening SilentAuthority FollowingrequestswithoutovertinfluenceBasedonlegitimatepower rolemodelingCommoninhighpowerdistancecultures TypesofInfluence 10 20 CoalitionFormation GroupformstogainmorepowerthanindividualsalonePoolsresources powerLegitimizestheissuePowerthroughsocialidentity TypesofInfluence con t InformationControl Manipulatingothers accesstoinformationWithholding filtering re arranginginformation 10 21 UpwardAppeal AppealingtohigherauthorityIncludesappealingtofirm sgoalsAllianceorperceivedalliancewithhigherstatusperson TypesofInfluence con t Persuasion Logic facts emotionalappealsDependsonpersuader messagecontent messagemedium audience 10 22 TypesofInfluence con t Exchange PromisingorremindingofpastbenefitsinexchangeforcomplianceIncludesnegotiationandnetworking Ingratiation Impress Mgt increaselikingby orperceivedsimilaritytothetargetperson 10 23 ConsequencesofInfluenceTactics peopleopposethebehaviordesiredbytheinfluencer motivatedbyexternalsources rewards toimplementrequest identifywithandhighlymotivatedtoimplementrequest Resistance Compliance Commitment 10 24 ConsequencesofInfluenceTactics Resistance Compliance Commitment 10 25 ContingenciesofInfluenceTactics Soft tacticsgenerallymoreacceptablethan hard tacticsAppropriateinfluencetacticdependson Influencer spowerbaseOrganizationalpositionCulturalvaluesandexpectations 10 26 OrganizationalPolitics Behaviorsthatothersperceiveasself servingtacticsforpersonalgainattheexpenseofotherpeopleandpossiblytheorganization 10 27 ConditionsSupportingOrganizationalPolitics ScarceResources ComplexandAmbiguousDecisions ToleranceofPolitics OrganizationalChange ConditionsforOrganizationalPolitics 10 28 MinimizingPoliticalBehaviour IntroduceclearrulesforscarceresourcesEffectiveorganizationalchangepracticesSuppressnormsth