Chapter 12  Power & Politics §12.1 Power                               power & leadership are closely intertwined, leaders use power as a means of attaining goals.       Differences--1.goal compatibility between leaders & the led; 2.direction of influence;  3.research emphasis,  style;tactics for gaining compliance   1.Definition       The ability to get others to do sth. They  would not do out of their self-interest  A capacity that A has to influence the behavior of B so that B does things he or she would not otherwise do implication:1.a potential that needn’t be actualized to be effective; 2.a dependency relationship; 3.B has discretion over his own behavior dependency:B’s relationship to A when A possesses sth. That B requires 2.Base (sources) of  Power                5 category classification scheme  by French & Raven Coercive:being dependent on fear--the negative result due to application reward:compliance achieved based on the ability to distribute rewards that others views as valuable  legitimate:the power received as a result of his position in the formal hierarchy of an organization expert:influence based on special skills or knowledge referent:--possession by an individual of desirable resource or personal traits.    Out of admiration 3. 	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 4.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.  5.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: 5.Power tactics 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 6.Power in group: Coaliti

中国股市和美国股市镜像关系的实证研究10.ppt