January 2016
Intermediate to advanced
480 pages
130h 6m
English
Content preview from Organizational Behavior, 17eBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Power Tactics
4 Identify power or influence tactics and their contingencies.
What power tactics do people use to translate power bases into specific action? What options do they have for influencing their bosses, coworkers, or employees? Research has identified nine distinct influence tactics:16
Legitimacy. Relying on your authority position or saying a request accords with organizational policies or rules.
Rational persuasion. Presenting logical arguments and factual evidence to demonstrate a request is reasonable.
Inspirational appeals. Developing emotional commitment by appealing to a target’s values, needs, hopes, and aspirations.
Consultation. Increasing support by involving the target in deciding how to accomplish your plan.
Exchange. ...
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