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MHR 405 Seminars

Chapter 10: Power and
Influence in the Workplace

Week 9
Agenda

 Self Assessment 10.5: What's Your

Approach to Influencing Co-
workers?
 Discussion #1: Sources and
Contingencies of Power
 Exercise #1: Influence Tactics
 Case Study 10.1: NAB’s Rogue Trader
 Preview: Group Project
 Knowledge Structure:
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Power and Influence
Influence Tactics
• Silent Authority • Upward Appeal Reactions to
• Assertiveness • Persuasion Influence
• Knowledge Sharing • Information • Ingratiation/ • Commitment
→ Expert Power Control Impression Mgt. • Compliance
• Trust→ Referent • Coalition • Exchange • Resistance
Power Formation

• Legitimate
Contingencies of Power Contingencies of Influence
• Reward
• Substitutability • Sources of power of the influencer
• Coercive
• Centrality • Organizational position of the
• Expert
• Discretion person being influenced
• Referent
• Visibility • Personal, organizational, and cultural
values
 What Influence Tactics Are Used?
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 Case Study 10.1: NAB’s Rogue Trader
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1. What power did Luke Duffy exercise

at NAB in Melbourne?
2. What were the major sources of
Luke Duffy’s power?
3. If Luke Duffy wants to increase his
power, what will he do?