SESSION – 23 & 24

POWER AND POLITICAL BEHAVIOR

CONCEPT OF POWER

• Power – the ability to influence another person. As an exchange

relationship, it occurs in transactions between an agent and a target.
• Agent – Person using the power.
• Target – Recipient of the attempt to use power.
• Influence – the process of affecting the thoughts , behavior and
feelings of another person.
• Authority – the right to influence another person.
• Zone of indifference – the range in which attempts to influence a
person will be perceived as legitimate and will be acted on without a
great deal of thought.
FORMS AND SOURCES OF POWER IN ORGANIZATIONS (Interpersonal forms of power – used in interaction
with others.)

• Reward power – Power based on agent’s ability to control rewards

that a target wants.
• Coercive power – Power that is based on an agent’s ability to
cause an unpleasant experience for a target.
• Legitimate power – Power that is based on position and mutual
agreement ; agent and target agree that the agent has the right to
influence the target.
• Referent power – An elusive power that is based on interpersonal
attraction.
• Expert power – The power that exists when an agent has
specialized knowledge or the skills that the target needs.
Using power ethically

• Does the behavior produce a good outcome for

people both inside and outside the organization?
• Does the behavior respect the rights of all the
parties?
• Dose the behavior treats all the parties equitably
and fairly?
Two faces of Power : One positive , One
Negative – Given by David McClelland

• Negative face of Power – Personal power :

Power used for personal gain.
• Positive face of Power – Social power :
Power used to create motivation or to
accomplish group goals.
• McClelland found that managers who use power
successfully have four power oriented characteristics –

• Belief in authority systems.

• Preference for work and discipline.
• Altruism
• Belief in justice
Intergroup Sources of power

• Control of Critical resources – When one group controls the

resources that another group desires, the first group holds power.
Controlling resources needed by another group allows the power
holding group to influence the actions of the less powerful group.
• Control Strategic Contingencies – Activities that other group
depend on in order to complete their tasks.
Ability to cope up with uncertainty.
High degree of centrality
Non substitutability
 Political Behavior in Organizations

• Organizational politics – The use of power and influence in organizations.

• Political Behavior – Actions not officially sanctioned by an organization that are

taken to influence others in order to meet one’s personal goals.

• Influence tactics – It is the process of affecting the thoughts, behavior, or

feelings of another person. There are 8 basic types of influence tactics. Most
frequently used – Rational persuasion, inspirational appeals and ingratiation .
Upward appeals and Coalition tactics are moderately used. Exchange tactics are
used least often while pressure is the least effective tactic.
Political Skill

• The ability to get the things done through favorable interpersonal

relationships outside of formally prescribed organizational
mechanisms.
• Political skill is made up of four key dimensions-
Social astuteness
Interpersonal influence
Networking ability
Sincerity
Sharing Power : Empowerment

• Sharing power within an organization.

• Four dimensions comprise the essence of empowerment :
meaning, competence, self-determination and impact.