[image]Mutuality of interest
9involves win–win situations in which one’s self-interest is served by cooperating actively and creatively with potential adversaries.
9substantial agreement followed by initiative and persistence in pursuit of common goals (influence outcome)
9reluctant agreement requiring subsequent prodding to satisfy minimum requirements (influence outcome)
9stalling, unproductive arguing, or outright rejection
9ability to marshal the human, informational, and material resources to get something done
9plans, self-doubts, mixed outcomes and concerns for others
9expressions of power for the sake of personal aggrandizement become paramount
9obtaining compliance by promising or granting rewards.
9obtaining compliance through threatened or actual punishment.
9obtaining compliance through formal authority.
9obtaining compliance through one’s knowledge or information.
9obtaining compliance through charisma or personal attraction.
9recognizing and releasing into the organization the power that people already have in their wealth of useful knowledge, experience, and internal motivation.
9process whereby employees play a direct role in setting goals, making decisions, solving problems, and making changes in the organization
Participative management helps employees fulfill three basic needs:
[image]Meaningfulness of work
9the process of granting decision-makingauthority to lower-level employees
9amounts to power distribution
|Personal initiative is characterized by the following aspects:|
1.consistent with the organization’s mission,
2.has a long-term focus,
3.goal-directed and action-oriented,
4.persistent in the face of barriers and setbacks
5.self-starting and proactive.
|How can you improve your leverage position?|
9How can your work make the business more successful?
9How can you enhance your reputation, especially with those who can achieve your goals?
9How can you increase your network of allies and supporters?
9intentional acts of influence to enhance or protect the self-interests of individuals or groups
9an informal group bound together by the active pursuit of a single issue
9the process by which people attempt to control or manipulate the reactions of others to images of themselves or their ideas
9manipulating information about one’s performance
|praising and doing favors for one’s supervisor|
9presenting oneself as a polite and nice person