Explain the concept of mutuality of interest. Managers are constantly challenged to foster mutuality of interest (a win–win situation) between individual and organizational interests. Organization members need to actively cooperate with actual and potential adversaries for the common good.
Name at least three "soft" and two "hard" influence tactics, and summarize the practical lessons from influence research. Five soft influence tactics are rational persuasion, inspirational appeals, consultation, ingratiation, and personal appeals. They are more friendly and less coercive than
the four hard influence tactics: exchange, coalition tactics, pressure, and legitimating tactics. According to research, soft tactics are better for generating commitment and are perceived as more fair than hard tactics. Ingratiation—making the boss feel good through compliments and being helpful—can slightly improve performance appraisal results and make the boss like you a lot more. Influence through domination is a poor strategy for both men and women. Influence is a complicated and situational process that needs to be undertaken with care, especially across cultures.
Identify and briefly describe French and Raven's five bases of power, and discuss the responsible use of power. French and Raven's five bases of power are reward power (rewarding compliance), coercive power (punishing noncompliance), legitimate power (relying on formal authority), expert power (providing needed information), and referent power (relying on personal attraction). Responsible and ethical managers strive to use socialized power (primary concern is for others) rather than personalized power (primary concern for self). Research found higher organizational commitment among employees with bosses who used uplifting power than among those with power-hungry bosses who relied on dominating power.
Define the term empowerment, and explain why it is a matter of degree. Empowerment involves sharing varying degrees of power and decision-making authority with lower-level employees to tap their full potential. Empowerment is not an either-or, all-or-nothing proposition. It can range from merely consulting with employees, to having them actively participate in making decisions, to granting them decision making authority through delegation
Explain why delegation is the highest form of empowerment, and discuss the connections among delegation, trust, and personal initiative. Delegation gives employees more than a participatory role in decision making. It allows them to make their own work-related decisions. Managers tend to delegate to employees they trust. Employees can get managers to trust them by demonstrating personal initiative (going beyond formal job requirements and being self-starters).
Define organizational politics, and explain what triggers it. Organizational politics is defined as intentional acts of influence to enhance or protect the self-interests of individuals or groups. Uncertainty triggers most politicking in organizations. Political action occurs at individual, coalition, and network levels. Coalitions are informal, temporary, and single-issue alliances.
Distinguish between favorable and unfavorable impression management tactics. Favorable upward impression management can be job-focused (manipulating information about one's job performance), supervisor-focused (praising or doing favors for the boss), or self-focused (being polite and nice). Unfavorable upward impression management tactics include decreasing performance, not working to potential, withdrawing, displaying a bad attitude, and broadcasting one's limitations.
Explain how to manage organizational politics. Since organizational politics cannot be eliminated, managers need to keep it within reasonable bounds. Measurable objectives for personal accountability are key. Participative management also helps, especially in the form of open-book management. Formal conflict resolution and grievance programs are helpful. Overly political people should not be hired, and employees who get results without playing political games should be publicly recognized and rewarded. The "how-would-it-look-on-TV" ethics test can limit political maneuvering.
