I. Power Defined

1. Model of Power in Organizations

II. Sources of Power in Organizations (5)

1. legitimate
2. reward
3. coercive
4. expert
5. referent

III. Contingencies of Power (4)

1. substitutability
2. centrality
3. discretion
4. visibility

IV. The Power of Social Networks

1. Social capital
2. Gaining power through social networks
3. Consequences of power

V. Types of Influencing Tactics (8)

1. Five “hard” & three “soft” influence tactics
2. Consequences and contingencies of influence tactics
1. resistance
2. compliance
3. commitment

VI. Influence and Organizational Politics

1. Conditions supporting organizational politics (4)
1. Minimizing organizational politics
2. Personal characteristics