1. DEFINITION: The capacity to influence behavior of others
2. The General Dependency Postulate:
Dependency is increased when the resource of your control is:
important, scarce, and/or non-substitutable
3. SOURCE OF POWER
• REWARD: Control over valued or desired outcomes
• COERSIVE: The threat/use of punishment, harm, or unpleasant consequences
• LEGITIMATE: Authority to make and enforce decisions in specific area
• EXPERT: Possess valuable &/or rare knowledge, skills, talents, expertise
• REFERENT: Possess admired personality, charisma, reputation
4. POWER OF PERSUASION
• Liking : People like those who like them
(Uncover real similarities and offer genuine praise.)
• Reciprocity : People repay in kind
(Give what you want to receive.)
• Social proof : People follow the lead of similar others
(Use peer power)
• Consistency : People stick with clear commitments
(Make commitments active, public, and voluntary)
• Authority : People defer to experts
(Make people aware of your expertise)
• Scarcity : People want more of what is less available
(Highlight unique benefits and exclusivity)
5.Power & Non-Verbal Behavior
• People make snap judgments
• People are not listening as carefully as you think
• Non-verbal cues matter a great deal
6. Body language of power
• Expansive posture
• High status – takes up more space
• Small, subtle physical changes have big effects
7. SUM UP: Increase power by:
• Acquiring the bases of power that are most useful (expert, referent)
• Using persuasion principles effectively
• Avoiding tactics that tend to backfire (coercion)
• Using non-verbal cues (body language) effectively