The_Essential_Manager_s_Handbook

BUILDING POWER / 67

FRIENDLINESS

Use flattery, create goodwill, act humbly, and be

supportive prior to making a request. This works

best when you are well liked.

BARGAINING

Exchange benefits or favors to negotiate outcomes

acceptable to both parties. This works best when

organizational culture promotes give-and-take cooperation.

ASSERTIVENESS

Be direct and forceful when indicating what you want

from others. This strategy is most effective when the

balance of power is clearly in your favor.

COALITIONS

Develop support in the organization for what you want to

happen. This is most effective where final decisions rely

on the quantity not the quality of support.

REASONING

Use facts and data to make a logical or rational

presentation of ideas. This is most effective when

others are trustworthy, open, and logical.

HIGHER AUTHORITY

Gain the support of those above you to back your requests.

This is only effective in bureaucratic organizations where

there is great respect for authority.

SANCTIONS

Use organizationally derived rewards and punishments

to obtain desired outcomes. This approach is only for

influencing subordinates, and may be seen as manipulative.

Ways to use managerial
power to obtain desired
outcomes

US_066-067_Bulding_Power.indd 67 30/05/16 3:01 pm