Syllabus for Power and Influence in Organizations

Submitted by:  Tim Pollock

Suggested text: Pfeffer, J. 1994. Managing with Power: Politics and Influence in Organizations. Harvard Business School Press.

Section 1: Power & Dependence

Readings

Pfeffer, Chapters 1 (pp. 8-18, 28-31) & 2

Case

When Consultants and Clients Clash (Harvard)

Section 2: Resources, Relationships, Rules

Readings

Pfeffer, Chapters 3 & 4

Case

Rondell Data

Section 3: Formal Structure and Organizational Renewal

Readings

Pfeffer, Chapter 7

Pascale et al.,1997. Changing the Way We Change. Harvard Business Review.

Case

Ross Perot and General Motors (Harvard)

 

 

Section 4. Informal Sources of Power and Dependence

Readings

Pfeffer, Chapter 9

Case

The Roller Coaster Ride: The Resignation of a Star (Harvard)

 

Section 5: Managing Meaning and Symbols / Culture: Analyzing the Rules

Readings

Pfeffer, Chapter 15

Tannen, D. 1995. The Power of Talk: Who gets heard and why. Harvard Business Review, September.

Goffee, R. & Jones, G. 1996. What Holds the Modern Company Together? Harvard Business Review, November.

Case

Orit Gadiesh: Pride at Bain & Co. & Video Clips (Harvard)

Section 6: Overcoming Barriers to Power and Influence I

Readings

Pfeffer, Chapter 16

Eccles, Robert G. & Nohria, Nitin. (1992). “Actions: The Realities of Managing.” Beyond the Hype, Boston, MA : Harvard Business School Press:39-47.

Case

Erik Peterson (A) (Harvard)

Section 7: Overcoming Barriers to Power and Influence II & Interpersonal Influence

Readings

Cialdini, R. 2001. Harnessing the Science of Persuasion. Harvard Business Review, October.

Case

Erik Peterson & Video Selections

Section 8: Diagnosing and Building Networks

Readings

Pfeffer, Chapter 6

Krackhardt, D. & Hansen, J. 1993. Informal Networks: The Company Behind the Chart. Harvard Business Review, July.

Case

Amelia Rogers at Tassani Communications (Harvard)

Section 9: Managing Within Networks

Reading

Baker, W. 2000. Networking Smart.

Chapter 4: Managing Up, Down and Sideways

Chapter 5: Baker, Bottlenecks and Bridges

Case

Managing Xerox's Multinational Development Center (Harvard)

Section 10: Leveraging Networks

Reading

Burt, R. 1996. The Social Capital of Entrepreneurial Managers. Financial Times

Baker, Chapter 10: Building Relationships with Customers and Clients

Uzzi B. & Dunlap, S. 2005. How to Build Your Network. Harvard Business Review, December.

Case

Jerry Sanders (Harvard)

Section 11: Managing Your Boss

Reading

Hill L. & Kamprath, N. 1991. Beyond the Myth of the Perfect Mentor: Building a Network of Developmental Relationships. Harvard Business Review, March.

Case

Joline Godfrey & Polaroid (A) (Harvard)

Section 12: Managing Your Career

Reading

Hill, L. 1994. Managing Your Career. Harvard Business Review, Note.

Case

Kevin Simpson (Harvard)