ABSTRACT
This chapter explores two objectives: to present an exchange model of power tactics and to review experimental research treating issues raised by the model. It explicates the model of power relationships and demonstrates how it systematizes a perplexing array of power tactics discussed by various writers. The chapter shows how power tactics change the conditions underlying an existing exchange relationship; that is, it shows how they shift the positions of the supply and demand curves that describe such a relationship. One power tactic consists of blocking another person's access to valued outcomes. By reducing his rate of productivity, for example, an employee may impair his supervisor's capacity to achieve departmental goals. A second power tactic suggested by numerous writers is demand creation. This entails any action that increases the value of behavioral products exchanged in a relationship. Extension of the power network may be the most frequently used of the power tactics.
