Module 5 - Leader Power and Influence

What are the 4 Contingency Factors of Leadership?

Substitutability (alternatives - are you the only one with the ability?)

Discretion (do you have the decision-making power?)

Centrality (how important is your role?)

Visibility (are others aware of your role? )

What are the 5 Bases of Power?

(Organizational) Legitimate Power (the company gave you the title)

(Organizational) Reward Power (you can offer bonuses)

(Organizational) Coercive Power (you can punish)

(Personal) Expert Power (people recognize you have experience)

(Personal) Referent Power (people refer to you for answers)

What is Influence?

The use of behaviors to cause attitudinal and/or behavioral changes in others

What are the 3 effectivenesses of influence?

1. Internalization - target agrees and becomes committed to request (behavior and attitude change)

2. Compliance - target will perform request, but doesnt willingly (behavior change only)

3. Resistance - target is opposed to request and attempts to avoid doing it (no change in behaviors or attitude)

What is the Rational Persuation influence tactic?

An influence traffic whereby the

influencer uses logical arguments and facts to convince a target that a request is worthwhile

Primary Influence Tactic, Most Effective

What is the Collaboration influence tactic?

An influence tactic whereby the

influencer and target work together to maximize outcomes

Primary Influence Tactic, Most Effective

What is the Consultation influence tactic?

An influence tactic whereby the

target is allowed to participate in deciding how to carry out or implement an influencer’s request

Primary Influence Tactic, Most Effective

What is the Inspirational Appeal influence tactic?

An influence tactic designed to

appeal to target's values and ideals, thereby creating emotional and/or attitudinal reactions

Primary Influence Tactic, Most Effective

What are the Primary Influence Tactics?

1. Consultation

2. Collaboration

3. Inspirational Appeal

4. Rational Persuasion

What are the Secodnary Influence tactics?

1. Exchange

2. Apprasing

3. Personal Appeal

4. Ingratiation

What is the Exchange influence tactic?

An influence tactic whereby the

influence offers the target a reward in return for performing a request.

Secondary Influence Tactic, Least Effective

THIS ONLY WORKS SHORT TERM

What is the Apprising influence tactic?

An influence tactic whereby the

influencer clearly explains why performing the request will benefit the target personally

Secondary Influence Tactic, Moderately Effective

What is the Personal Appeals influence tactic?

An influence tactic whereby the

influencer asks the target for something based on personal friendship or loyalty

Secondary Influence Tactic, Moderately Effective

What is the Ingratiation influence tactic?

An influence tactic whereby the

influencer uses favors, compliments, or friendly behavior to make the target feel better about the influencer.

only works for somebody who is good at it! Cannot only use compliments when asking for a favor. needs to happen frequently without asking for anything

Secondary Influence Tactic, Moderately Effective

What are the Challenging Tactics?

1. Coalition

2. Pressure

What is the Coalition influence tactic?

An influence tactic whereby the

influencer enlists other people to help motivate the target.

Can be more threatening because of more people. helps where there is a systemic problem in organization

Challenging Influence Tactic, Least Effective

What is the Pressure influence tactic?

An influence tactic whereby the

influencer attempts to use coercive power through threats and demands

Challenging Influence Tactic, Least Effective

What are the influence tactics ranked from most effective to least effective?

Most - Rational Persuasion, Consultative, Inspirational Appeals, Collaboration

Moderate - Ingratiation, Personal Appeals, Apprising

Least - Pressure, Coalitions, Exchange

What is Brene Brown's Book, Dare to Lead?

• Values serve as our “North Star”

• We need to keep our values consistent over time

• Values are most meaningful when leaders communicate and demonstrate them

• Show people you are truly interseted in them and their idas (“im curious about", “tell me more”)