Tactics and Traits

Match Tactics to Influence Outcomes

• research has shown the following:

  1. rational persuasion, consultation, collaboration, and inspirational appeals are most effective

  2. be authentic to your values and beliefs

  3. consult rather than use a legitimating tactic

  4. “glad handing” (ingratiation) is not a good long-term strategy

  5. show subtle flattery and agreement

  6. learn how to influence

Trait Approaches to Leadership

• trait approaches to leadership attempt to identify distinctive characteristics that account for the effectiveness of leaders

• positive task-oriented traits:

  • intelligence

  • conscientiousness

  • openness to experience

  • emotional stability

  • positive affect

• positive interpersonal attributes:

  • extraversion

  • agreeableness

  • emotional intelligence

“Dark Side” Traits

• narcissism: having a self-centered perspective, feelings of superiority, and a drive for personal power and glory

• machiavelianism: displaying a cynical view of human nature and condones opportunistic and unethical ways of manipulating people, putting results over principles

• psychopathy: characterized by a lack of concern for others, impulsive behavior, and a lack of remorse when actions harm others

Do Men and Women Display Similar Leadership Traits?

• research shows:

  1. men displayed more task leadership and women more relationship leadership

  2. women used a more democratic or participative style than men, and men used a more autocratic and directive style

  3. female leadership was associated with more cohesion, cooperative learning, and participative communication among team members

  4. peers, managers, direct reports, and trained observers rated women executives as more effective than men

     1. men rated themselves as more effective than women evaluated themselves

  5. one study found almost no differences between men and women in their levels of hard or soft skills