Power and Influence
Power
→ Personal Power
- Expert power: Unique Knowledge and skills
- Referent Power: Charisma, Social Standing
- Track Record: History of achievement
- Personal Qualities: Self-confidence, High EQ, etc.
→ Positional Power
- Formal authority can be important source of power: institution/licensing board
- Examples of what you can do:
- Unique access to resources
- Bestow/withhold incentives, informal rewards
- Apply/withhold budgeted resources
- Broker sharing of information
- Influence over organizational culture, norms and values
Influence
Definition: “The capacity to have an effect on the character, development, or behavior of someone or something, or the effect itself.”
Synonyms include Effect, Impact, Sway, Shape, Hold
Example: YouTube Influencers, Elon Musk, etc.
Influence tactics are strategies that leaders can use to change their employees’ attitudes, values, or behaviors. The actual tactics that leaders use vary according to the situation and the desired outcomes. For example, middle management leaders use different tactics to influence their superiors and subordinates.
Once a leader selects an influence tactic, its success is determined by the response of the followers. In business, leaders use influencers to help achieve organizational goals through modifying their followers’ behavior. Using these tactics to master the art of persuasion is an important function for leaders.
Hard Tactics (Little latitude when deciding) | Soft Tactics (Allows more latitude when deciding) |
Using Sanctions: Using threats or barriers | Rational Persuasion: Logical arguments, factual evidence |
Bargaining: Exchanging value for compliance | Inspirational Appeal: To the person’s values and ideals |
Coalition Building: Lobbying around a common interest | Consultation: Suggesting Improvements |
Legitimation: Claiming authority through action | Friendliness: Offer collaboration and assistance |