Influence tactics of leaders - Presentation Transcript

  1. Influence Tactics of Leaders
  2. Influence
    • Is defined as
    • “ a force one person (the agent) exerts on someone else (the target) to induce a change in the target, including changes in behaviors, opinions, attitudes, goals, needs and values”
    • “ The ability to affect the behavior of others in a particular direction.”
    • To influence, a leader uses strategies or tactics, actual behaviors designed to change another person’s attitudes, beliefs, values or actions.
    How to influence?
  4. Power
    • The concept of power often evokes negative impressions. For example, referring to the use of power can infer that people are being dominated, manipulated or coerced.
    • Power is the ability to bring about change in one’s psychological environment.
    • Power is the potential or capacity to influence.
  5. INFLUENCE MODEL Power and Influence Tactics Commitment, Compliance, Resistance Group effectiveness Follower Performance Follower satisfaction Leader Behavior Follower Responses End Result Leader characteristics Style Situation
  6. Influence tactics
    • Rational Persuasion
    • Inspirational appeal
    • Consultation
    • Ingratiation
    • Exchange
    • Personal Appeal
    • Coalition
    • Legitimating
    • Pressure
  7. Influence tactics
    • Consultation
      • Need your support so will seek your assistance or modify your proposal to get it.
      • Reward, coercive or legitimate
    • Rational Persuasion
      • Logical arguments and factual evidence
      • Expert Power
    • Inspirational appeal
      • Arouse enthusiasm by appealing to values ideals and aspirations
      • Referent power
  8. Influence tactics
    • Ingratiation
      • Get you in a good mood before asking you for something
      • Reward Power
    • Exchange
      • Quid pro Quo
      • Reward Power
    • Personal Appeal
      • Appeals to your feelings of loyalty and friendship
      • Referent or Reward Power
  9. Influence tactics
    • Coalition
      • Get someone else to persuade you to comply
      • Use someone else’s support as reason for you to comply
      • Coercive Power
    • Legitimating
      • Claims to have the authority to get you to do something
      • Verifying its in the policy manual, rules or practices and traditions
      • Legitimate Power
    • Pressure
      • Use demands threats or persistent reminders
      • Coercive Power
  10. Effectiveness of a tactic?
    • Is it consistent with social norms and role expectations
    • Does leader have appropriated power base
    • Will tactics influence followers’ attitude
    • The leader’s skill in using tactic
    • How much built in resistance because of the nature of the request
  11. Essentially Ethical and Honest Influence Tactics
  12. Essentially Dishonest and Unethical Influence Tactics a person's tendency to deceive and manipulate other people for their personal gain
    • Tactics that create favorable follower attitude.
      • Consultation, inspirational appeal, rational persuasion.
    • Tactics that result in compliance without changing attitudes—coercion and manipulation.
      • Pressure, legitimating, some coalition building
    Effectiveness of tactics
  14. Sequencing of Influence Tactics Begin with the most positive, or least abrasive tactic If necessary, proceed to a stronger tactic Use a more abrasive tactic such as upward appeal only as a last resort Begin with low-cost, low-risk tactics
    • If necessary, proceed to higher-cost, higher- risk tactic
  15. Implicit leadership
    • Implicit leadership theory refers to beliefs held about how leaders behave in general and what is expected of them (Eden & Leviathan, 1975).
    • Prototypes are positive characterizations of a leader.
    • Ant prototypes are traits and behaviors people do not want to see in a leader.
  16. Implicit Leadership Theory Dimensions
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