influence tactics.ppt
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Tactics in leadershipTRANSCRIPT
Influence Tactics
Define Power and Influence
Power is the ability to bring about change in one’s psychological environment.
Influence is the use of power to bring about change
An influence model for leadership
Power and Influence Tactics
Commitment, Compliance,
Resistance
Group effectiveness
Follower Performance
Follower satisfaction
Leader Behavior Follower Responses End Result
Leader characteristics Style
Situation
Nine influence tactics likely to be relevant to a manager’s effectiveness
Rational Persuasion Inspirational appeal Consultation Ingratiation Exchange
Personal Appeal Coalition Legitimating Pressure
Definition of Influence tactics
Rational Persuasion Logical arguments and factual evidence Expert Power
Inspirational appeal Arouse enthusiasm by appealing to values ideals and
aspirations Referent power
Consultation Need your support so will seek your assistance or modify your
proposal to get it. Reward, coercive or legitmate
Definition of 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
Definition of 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
How is the effectiveness of a tactic determined? Is it consistent with social norms and role
expectations Does leader have approprited 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
What tactics are most likely to change followers’ attitude? 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
Which tactics are most likely to influence task commitment Consultation, inspirational appeal and rational
persuasion moderately effective regardless of direction
Pressure, coalition and legitimating usually ineffective. (used when resistance is anticipated)
Ingratiation and exchange moderately effective influencing peers and subordinates and ineffective with superiors (not good with weak power bases)
How about perceived management effectiveness Rational Persuasion clearly the best
predictor of effectiveness ratings made by a manager’s boss