Influence Tactics

Define Power and Influence

Power is the ability to bring about change in ones psychological environment. Influence is the use of power to bring about change

An influence model for leadership

Leader Behavior Follower Responses End Result

Power and Influence Tactics

Commitment , Compliance, Resistance

Group effectiveness
Follower Performance Follower satisfaction

Situation Leader characteristics Style

Nine influence tactics likely to be relevant to a managers 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

Need your support so will seek your assistance or modify your proposal to get it. Reward, coercive or legitmate

Consultation

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 Referent or Reward Power

and friendship

Definition of Influence tactics

Coalition

Get someone else to persuade you to comply Use someone elses support as reason for you to comply Coercive Power Claims to have the authority to get you to do something Verifying its in the policy manual, rules or practices and traditions Legitimate Power

Legitimating

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 leaders 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 attitudescoercion 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 managers boss