Leadership topics –
Power and Influence

Presented by:

Rohit and

Introduction – Leadership and Power

leADershiP = f (PoWer) + …
LEDAERSHIP is a function of POWER.
 Leaders must have power!

What is Power?

PoWer: Ability to influence others (followers) – The
ability of one person or department in an organisation to influence other people to
bring about desired outcomes

Different leADershiP AnD Different PoWer
 Great religious leaders: Buddha, Guru Nanak
 Political leaders: Gandhi, Mandela, Abraham Lincoln, Lenin, Putin
 Military leaders: Julius Caesar, Napoleon, Eisenhower, Adolph Hitler
 Leaders in sports: Beckenbauer (Kaiser), Ponting, Ganguly
 Leaders in Business: Steve Jobs, Richard Branson, Ratan Tata


Introduction – Power and Influence
WhAt to Do you unDerstAnD by “influence”?
 Change in follower’s attitudes. values, beliefs or behaviours –- The effect a person’s
actions have on the attitudes, values, beliefs, or actions of others

Where does power come from?

How? What are the different sources of powers a leader may use?


Six types of power a leader may posses / use
 Social psychologists John French and Bertram Raven described five bases of power in
1959. The sixth power base was added after six years
• Followers believe the leader has the right to instruct them.
1. Legitimate • Formal / official role – MD of the company, teacher in a classroom

• Followers believe the leader will reward them
2. Reward • Person to give promotion / bonus

• Followers believe the leader will punish them
3. Coercive • Authority to give punishment; teacher in a classroom

• Followers believe the leader is an expert -
4. Expert • Specialist doctor/ Surgeon / Mechanic

• Followers believe the leader has desirable qualities;
5. Referent • see the leader as a role model
• Coach loved by the players

6. Informational • Followers believe the leader has access to important information

 Note: Beliefs alone determine the type of power, a leader has over the followers; whether
the follower’s beliefs are correct is irrelevant.


Which power type suits you?

1. Legitimate

6. Informational 2. Reward

5. Referent 3. Coercive

4. Expert


Different Influence tactics
• When Agent uses logical arguments or factual evidence to
1. Rational persuasion influence others.

• When there is a request of proposal designed to arouse
2. Inspirational appeal enthusiasm or emotions in targets

• When Agents ask targets to participate in planning an
3. Consultation activity.

• When Followers / agent attempts to get you in a good mood
4. Ingratiation before making a request.

5. Personal appeal • When the ask another to do a favor out of friendship

• When influencing a target through the exchange of favor is
6. Exchange labeled Exchange.
• Coalition tactics refer to a group of individuals working
7. Coalition tactics together toward a common goal to influence others– Agree to
confront the alcoholic.
• Pressure tactics is defined as the illegal use of threats,
8. Pressure tactics physical intimidation, fear

• Occur when agents make requests based on their positons or
9. Legitimizing tactics authority.



Minicase – Singapore Prime minister’s better half

• Who was Ho Ching – Chief executive officer of Temasek Holdings, she ranked number 18
on a list of Asia’s most powerful businesspeople and number 24 on the Forbes. Ho was a
government scholar who started off in civil service and ended up working for the defense

• What Ho Ching did – She oversees a portfolio worth over $50 billion and influences
many of Singapore’s leading companies.

• What was the outcome- She pushed for a more open policy and an aggressive drive into
the Asian market. Under Ho’s leadership Teamasek has decided to publicly disclose its
annual report with details of its performance – which was known only to Temasek

• What power she used –
• Legitimate power, Coercive power, Referent power
• Exchange Tactics, At a recent conference of top Indian companies, Ho appealed to
investors to look to India for opportunities for Asian growth.


Some interesting points
Milgram Study:
 Teacher and Student; Stern authority ordered to continue punishment
 Gave 450 volt shock!
 Legitimate power

Gender Differences:
 Female Manager’s show greater concern for others, works in team. Male Managers concern our self,
works alone & focus primarily on the task.
 Female managers focus on task & interpersonal aspects.

Porcupine style:
Interpersonal relationships play a key part in ones effectiveness; but there are many paths to interpersonal
power and influence in government.

Gestures of Power and Dominance:
 Staring :
 Pointing:
 Touching:
 Interrupting:



Some famous quotes