Chapter 2.

Power and Leadership

Instructor: Nguyen Thi Minh Ha (PhD)

1

Learning Outcomes:
1. Understand the process by which power is acquired or lost in
organizations.

2. Understand the consequences of power for leadership

effectiveness.

3. Understand ways to use power effectively.

4. Understand the different types of influence tactics used in

organizations.

5. Understand how the tactics are used to influence subordinates,

peers and superiors.

6. Understand effective ways to use the tactics.

2










 1. De inition of Power
• Mintzberg, 1983: how people are able to influence each
other in organizations, in different ways

1 Target
Agent
Multiple Targets

• Power: influence over things, events, attitudes, behaviors.

3
f
 2. Power vs. Authority
• Authority: rights, prerogatives, obligations, duties
associated with particular positions in an organization or
social system.
• Influence processes: instrumental compliance,
internalization, personal identification
• Types of influence tactics
• Impression management tactics
• Political tactics
• Proactive tactics
4

 2. Power vs. Authority

• Influence outcomes
• commitment
• compliance
• Resistance

 3. Types of Power
• 2 general categories depending on:
• position in the organization
• attributes of the agent and the agent-target relationship
• Position power includes potential influence from legitimate
authority, control over resources and rewards, control over
punishments, control over information, control over the
physical work environment.
• Personal power includes potential influence from task
expertise, friendship, loyalty.
6

 3. Types of Power
• Position power
• Legitimate power
• Reward power
• Coercive power
• Information power
• Ecological power
• Personal power
• Referent power
• Expert power
7

 4. How power is gained or lost

• Social exchange theory
• Strategic contingencies theory
• Institutionalization of power

 5. Guidelines for using power

5.1. How to use legitimate power
• Make polite, clear request
• Explain the reasons for a request
• Don’t exceed you scope of authority
• Verify authority if necessary
• Follow proper channels
• Follow up to verify compliance
• Insist on compliance if appropriate
9

5.2. How to use reward power

• Offer the type of rewards that people desire
• Offer rewards that are fair and ethical
• Don’t promise more than you can deliver
• Explain the criteria for giving rewards, keep it simple
• Provide rewards as promised if requirements are met
• Use rewards symbolically (not in a manipulative way)

10

5.3. How to use coercive power

to maintain discipline

11

5.4. Ways to use and maintain expert power

12
5.5. Ways to gain and use referent power

13
6. Proactive In luence tactics
• Rational persuasion
• Apprising
• Inspirational Appeals
• Consultation
• Collaboration
• Ingratiation
• Personal Appeals
• Exchange
• Coalition tactics
• Legitimating tactics
• Pressure
14

f
7. Effectiveness of proactive tactics

15
7. Effectiveness of proactive tactics
• Effects of individual tactics
• Combining tactics
• Sequencing tactics
• Using the tactics to resist influence attampts

16

8. Guidelines for speci ic tactics

17
f
8. Guidelines for speci ic tactics

18
f
8. Guidelines for speci ic tactics

19
f
9. Power and In luence behavior

20
f