logging in or signing up Influence Tactics of Leaders BASIT554 Download Post to : URL : Related Presentations : Let's Connect Share Add to Flag Embed Email Send to Blogs and Networks Add to Channel Copy embed code: Embed: Flash iPad Dynamic Copy Does not support media & animations Automatically changes to Flash or non-Flash embed WordPress Embed Customize Embed URL: Copy Thumbnail: Copy The presentation is successfully added In Your Favorites. Views: 567 Category: Entertainment License: All Rights Reserved Like it (0) Dislike it (0) Added: May 29, 2011 This Presentation is Public Favorites: 0 Presentation Description No description available. Comments Posting comment... By: evemoor (6 month(s) ago) Superior work. I like how you relate influence tactic to power elements Requesting to use this work. Saving..... Post Reply Close Saving..... Edit Comment Close Premium member Presentation Transcript Influence Tactics of Leaders: Influence Tactics of LeadersInfluence: 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.”Slide 3: To influence, a leader uses strategies or tactics, actual behaviors designed to change another person’s attitudes, beliefs, values or actions. How to influence?Power: 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.INFLUENCE MODEL: INFLUENCE MODEL Power and Influence Tactics Commitment, Compliance, Resistance Group effectiveness Follower Performance Follower satisfaction Leader Behavior Follower Responses End Result Leader characteristics Style SituationInfluence tactics: Influence tactics Rational Persuasion Inspirational appeal Consultation Ingratiation Exchange Personal Appeal Coalition Legitimating PressureInfluence tactics: 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 powerInfluence tactics: 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 PowerInfluence tactics: 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 PowerEffectiveness of a tactic?: 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 requestEssentially Ethical and Honest Influence Tactics: Essentially Ethical and Honest Influence TacticsEssentially Dishonest and Unethical Influence Tactics: Essentially Dishonest and Unethical Influence Tactics a person's tendency to deceive and manipulate other people for their personal gainSlide 13: 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 tacticsSequencing of Influence Tactics: 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 tacticImplicit leadership: 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.Implicit Leadership Theory Dimensions: Implicit Leadership Theory Dimensions You do not have the permission to view this presentation. In order to view it, please contact the author of the presentation.