INFLUENCE TACTICS OF LEADERS

Power and Influence
Influence is the ability to affect the behavior of others in a particular direction

Power is the potential or capacity to influence
A leader must acquire power to influence others

A Model of Power and Influence

 
 
Essentially Ethical and Honest Influence Tactics

Essentially Dishonest and Unethical Influence Tactics

Machiavellians
People in the workplace who ruthlessly manipulate others. They tend to initiate actions with others and control the interactions. They regularly practice deception, bluffing, and other manipulative tactics.


Influence Tactic Effectiveness
Most-effective tactics:

Rational persuasion
Inspirational appeal
Consultation
Least-effective tactics:
Pressure
Coalition
Legitimating

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 tactics

Influence Tactic Direction
The more position power an individual exerts over another, the less the need for caution in the use of influence tactics

Inspirational appeal, ingratiation, and pressure used primarily in a downward direction

Influence Tactic Direction
Personal appeal, exchange, and legitimating used primarily in a lateral direction

Coalitions used most in lateral and upward directions
Rational persuasion used most in an upward direction

Implicit Leadership Theories
are personal assumptions about the traits and abilities that characterize an ideal organizational leader. These assumptions, both stated and unstated, develop through socialization and past experience with leaders. The assumptions are stored in memory and activated when group members interact with a person in a leadership position.


Implicit Leadership Theories (cont’d)
Prototypes are positive characterizations of a leader.

Antiprototypes are traits and behaviors people do not want to see in a leader.

Implicit Leadership Theory Dimensions