leadership : best practices in the use of proactive influence tactics by leaders

Best Practices in the Use of Proactive Influence Tactics by Leaders

Supervisor:

Dr. Kusdi Rahardjo, DEA

Prepared by:

Abdullah Al Ansi

Introduction

leader must influence people to:

carry out requests,

support proposals,

implement decisions,

exert influence on superiors, peers, subordinates.

Influence in one direction tends to enhance influence in other directions.

influence tactic.

(the “agent”) - (the “target”)

Proactive tactics: (carry out new task, provide resources, assistance on project)

rational persuasion: (using facts and logic).

inspirational appeals:

(linking a request to target values and ideals).

resist unwanted influence.

INFLUENCE OUTCOMES

Effectiveness of a proactive tactic: immediate outcome.

commitment, compliance, and resistance.

view of the leader:

(ethical, supportive, competent, trustworthy)

For example:

( making an innovative change highly successful leader’s reputation people additional changes).

DESCRIPTION OF THE PROACTIVE TACTICS

Rational Persuasion: (logical arguments, factual evidence)

Inspirational Appeals: (the target’s values and ideals)

Consultation: (suggest improvements)

Exchange: (offers something the target person wants)

Collaboration: (assistance or necessary resources)

Apprising: (benefit the target personally, advance career )

Ingratiation: (praise, flattery)

Personal Appeals: (out of friendship, personal favor)

Legitimating Tactics: (legitimacy, authority)

Pressure: (demands, threats, or persistent reminders)

Coalition Tactics: (aid of others, support of others).

EFFECTIVENESS OF INDIVIDUAL TACTICS

Exchange - apprising : (leader control rewards, compliance )

Rational persuasion, consultation, and collaboration

(mutual trust, democratic country, shared objectives )

A personal appeal: (friendship)

rational persuasion, inspirational appeals, consultation, and collaboration: (elicit commitment).

“core tactics”: (subordinates, peers, and bosses)

Pressure and legitimating: (unlikely to commitment)

A coalition: (influencing a peer or superior)

GUIDELINES FOR USING THE CORE TACTICS

Rational Persuasion:

Explain the reason that a request or proposal is important.

Provide evidence that a request or proposal is feasible.

Explain why a proposal is better than competing ones.

Inspirational Appeals:

Appeal to the ideals, values, and self-image of the target persons. (patriotism, loyalty, liberty, freedom, justice, fairness, equality, tolerance, excellence, humanitarianism and progress)

Link the request to a clear and appealing vision.

Use a dramatic, expressive style of speaking.

Use positive, optimistic language.

GUIDELINES FOR USING THE CORE TACTICS

Consultation:

State your objective and ask what the person or team can do.

Ask for suggestions on how to improve a tentative proposal.

Involve the person or team in planning action steps.

Respond in a positive way to target person concerns.

Collaboration:

Offer to provide necessary assistance or resources.

Offer to help solve problems caused by a request.

Offer to help implement a proposed change.

OTHER DETERMINANTS OF INFLUENCE SUCCESS

Combining Tactics:

for example (rational persuasion- why change important, consultation- acceptable way to implement the change)

Sequencing of Influence Tactics: (select tactics )

Trust and Credibility:

(interpersonal relationship between the agent and target).

The proactive tactics should be used in ethical ways to accomplish shared objectives, not to exploit others for the leader’s personal gain.

RESISTING UNWANTED INFLUENCE ATTEMPTS

leaders must also be able to:

respond in appropriate ways to an unwanted influence attempt initiated by someone else.

deal effectively with a request that is irrelevant, impractical, or unethical.

Legitimating can be an effective resistance tactic when the agent’s request is inconsistent with company rules or a formal contract.

Most of the tactics used for proactive influence attempts can also be used for resistance.

EXECUTIVE SUMMARY

Understanding the attitudes, values, and emotions of the persons you need to influence.

Selecting influence tactics that are appropriate for relationship with the target person and nature of the requested task .

Acquire the information and expertise to support the use of tactics.

Maintain a good relationship with people for cooperation or assistance.

Combine tactics that are compatible and complementary.

Sequence tactics in a way that will maximize the positive effects.

Always maintain credibility and personal integrity.

Thank you