power & influence. power vs. influence sources of power transfer power into influence – three...
TRANSCRIPT
Power & Influence
• Power vs. Influence• Sources of Power• Transfer Power into Influence– Three R’s– Upward Influence
• Case Study (OTS Only)
Overview
• Power - capacity to produce effects on others
• Influence -the change in attitudes, values, beliefs, or behavior as a result of power
Power vs. Influence
4
• Is the power of knowledge
• Followers can have more expert power than leaders in certain situations
Example: Leader new to unit
Expert Power
5
• Refers to the influence one has due to the strength of the relationship between the leader and the followers
• Often takes time to developExample: Followers admire and respect the leader
Referent Power
6
• One’s formal or official authority Example: Authority you have due to your rank
Legitimate Power
7
• The potential to influence others due to one’s control over desired resources
Examples: OPRs, EPRs, PRFs, awards and decorations, Officer/Enlisted/Civilian of the Quarter Award
Reward Power
8
• The potential to influence others through the administration of negative sanctions
Examples: LORs, LOCs, Article 15s, Courts-martial
Coercive Power
• Three R’s– Retribution– Reciprocity– Reason• Persuasive• Manipulative
• Upward Influence
Transform Power into Influence
• Three R’s– Retribution: threatening• Direct - explicit threat of punishment (coercion)• Indirect - threat is implied rather than stated
(intimidation)
Transfer Power into Influence
Pros• Produce immediate effect• Follows manager
specification
Cons• Creates resistance,
resentment, & alienation• Stifles initiative & innovation
Effective managers use this sparingly; reserve for crisis
• Three R’s– Reciprocity: compliance by satisfying the needs
of both parties (favors thru social obligations)
Transfer Power into Influence
Pros• Results w/o resentment• Both parties benefit• Don’t have to justify actions
(bargain)
Cons• Requires trust• Expect negotiations for
requests• Undercuts group commitment
• Three R’s– Reason: articulation of the concept; subordinates
recognize the value of the plan
Transfer Power into Influence
Pros• Higher compliance• Commitment to group
principles• Superiors rate highly
effective• Low levels of stress• High job satisfaction
Cons• Takes time to build trust• More people involved, longer
it takes
• Three R’s– Reason: articulation of the concept; subordinates
recognize the value of the plan
Transfer Power into Influence
PersuasionExplicit, direct, and respects
the judgment/ability of the subordinate
Manipulationbased on disrespect
subordinates’ abilities and a lack of trust in their
judgment
• Upward Influence– Influence on superior– Shield subordinates from distractions– Strengthens manager’s power base– Issue Selling: convince boss issue requires
attention– Trickle-Up Influence
Transfer Power into Influence
• Upward Influence– Trickle-Up Influence • Necessary because of decentralization of
today’s workplace• Superiors need to be informed• Speak up - talk about good ideas to superiors• Team up - gather allies for credibility• Lead up - display open-mindedness, support,
trust• Be straightforward
Transfer Power into Influence
• Establish power thru personal attributes (pp. 177-181)
• Transform power into influence using Three R’s• Use power to engender trust• Emphasize reciprocity & reason• Use retribution in crisis• Influence flows up & down chain• Upward influence should be for good of group, not
personal ambition
Interim Summary
Case Study
• Power vs. Influence• Sources of Power• Transfer Power into Influence– Three R’s– Upward Influence
• Case Study (OTS Only)
Summary
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A Good Thought
“ Whoever knows how to restrain and effectively release power finds . . . that power flows back to him.”
A. Bartlett Giamatti
20
A Better Thought
“ Leaders who share their power and their time can accomplish extraordinary things. The best leaders understand that leadership is the liberation of talent; hence they gain power not only by constantly giving it away, but also by not grabbing it back.”
MG Perry Smith, “Learning to Lead” Marine Corps Gazette, Jan 1997