Introduction to Influence and Power

Question 1

Leadership influence is vital for?

Answer 1

Leadership influence is vital for effective leadership

Question 2

Leadership influence depends on having what?

Answer 2

Influence depends on having good relationships

Question 3

What is the difference between power and influence and how are they related?

Answer 3

Power and influence are different but related:
Power = the potential to get people to do things that they might not otherwise do
Influence = the ways you do get people to do things. Using power to get people to do things.

Power and influence may be used positively or negatively

Question 4

Leaders have “position power” that includes:

Answer 4

Leaders have “position power” which includes:

• Legitimate power: Formal authority over people
• Reward power: Ability to control rewards
• Coercive power: Ability to apply punishment
• They are related and go together

Question 5

But leaders should use “personal power” where possible. What are “personal powers”?

Answer 5

• Expert power: knowledge, skills or experience that are valued by others
• Referent power: Interpersonal skills and charisma that inspire respect and trust

Question 6

What is legitimate power?

Answer 6

Is a position power.

Legitimate power: Formal authority over people

Question 7

What is reward power?

Answer 7

Is a position power.

Reward power: Ability to control rewards

Question 8

What is coercive power?

Answer 8

Is a position power.

Coercive power: Ability to apply punishment

Question 9

What is expert power?

Answer 9

Is a personal power.

Expert power: knowledge, skills or experience that are valued by others

Question 10

What is referent power?

Answer 10

Is a personal power.

Referent power: Interpersonal skills and charisma that inspire respect and trust

Question 11

What are some barriers to gaining and using power?

Answer 11

1. Belief in a “just work”
   - you will get rewarded for good work (SG: meritocracy)
   - Sometimes holds us back sometimes from influencing people or seeking to gain power because it seems more manipulative
2. Leadership literature
   - Emphasises being authentic
3. “Self-handicapping”
   - Not allowing ourselves to seek power because we don’t want to fail
   - Want to see ourselves in good like or be seen in good light
   - We might try to be powerful or influential to prevent failing

Question 12

What are some strategies for gaining and exercising power?

Answer 12

1. Gain access to valued resources and use them wisely
2. Use rewards and punishment
3. Advance on multiple fronts – use relationships and other resources
4. Make the first move (pre-empt what opponents might do)
5. Co-opt antagonists (“keep friends close, but enemies closer”
6. Remove rivals – while saving face for them (write a good reference, give them a new job)
7. Don’t antagonise unnecessarily
8. Use the “personal touch” –> be charming and build relationships with many people
9. Make strong relationships with key people
10. Be persistent
11. State your objectives to clearly link to the organisation’s objectives

Question 13

How to get more power?

Answer 13

1. Think strategically and practically
   - What is in it for them?
   - How can you help them achieve those interests?
2. Access info and other resources that people need
3. Make a stronger connection with powerful people