Leadership and Power Flashcards
Leadership
use of POWER and INFLUENCE to direct the activities of followers toward goal
Leader vs. Manager/Boss
Manager/Boss: CONTROL and administer (tell others what to do)
Leader: power and INFLUENCE (help others get it done)
Power
ABILITY to influence the behavior of others and resist unwanted influence in turn
Sources of Power
Organization
- legitimate
- reward
- coercive
Person
- expert
- referent
Organizational Power
Legitimate
Reward
Coercive
(effective but can decrease organizational commitment)
Legitimate Power
from position of authority w/in organization
- formal authority based on job title
- people with a title or position in an organization chart
EX. CEO, President, CFO
Reward Power
from control over the resources or rewards another person may want
- raises, promotion, performance eval
Coercive Power
from control of punishments in an organization
- fired, demoted, lower/suspend pay
- operate on fear
Ex. Police officer
Personal Power
Expert
Referent
(increase organizational commitment)
Expert Power
from expertise, skill, or knowledge that others depend on
- Ex. doctors
(way to fight abusive boss - master a new skill)
Referent Power
desire to be associated with a person
- liking, admiration, loyalty
Ex. celebrities
Power and Networks
many strong bonds in a network makes a personal powerful because they have a high ability to influence others
Influence
the USE of an actual behavior that causes behavioral or attitude changes in others
Key Points of Influence
- Influence is directional (up, down, lateral)
- Influence is relative (the GAP in power is more important than the amount of power itself)
Most Effective Influence Tactics
- Rational Persuasion (logic or fact)
- Consultation (target participates in deciding how to carry out request)
- Inspirational Appeals (appeal to their values and create emotional reaction)
Moderately Effective Influence Tactics
- Ingratiation (favors or compliments)
- Personal Appeals (ask for something based on personal friendship)
- Apprising (clearly explain why the request is beneficial to them)
Least Effective Influence Tactics
- Pressure (threats and demands)
- Coalitions (get other people to help influence the target)
- Exchange (offer reward for performing request… bribery)
Response to Influence Tactics
Internalization: target agrees and becomes committed to request (behavioral and attitudinal)
Compliance: target will perform request but with indifference (behavioral)
Resistance: target is opposed to request and avoids it (no change)
Organizational Politics
actions that are directed toward the goal of furthering one’s own self-interests, rather than the organization’s
- lack transparency
- rewards are favoritism based, not merit
- retaliation when challenging ‘in group’
Positive Politics
- seek mentoring and advice
- help others out
- avoid gossip and relationship conflict
- control emotions and manage stress at work
- seek visible opportunities to perform well
- assert yourself politely and professionally when needed
- seek to understand others
- stay focused on the goal (good work not drama)
