LS-22 Power & Influence – COMPREHEND (No Lesson Prep)

Question 1

Describe the eight sources of power

Answer 1

Personal: expertise, attraction, effort, legitimacy

Positional: centrality, flexibility, visibility

Expertise: power of knowledge, capability, experience

Attraction: appeal due to charisma, agreeable behavior, personal characteristics. Includes admiration and respect

Effort: Potential to influence others due to one’s commitment and motivation. Built through reliable performance / willingness to assume further responsibilities

Legitimacy: Credibility due to one’s actions mirroring a group’s values. Adherence to customs and courtesies help to build this power base.

Centrality: Based on how central your position is within a unit.
Horizontal networks – link people at similar levels (CGO)
Vertical networks – link people with different levels of authority

Flexibility: Amount of discretion vested in a position. Involves freedom to exercise judgment

Visibility: Degree to which task performance is seen by influential people in the org.

Relevance: Direct result of how important your job is to the group’s central objectives

Question 2

Identify the relationship between power and influence

Answer 2

Power
The capacity to produce effects on others, known as influence Based on personal and/or positional characteristics as sources of power

Influence
The change in attitudes, values, beliefs, or behavior as a result of power Securing the consent of others to work with you in accomplishing an objective

Question 3

Explain the three strategies of transforming power into influence

Answer 3

Retribution: Force others to do what you say to do.
Direct approach – coercion
Indirect approach – intimidation

Reciprocity: Help others want to do what you say to do
Direct approach – bargaining
. Indirect approach – ingratiation

Reasoning: Show others that it makes sense to do what you say to do
. Direct approach – present facts )
Indirect approach – appeal to . personal values (or goals)