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

Question 1

1. DESCRIBE THE EIGHT SOURCES OF POWER-KNOW ALL FOR SCENARIO

Answer 1

a. Personal: expertise, attraction, effort, legitimacy
i. Expertise: power of knowledge, capability, experience
ii. Attraction: appeal due to charisma, agreeable behavior, personal characteristics. Includes admiration and respect
iii. Effort: Potential to influence others due to one’s commitment and motivation. Built through reliable performance / willingness to assume further responsibilities
iv. Legitimacy: Credibility due to one’s actions mirroring a group’s values. Adherence to customs and courtesies help to build this power base.
b.
c. Positional: centrality, flexibility, visibility, relevance
i. Centrality: Based on how central your position is within a unit.
1. Horizontal networks – link people at similar levels (CGO)
2. Vertical networks – link people with different levels of authority
ii. Flexibility: Amount of discretion vested in a position. Involves freedom to exercise judgment
iii. Visibility: Degree to which task performance is seen by influential people in the org.
iv. Relevance: Direct result of how important your job is to the group’s central objectives

Question 2

2. Explain the three strategies of transforming power into influence

Answer 2

a. Retribution: Force others to do what you say to do
i. Direct approach – coercion
ii. Indirect approach – intimidation
b. Reciprocity: Help others want to do what you say to do
i. Direct approach – bargaining (exchange)
ii. Indirect approach – ingratiation (obligate)
c. Reasoning: Show others that it makes sense to do what you say to do
i. Direct approach – present facts (or needs)
ii. Indirect approach – appeal to personal values (or goals)

Question 3

3. Identify the relationship between power and influence

Answer 3

a. Power
i. The capacity to produce effects on others, known as influence
ii. Based on personal and/or positional characteristics as sources of power
b. Influence
i. The change in attitudes, values, beliefs, or behavior as a result of power
ii. Securing the consent of others to work with you in accomplishing an objective